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Reaching Today's Omnichannel Customer Takes a New Sales Strategy

by Kristen Senz

For salespeople working harder than ever to stay ahead of customers' evolving buying habits, Frank Cespedes offers timeless advice in his new book, Sales Management That Works. Open for comment; 0 Comments.

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

by Sean Silverthorne

Here are recent ideas for managing through the pandemic on the topics of people management, strategy, marketing, and organizational design. Open for comment; 0 Comments.

Predictions, Prophets, and Restarting Your Business

by Frank V. Cespedes

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 trust in forecasters. Open for comment; 0 Comments.

Why Salespeople Struggle at Leading

by Dina Gerdeman

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. Open for comment; 0 Comments.

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

by Michael Blanding

Selling technology that is new to the market involves tricky tradeoffs around prospect targeting, channels, and tactics. Frank Cespedes makes the point with 3-D printers. Open for comment; 0 Comments.

First Look at New Research and Ideas, October 10, 2017

Sean Silverthorne

Measuring sales the right way ... Does crime desensitize victims? ... Innovation in a 100-year-old medical devices giant .

First Look at New Research and Ideas, August 23

Sean Silverthorne

You want to publish my salary where? ... How to punch up your sales training ... Young leadership confronts a toxic culture.

The Promises and Limitations of Big Data

by Sean Silverthorne

Recent stories chart the rise of big data, its impact on business, and how it affects our lives every day. Open for comment; 0 Comments.

First Look at New Ideas, April 18

by Sean Silverthorne

A traditional offline business learns from big data ... Interest rate conundrums ... De Beers looks beyond diamonds in the rough.

It Matters That Your CEO Doesn't Know Much About Sales

by Michael Blanding

Sales appears to be getting short-changed in the C-suite, says Frank Cespedes. What’s needed are more links between top executives and the customer-facing side of the business. Open for comment; 0 Comments.

The Strategic Way To Hire a Sales Team

by Carmen Nobel

The equivalent of an entire sales force is replaced at many firms every four years, so it's critical that go-to-market initiatives remain tied to strategic goals. Frank Cespedes explains how in his book, Aligning Strategy and Sales. Closed for comment; 0 Comments.

Breaking Through a Growth Stall

by Sean Silverthorne

Many companies get stuck on a plateau, unable to grow and burning through cash at a frightening rate. Frank V. Cespedes discusses how focusing on the right customers can generate growth again. Closed for comment; 0 Comments.

Connecting Goals and Go-To-Market Initiatives

by Sean Silverthorne

In some respects, developing strategy is the easy part. Executing that strategy in alignment with strategic priorities is where real mastery of management takes place. Harvard Business School senior lecturer Frank V. Cespedes shows how it is done. Open for comment; 0 Comments.

Yes, You Can Raise Prices in a Downturn

by Sean Silverthorne

If you and your customers understand the value represented in your pricing, you can—and should—charge more for delivering more. An interview on "performance pricing" with researchers Frank Cespedes, Benson P. Shapiro, and Elliot Ross. Key concepts include: Pricing builds or destroys value faster than almost any business action. Performance pricing seeks to maximize both the customer benefit and the selling company's profitability. The idea is to create more space between the value provided to customers and your cost. Performance pricers make attractive returns in almost every business—at least over the full business cycle. Closed for comment; 0 Comments.