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...
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.
Frank Cespedes: The Role of the Sales Force in Pricing Strategy Implementation
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...
Media Bias? But Not What You Think It Is
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...
Predictions, Prophets, and Restarting Your Business
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...
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...
