With others, I will teach in a new executive program next month, “Leading in the Digital Era,” at Harvard. The program focuses on the people, process, … [Read more...] about Upcoming Class: Leading in the Digital Era
How Managers Can Build a Culture of Experimentation
Please find the original copy of Frank Cespedes and Neil Hoyne’s article, “How Managers Can Build a Culture of Experimentation,” … [Read more...] about How Managers Can Build a Culture of Experimentation
Getting The Sales You Need With Frank Cespedes on Walker Webcast
I joined Walker Webcast to discuss how you get the sales you need in today’s ever-evolving landscape. Watch below, or listen in your preferred … [Read more...] about Getting The Sales You Need With Frank Cespedes on Walker Webcast
The Preeminent Cross-Disciplinary Topic In Academia Is… Sales?
Note: the following is information about a podcast episode from Revenue Innovators. You can find the podcast here or at Spotify or Apple Podcasts. … [Read more...] about The Preeminent Cross-Disciplinary Topic In Academia Is… Sales?
Avoid a One-Size-Fits-All Approach to Sales Coaching
Please note: this article first appeared in Harvard Business Review, here. Summary: Coaching sales reps is about clarifying relevant behaviors and … [Read more...] about Avoid a One-Size-Fits-All Approach to Sales Coaching
How to Increase Prices Without Losing Customers, According to a Harvard Lecturer
Please note: this interview conducted by Megan O’Brien first appeared at Brainyard, which you can find here. In short: The cost of doing … [Read more...] about How to Increase Prices Without Losing Customers, According to a Harvard Lecturer
