Media

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...

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...

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...

Please note that this article originally appeared in Top Sales Magazine September 2020 edition. Digital access can be found here. The long­-term impact of the pandemic is uncertain. Hope for a V­-shaped economic recovery, but don’t count on it. During the 2008­-2009...

Please note that this article first appeared in Top Sales Magazine July 2020 and is written by Frank Cespedes and David Hoffield.   Cascading bankruptcies, higher debt loads, and uncertainty about future waves of infection mean a tightening of budgets, resistance to...

Interview, “Frank Cespedes: The Role of the Sales Force in Pricing Strategy Implementation” [Chapter 4 of Pricing Strategy Implementation: Translating Pricing Strategy into Results, ed. Andreas Hinterhuber and Stephan M. Liozu; Routledge, 2020] What are key...

Frank Cespedes: Media Bias? But Not What You Think It Is. This article originally appeared on Medium on May 18, 2020. Media Bias? But Not What You Think It Is Frank V. Cespedes In the current crisis, news outlets have doubled down on a certain narrative about online...

This article was originally posted in Harvard Business School's Working Knowledge on May 4, 2020. Businesses are starting to plan their re-entry into the market, but how do they know what that market will look like? Frank V. Cespedes warns against putting too much...

Note: This article originally appeared in Top Sales Magazine May 2020 issue pages 28-29. You can find digital access to this article here. Even in good times, life in a sales organization is filled with short­ term deadlines and pressures: sales per quarter, sales per...

https://cience.com/frank-cespedes-how-to-build-and-manage-your-multi-channel-marketing/