Harvard Professor and Business Authority on Navigating Sales Today



INTERVIEW ON THE PRICE OF BUSINESS SHOW, MEDIA PARTNER OF THIS SITE.

Recently Kevin Price, Host of the nationally syndicated Price of Business Show, interviewed Frank Cespedes.

On a recent Price of Business show, Host Kevin Price visited with a Harvard Professor, Frank Cespedes on the changing sales environment today.

According to a statement, “While selling is changing, much of the conventional wisdom about the impact of e-commerce, big data, AI, and other megatrends on sales is misleading and not supported by data, declares Frank Cespedes, Senior Lecturer at Harvard Business School and author of Sales Management That Works. In response, companies need to focus on a combination of factors:

“As selling becomes more data-intensive, current people practices – hiring and training – can exacerbate difficulties. As the lines between online and in person are blurring, companies need to rethink—and reconstruct—their current sales models and process.

“In a changing landscape, pricing can build or destroy profits faster than almost any other business activity. Selling now means working with partners that are influential during the buying journey and after the sale. Customer acquisition is essential for productivity, but many leaders are out of touch with the sales activities necessary for profitability and growth.
“Frank V. Cespedes is a Senior Lecturer of Business Administration at Harvard Business School. Before joining HBS, he was a Research Associate at Harvard and worked at Bain & Company, an international strategy consulting firm. From 1995 to 2007, he was Managing Partner at the Center for Executive Development (CED), a firm that won awards in the United States and Europe for its work with companies worldwide. He has consulted to companies in many industries, is affiliated with private-equity investors, and has been a Board member of Evenflo, HALO Industries, start-up firms, and the Education for Employment Foundation (EEF), which provides career training in skills linked directly to job placement with companies in the Middle East and North Africa. He is the author of six books, including Aligning Strategy and Sales and Concurrent Marketing and his latest is Sales Management That Works.”

 

LISTEN TO THE INTERVIEW IN ITS ENTIRETY HERE:

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