- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
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?)
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
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
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
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
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
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
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
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
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
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.
Predictions, Prophets, and Restarting Your Business
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.