Boston, Massachusetts, United States
Contact Info
6K followers
500+ connections
About
Articles by Frank
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Getting Up to Speed in Your Sales Efforts
Getting Up to Speed in Your Sales Efforts
By Frank Cespedes
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Defining a Post-Pandemic Channel Strategy
Defining a Post-Pandemic Channel Strategy
By Frank Cespedes
Activity
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Digital tools keep getting more powerful and useful, but like any tool, they're only as good as their users. This is my latest article with HBR with…
Digital tools keep getting more powerful and useful, but like any tool, they're only as good as their users. This is my latest article with HBR with…
Posted by Frank Cespedes
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Performance reviews are unpopular, but they're important: when well done, not only do they provide accurate assessments of performance, but also…
Performance reviews are unpopular, but they're important: when well done, not only do they provide accurate assessments of performance, but also…
Shared by Frank Cespedes
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I spoke with Katherine Gustafson for her article at Reworked on the promises, and especially pitfalls, of using ChatGPT and other LLMs for…
I spoke with Katherine Gustafson for her article at Reworked on the promises, and especially pitfalls, of using ChatGPT and other LLMs for…
Posted by Frank Cespedes
Experience & Education
Publications
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Sales Management That Works: How to Sell in a World That Never Stops Changing
Harvard Business Review Press
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Concurrent Marketing: Integrating Product, Sales, and Service
Harvard Business School Press
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Going to Market: Distribution Systems for Industrial Products
Harvard Business School Press
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Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling
Harvard Business Review Press
That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book.
Honors & Awards
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The 800-CEO-READ Business Book Awards Longlist
800-CEO-READ
“Aligning Strategy & Sales” was named to the 800-CEO-READ Business Book Awards Longlist as one of the best sales books of 2014.
More activity by Frank
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Front-line sales managers are fundamental in the success or failure of sales-focused growth and change initiatives. Top performing sellers are 83%…
Front-line sales managers are fundamental in the success or failure of sales-focused growth and change initiatives. Top performing sellers are 83%…
Posted by Frank Cespedes
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