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
      Harvard Business School→Working Knowledge→Search

      Search

      Filter Results: (35) Arrow Down
      Filter Results: (35) Arrow Down Arrow Up

      Show Results For

      • All HBS Web  (453)
        • Working Knowledge  (35)

        Show Results For

        • All HBS Web  (453)
          • Working Knowledge  (35)
          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
          Load More
          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