Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Working Knowledge
Business Research for Business Leaders
  • Browse All Articles
  • Popular Articles
  • Cold Call Podcasts
  • About Us
  • Leadership
  • Marketing
  • Finance
  • Management
  • Entrepreneurship
  • All Topics...
  • Topics
    • COVID-19
    • Entrepreneurship
    • Finance
    • Gender
    • Globalization
    • Leadership
    • Management
    • Negotiation
    • Social Enterprise
    • Strategy
  • Sections
    • Book
    • Cold Call Podcast
    • HBS Case
    • In Practice
    • Lessons from the Classroom
    • Op-Ed
    • Research & Ideas
    • Research Event
    • Sharpening Your Skills
    • What Do You Think?
    • Working Paper Summaries
  • Browse All
    • COVID-19 Business Impact Center
      COVID-19 Business Impact Center
      Cold Call
      A podcast featuring faculty discussing cases they've written and the lessons they impart.
      Subscribe on iTunes
      • 02 Mar 2021
      • Cold Call Podcast

      Can Historic Social Injustices be Addressed Through Reparations?

      Survivors of the 1921 Tulsa Massacre and their descendants believe historic social injustices should be addressed through reparations. Professor Mihir Desai discusses the arguments for and against reparations in response to the Tulsa Massacre and, more broadly, to the effects of slavery and racist government policies in the US in his case, “The Tulsa Massacre and the Call for Reparations.”  Open for comment; 0 Comment(s) posted.

      Read the Transcript

      Filter Results: (14) Arrow Down
      Filter Results: (14) Arrow Down Arrow Up
      • Popular
      • Browse All Articles
      • About Us
      • Newsletter Sign-Up
      • RSS
      • Popular
      • Browse All Articles
      • About Us
      • Newsletter Sign-Up
      • RSS

      Cespedes, V. FrankRemove Cespedes, V. Frank →

      Page 1 of 14 Results
      • 22 Feb 2021
      • Book

      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; Comment(s) posted.

      • 06 Oct 2020
      • Sharpening Your Skills

      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; Comment(s) posted.

      • 04 May 2020
      • Research & Ideas

      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; Comment(s) posted.

      • 22 Apr 2019
      • Research & Ideas

      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; Comment(s) posted.

      • 09 Jul 2018
      • Research & Ideas

      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; Comment(s) posted.

      • 10 Oct 2017
      • First Look

      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 .

      • 22 Aug 2017
      • First Look

      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.

      • 15 May 2017
      • Sharpening Your Skills

      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; Comment(s) posted.

      • 18 Apr 2017
      • First Look

      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.

      • 21 Nov 2016
      • Research & Ideas

      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; Comment(s) posted.

      • 08 Sep 2014
      • Research & Ideas

      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; 3 Comment(s) posted.

      • 18 Feb 2013
      • Research & Ideas

      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; 3 Comment(s) posted.

      • 15 Nov 2010
      • Lessons from the Classroom

      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; 14 Comment(s) posted.

      • 26 Jul 2010
      • Research & Ideas

      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 Comment(s) posted.

      • 1
      ǁ
      Campus Map
      Harvard Business School Working Knowledge
      Baker Library | Bloomberg Center
      Soldiers Field
      Boston, MA 02163
      Email: Editor-in-Chief
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College