Note: the following is information about a podcast episode from Revenue Innovators. You can find the podcast here or at Spotify or Apple Podcasts. Sales is not an easy topic for academia to teach, in part because it’s so cross-disciplinary. You have to know about...
Media
Senior Lecturer at Harvard Business School and author of Sales Management That Works, Aligning Strategy and Sales, as well as other books and articles.
Avoid a One-Size-Fits-All Approach to Sales Coaching
Please note: this article first appeared in Harvard Business Review, here. Summary: Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others...
How to Increase Prices Without Losing Customers, According to a Harvard Lecturer
Please note: this interview conducted by Megan O'Brien first appeared at Brainyard, which you can find here. In short: The cost of doing business is rising as everyone grapples with supply chain issues, labor shortages and inflation.Companies now need to decide how to...
Say My Name
Please note: this post first appeared on the NPR Planet Money series. It is available to listen to here. Hello, listener. Thanks for clicking on this episode, listener. The Indicator team appreciates your interest in our podcast, listener. ...Okay, did repeating...
The Future of Shopping
Note: this article first appeared in Raydiant's series, The Future of Shopping, here. How has consumer shopping behavior evolved over the past 5 years? It’s an omni-channel buying world. Consumers are both online and offline at multiple times throughout their buying...
Improving Sales Hiring
By Frank V. Cespedes Please note: This article recently appeared in the August 2021 edition of Top Sales Magazine. In a previous article (“Sales Hiring Is Hard to Do,” January 2021), I discussed inherent challenges in sales hiring and common practices that make a...
Getting Up to Speed in Your Sales Efforts
By Frank Cespedes and Zoran Latinovic Please note that this article originally appeared in the European Business Review on May 18, 2021. In a study before the pandemic, PricewaterhouseCoopers[1] found that companies had made little progress in the previous decade...
Defining a Post Pandemic Channel Strategy
By Frank V. Cespedes April 5, 2021 Please note that this article first appeared in the Harvard Business Review on April 5, 2021. Companies have experienced a surge of online orders during the pandemic. As the crisis eases,leaders need to decide whether the dramatic...
B2B Sales Management in a New Reality- A Conversation with Frank Cespedes of Harvard Business School
Harvard Business School professor and sales expert Frank Cespedes gets straight to the point in a recent Q&A with CIENCE about his newly released book, Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review...
Sales Hiring is Hard to Do (Don’t Make It Harder)
Please note that this article was originally published in Top Sales Magazine January 2021. Consider these stats: Average turnover in sales across industries ranges from 20% to 30% annually, meaning that atmany companies the equivalent of the entire sales force must be...
