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Frank Cespedes

Linking Growth and Frontline Initiatives

Frank Cespedes - 27 March 2023

Note: this article, by myself, Jay Galeota, and Michael Wong, first appeared here at Sales and Marketing Management. Most strategies are about … [Read more...] about Linking Growth and Frontline Initiatives

Linking Value and Price

Frank Cespedes - 21 March 2023

This article first appeared in Top Sales Magazine. Few customers want to pay more but most seek value, and it’s sales’ responsibility to frame the … [Read more...] about Linking Value and Price

Aligning Your GTM w/ Frank Cespedes, PhD

Frank Cespedes - 3 January 2023

Note: this article originally appeared in GTM Magazine. Digital access can be found here. In this installment of The GTM Interview, I had the … [Read more...] about Aligning Your GTM w/ Frank Cespedes, PhD

Using Simulations to Upskill Employees

Frank Cespedes - 21 November 2022

Note: this article originally appeared in Harvard Business Review Online, co-authored with Trond Aas, Alex Hunt, and Huw Newton-Hill. Digital access … [Read more...] about Using Simulations to Upskill Employees

Selling With Service: Five Sales Lessons From A Harvard Business School Professor

Frank Cespedes - 3 October 2022

Note: this write up of an interview I had with Shep Hyken first appeared at Forbes,com. You can find it here. Most people think that customer … [Read more...] about Selling With Service: Five Sales Lessons From A Harvard Business School Professor

Preparing Sales for a Changing Economy, Part 2: Getting More from Your Training Spending

Frank Cespedes - 7 September 2022

Note: this article first appeared in Training Industry, please find it here. In a previous article, I discussed changing business development … [Read more...] about Preparing Sales for a Changing Economy, Part 2: Getting More from Your Training Spending

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