Reaching Today's Omnichannel Customer Takes a New Sales Strategy

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. [Author: by Kristen Senz]
Tags: College, Frank Cespedes, by Kristen Senz, Kristen Senz, Omnichannel Customer

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. [Author: by Michael Blanding]
Tags: College, Michael Blanding, Frank Cespedes, by Michael Blanding

Hey, Buddy. Wanna Buy a 3-D Printer Cheap?

Selling advanced technology that is new to the market involves tricky tradeoffs about targeting prospects, sales channels, and customer support. Frank Cespedes makes the point with 3-D printers. [Author: by Michael Blanding]
Tags: College, Michael Blanding, Frank Cespedes, by Michael Blanding

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

The C-suite is jammed increasingly with functional specialists, but sales appears to be getting short-changed, says Frank Cespedes. What’s needed are more links between the top executives and the customer-facing side of the business. [Author: Michael Blanding]
Tags: College, Michael Blanding, Frank Cespedes

How To CEO A Hotel Chain | By Thomas Magnuson

Now that you know how to build your own hotel chain, let's talk about how to run it right. It is critical to understand that getting there and staying there are two vastly different things. You've developed a good product with clear brand positioning, and as CEO, you now need to develop and articulate the growth strategy. According to my good friend and sales consigliere Frank Cespedes of Harvard Business School, in his landmark book "Aligning Strategy and Sales", it goes like this:
Tags: Thomas Magnuson, Harvard Business School, Frank Cespedes

Three questions to align your strategy, marketing and sales

Frank Cespedes, author, and Senior Lecturer at Harvard Business School, shares insights from his research and three questions to help sales and marketing leaders bring their efforts together.
Tags: Hotels, Harvard Business School, Frank Cespedes

Aligning Strategy and Sales With HR Leaders

According to Harvard Business School professor Frank Cespedes, that gap between your company's sales efforts and strategy? It's real-and a huge vulnerability. How HR Leaders can help.
Tags: Careers, Harvard Business School, Frank Cespedes