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35 results for cespedes in Working Knowledge
  • 04 May 2020
  • Research & Ideas
  • Working Knowledge

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.
  • 22 Apr 2019
  • Research & Ideas
  • Working Knowledge

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.
  • 09 Jul 2018
  • Research & Ideas
  • Working Knowledge

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.
  • 22 Feb 2021
  • Book
  • Working Knowledge

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.
  • 21 Nov 2016
  • Research & Ideas
  • Working Knowledge

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.
  • 08 Sep 2014
  • Research & Ideas
  • Working Knowledge

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.
  • 15 Nov 2010
  • Lessons from the Classroom
  • Working Knowledge

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.
  • 18 Feb 2013
  • Research & Ideas
  • Working Knowledge

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.
  • 26 Jul 2010
  • Research & Ideas
  • Working Knowledge

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...
  • 22 Aug 2017
  • First Look
  • Working Knowledge

First Look at New Research and Ideas, August 23

Sean Silverthorne
...companies spend $70 billion annually on salesforce training, the ROI is “disappointing,” write Frank Cespedes and Yuchun Lee in Harvard Business Review online. The authors provide actionable steps to improve participant retention. Your Sales Training Is Probably Lackluster. Here's How to Fix It. Young...
  • 09 Jun 2015
  • First Look
  • Working Knowledge

First Look: June 9, 2015

Sean Silverthorne
Employees Don't Know Your Strategy Surveys suggest that 50 percent of employees don't have a clear understanding of their company's strategy. What's worse, that lack of knowledge is even more pronounced for sales and service employees. Frank Cespedes' article for ThinkSales "outlines the issues...
  • 28 Feb 2017
  • First Look
  • Working Knowledge

First Look at New Research, February 28

Sean Silverthorne
...of client? The case was written by Frank V. Cespedes and Alexandra N. Rachlin. A complete list of new research and publications from Harvard Business School faculty follows.
  • 18 Apr 2017
  • First Look
  • Working Knowledge

First Look at New Ideas, April 18

by Sean Silverthorne
... Cespedes and Amir Peleg explore how data analytics are being used in a decidedly non-digital business: the water industry. Interest rate conundrums Periods in which short-term and long-term interest rates move in opposite directions have become more common since 2000, according to new research by Samuel G...
  • 10 Oct 2017
  • First Look
  • Working Knowledge

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

Sean Silverthorne
...help measuring current or future trends. Frank Cespedes and Robert Marsh survey additional measures used by companies to manage sales. Find the Right Metrics for Your Sales Team. Does crime desensitize victims? Why do some high-crime regions such as Latin America demonstrate a tolerance for crime...
  • 26 Feb 2019
  • First Look
  • Working Knowledge

New Research and Ideas, February 26, 2019

Dina Gerdeman
...in Healthcare. Why salespeople aren’t effective managers Successful salespeople often make poor managers because they continue to act as sales reps rather than managers. Frank V. Cespedes discusses what it now takes to be an effective sales manager in a recent article in Top Sales Magazine. Sales Managers Must...
  • 10 Aug 2010
  • First Look
  • Working Knowledge

First Look: August 10

Martha Lagace
...innovation to venture-capital investment decisions. Of note, "Live Nation Faces the Music," by Stephen P. Bradley, Frank V. Cespedes, and Kerry Herman, describes how concert producer and promoter Live Nation adjusted its tempo to better embrace new commercial opportunities. In addition, a case series by Aldo...
  • 26 Oct 2010
  • First Look
  • Working Knowledge

First Look: October 26, 2010

Sean Silverthorne
As companies turn their attention to emerging countries such as the BRIC nations, does it make sense that they ignore huge multicultural markets in the United States, some of which are larger than those found in entire countries? Writing in the MIT Sloan Management Review, Frank V. Cespedes (HBS...
  • 03 Apr 2012
  • First Look
  • Working Knowledge

First Look: April 3

Carmen Nobel
...note "Customer Visits for Entrepreneurs," Frank V. Cespedes discusses the criteria for selecting sites to visit, how to plan for a visit, what to ask and do while there, and how to debrief afterward.
  • 15 May 2017
  • Sharpening Your Skills
  • Working Knowledge

The Promises and Limitations of Big Data

by Sean Silverthorne
technologies. But a bigger and more impactful trend, according to researchers Frank V. Cespedes and Amir Peleg, is the use of online tools to improve physical asset utilization in many traditional off-line businesses. This article from Harvard Business Review discusses the water industry as an example
  • 06 Oct 2020
  • Sharpening Your Skills
  • Working Knowledge

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

by Sean Silverthorne
up time and increase productivity in your sales team after the crisis. To learn more, read Predictions, Prophets, and Restarting Your Business Frank V. Cespedes, MBA Class of 1973 Senior Lecturer of Business Administration. Tip: Determine if COVID complications affect career development in your