Sales Management That Works with Frank Cespedes

The Selling Well

Frank Cespedes is a sales expert and Senior Lecturer at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted with companies around the world. He has written numerous publications and is the author of six books including his latest, Sales Management That Works: How to Sell in a World That Never Stops Changing.

Highlights

• The courses that are dedicated to professional sales. - 6:47
• Reasons that sales leadership jobs are accelerating. - 10:58
• What makes a sales leadership particularly vulnerable? - 14:05
• Two very important implications of the reality of buying. - 20:31
• What should the sales leaders take note of for 2022? - 22:44
• The role of relationships in sales. - 27:06
• Sources of information for compensation data. - 32:04
• Thoughts and comments on the role of a salesperson diminish over time. - 40:18
• How to get in touch with Frank and get a copy of his book. - 44:39 Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• Connect with Frank Cespedes
• https://frankcespedes.com/
• [e-mail]
• https://www.hbs.edu/faculty/Pages/profile.aspx?facId=126057