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...
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Senior Lecturer at Harvard Business School and author of Sales Management That Works, Aligning Strategy and Sales, as well as other books and articles.
Sales Leadership During and After the Crisis
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...
How to Build and Manage Your Multi-Channel Marketing (interview)
https://cience.com/frank-cespedes-how-to-build-and-manage-your-multi-channel-marketing/
Sales Methodologies and Selling
Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate.Hence,...
Sales’ Role in Strategy: Is It Changing?
https://salesinsights.org/sales-role-in-strategy-is-it-changing/
Why ‘Tell Them Something They Don’t Know’ Is Bad Advice in B2B Sales
PCHYBURRS/GETTY IMAGES by: Frank V. Cespedes and Tracy DeCicco This article was originally published in Harvard Business Review on August 19th, 2019 Few people in sales would dispute the importance of bringing insights to customer conversations. One might...
Debunking the Myths about the Future of Sales
How B2B Companies Can Win Back Customers They’ve Lost
by: Frank V. Cespedes and Leon Poblete This article was originally published in Harvard Business Review on June 3rd, 2019 Most research and training in sales focuses on acquiring customers, but, as ecosystems become increasingly dynamic and discontinuous, it’s also...
Micromanagers in the Making? Why Salespeople Struggle to Lead
Published at Harvard Business School, Working Knowledge in April 2019 When salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V. Cespedes. This sad scenario plays out at many...
Sales Managers Must Manage
published in Top Sales Magazine, February 2019 Probably the most common complaint I’ve heard throughout my career from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. As one senior executive puts it, “I want sales...
