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  • 04 May 2020
  • Research & Ideas

Predictions, Prophets, and Restarting Your Business

will need to be more focused and productive after the crisis. Start now and take care of these customer basics before you possibly follow a prophet into the wilderness. About the Author Frank V. View Details
Keywords: by Frank V. Cespedes
  • 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. We asked Harvard Business School senior lecturer Frank View Details
Keywords: by Sean Silverthorne; Retail
  • 18 Feb 2013
  • Research & Ideas

Breaking Through a Growth Stall

identify your core customers and build a scalable platform for growth around them. That's the message from Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard... View Details
Keywords: by Sean Silverthorne
  • 22 Apr 2019
  • Research & Ideas

Why Salespeople Struggle at Leading

says Harvard Business School’s Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration. “Every company has examples of people who persist in their behaviors as salespeople, and as... View Details
Keywords: by Dina Gerdeman
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

“Nothing sells itself,” says Frank Cespedes, senior lecturer in the Entrepreneurial Management Unit at Harvard Business School. “When companies introduce new products, they are offering something that by... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
  • 22 Feb 2021
  • Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

comments below. Book Excerpt Chasing Stars By Frank V. Cespedes There is no doubt that talent matters and that sales stars exist. But an... View Details
Keywords: by Kristen Senz
  • 08 Sep 2014
  • Research & Ideas

The Strategic Way To Hire a Sales Team

Cespedes explains a strategic process for hiring and managing an effective salesforce: book excerpt Build your Team: Recruitment And Selection From Aligning Strategy and Sales By View Details
Keywords: by Carmen Nobel
  • 18 Apr 2017
  • First Look

First Look at New Ideas, April 18

March 27, 2017 Harvard Business Review How the Water Industry Learned to Embrace Data By: Cespedes, Frank V., and Amir Peleg Abstract—Most current talk about “big data” seems to assume the disintermediation or replacement of physical... View Details
Keywords: by Sean Silverthorne
  • 21 Nov 2016
  • Research & Ideas

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

senior executives specializing in everything except sales. “The number of executives reporting to the CEO in the average S&P 500 company has doubled in the last 20 years,” says Frank V. Cespedes, a... View Details
Keywords: by Michael Blanding
  • Article

Book review of Contemporary Perspectives on Strategic Market Planning, by Kerin, Roger A., Vijay Mahajan, and P. Rajan Varadarajan, Allyn and Bacon, 1990.

By: Frank V. Cespedes
Keywords: Information; Perspective; Strategy; Markets; Planning
Related
  • 26 Feb 2019
  • First Look

New Research and Ideas, February 26, 2019

https://www.hbs.edu/faculty/Pages/item.aspx?num=55650 February 2019 Top Sales Magazine Sales Managers Must Manage By: Cespedes, Frank V. Abstract— A common complaint from C-level executives about their sales... View Details
Keywords: Dina Gerdeman
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

higher prices," says Frank V. Cespedes, a senior lecturer at Harvard Business School, who spent 12 years running a professional services firm. That's right. Higher prices, not lower. “Competing on price... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • 28 Feb 2017
  • First Look

First Look at New Research, February 28

that when Craigslist enters a newspaper’s market, the newspaper repositions itself away from other newspapers by changing its content. This results in greater differentiation between newspapers in a market but occurs primarily in markets... View Details
Keywords: Sean Silverthorne
  • 26 Oct 2010
  • First Look

First Look: October 26, 2010

  PublicationsSelling to Many Countries—Within the U.S. Authors:Frank V. Cespedes and Michael Wong Publication:MIT Sloan Management Review 52, no. 1 (fall 2010) Abstract In pursuing growth, many companies... View Details
Keywords: Sean Silverthorne
  • 03 Apr 2012
  • First Look

First Look: April 3

growth in 2011 and beyond, executives contemplated how to best apply their purchasing and supply chain knowledge into new international markets. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/512004-PDF-ENG Customer Visits for Entrepreneurs View Details
Keywords: Carmen Nobel
  • 22 Aug 2017
  • First Look

First Look at New Research and Ideas, August 23

patterns. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53100 June 12, 2017 Harvard Business Review Your Sales Training Is Probably Lackluster. Here's How to Fix It By: Cespedes, Frank V., and Yuchun Lee Abstract— U.S.... View Details
Keywords: Sean Silverthorne
  • 10 Oct 2017
  • First Look

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

https://www.hbs.edu/faculty/Pages/item.aspx?num=53251 August 22, 2017 Harvard Business Review Find the Right Metrics for Your Sales Team By: Cespedes, Frank V., and Robert Marsh Abstract—This article reports the results of a survey of key... View Details
Keywords: Sean Silverthorne
  • 15 May 2017
  • Sharpening Your Skills

The Promises and Limitations of Big Data

replacement of physical assets by digital technologies. But a bigger and more impactful trend, according to researchers Frank V. Cespedes and... View Details
Keywords: by Sean Silverthorne; Financial Services; Utilities; Public Administration; Health
  • 06 Oct 2020
  • Sharpening Your Skills

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

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:... View Details
Keywords: by Sean Silverthorne
  • 10 Aug 2010
  • First Look

First Look: August 10

Frank V. Cespedes, and Kerry HermanHarvard Business School Case 709-441 In 2008, concert producer and promoter Live Nation faces a decision about its strategy in light of the tumultuous changes in the music... View Details
Keywords: Martha Lagace

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