Frank V. Cespedes
Senior Lecturer at Harvard Business School & Author of Sales Management That Works: How to Sell in a World That Never Stops Changing
Senior Director, Marketing, Gong
Buying processes have changed in both B2C and B2B markets and so has the nature of sales management. In his latest book, Sales Management That Works: How to Sell in a World That Never Stops Changing, Frank Cespedes, shares key factors that drive effective selling and profitable growth in today’s new and changing reality.
The role of data is more critical than ever to separate the signal from the noise and manage business development effectively. Join revenue leaders from the top organizations around the world in a discussion with Frank Cespedes about how to leverage key insights to make sales management work for you.
UPLEVELING YOUR PEOPLE
Hiring. Training. Performance management. Upleveling your reps means nailing these three key areas. How?
(RE)CONSTRUCTING HOW YOU RUN DEALS
As pandemic recovery progresses, a relevant sales process and data-driven deal profile are more important than ever. How do you get this right?
DRIVING DECISIONS WITH DATA
Investments and decision-making must be based on more than vague “new normal” predictions. What data should sales leaders be leveraging to ensure sales management success?
Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies on go-to-market and strategy issues, and has been a Board member at consumer goods, industrial products, and services firms. At Harvard, he teaches Entrepreneurial Sales & Marketing in the MBA program, in the Owner-President Manager program (OPM) for CEOs, and runs an executive program annually on Linking Strategy and Sales.
Frank has written for numerous publications, and is the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must read” (Gartner), and “perhaps the best sales book ever” (Forbes). His newest book is Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021). Visit: frankcespedes.com
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