567: Managing sales in a world of constant change (with Frank Cespedes)

567: Managing sales in a world of constant change (with Frank Cespedes)

For this episode, we interviewed the author of Sales Management That Works: How to Sell in a World that Never Stops Changing, Frank Cespedes.

How do you manage sales in a world that never stops changing? In this episode, Frank shares valuable insights to equip sales professionals and business leaders in managing sales within their organization and how to better improve and develop themselves while managing constant change.

Frank Cespedes is a sales expert and Senior Lecturer at Harvard Business School. He runs a business, has served on the boards of corporations and start-ups, and has consulted to companies around the world. He is the author of articles in Harvard Business Review, California Management Review, Organization Science, The Wall Street Journal, and other publications as well as 6 books, including Aligning Strategy and Sales, which was cited as "the best sales book of the year" (Strategy+Business), "a must read" (Gartner), and "perhaps the best sales book ever" (Forbes).

Get Frank's book here:

Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank Cespedes.

Enjoying this episode? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

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793: Economic impact of poor business judgement (Case Interview & Management Consulting classics)

793: Economic impact of poor business judgement (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss the economic impact of poor business judgement. The economic impact of poor business judgement, is a...

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792: Psychologist and New York Times Best-Selling Author on the Discipline of Letting Go

792: Psychologist and New York Times Best-Selling Author on the Discipline of Letting Go

In this reflective conversation, psychologist and author Dr. Bob Rosen examines the unspoken attachments that often shape executive behavior, frequently without conscious awareness. His framework, dra...

25 Kesä 202525min

791: Generating multiple creative hypotheses (Case Interview & Management Consulting classics)

791: Generating multiple creative hypotheses (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic, building of our technique to develop hypotheses, this podcast explains a clever way to generate creative hypotheses. I...

23 Kesä 20257min

790: McKinsey senior partner networking success (Case Interview & Management Consulting classics)

790: McKinsey senior partner networking success (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we share a networking success story with a McKinsey senior partner.   We always ask our clients, especially those...

18 Kesä 202510min

789: Why should you bring energy to the interview? (Case Interview & Management Consulting classics)

789: Why should you bring energy to the interview? (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss why you should bring energy to the interview.   Lots of candidates leave it to the interviewer to dete...

16 Kesä 20256min

788: Estimation Sensitivities During Calculations (Case Interview & Management Consulting classics)

788: Estimation Sensitivities During Calculations (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we look at how to make estimations when calculating smaller values or working with enclosed spaces like restauran...

11 Kesä 20255min

787: Bonus vs. salary resume editing (Case Interview & Management Consulting classics)

787: Bonus vs. salary resume editing (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss bonus versus salary resume.   Bonus versus salary resume is a very simple test we do on resumes. This ...

9 Kesä 20258min

786: Key differences in Bain FIT questions (Case Interview & Management Consulting classics)

786: Key differences in Bain FIT questions (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss key differences in Bain FIT questions.   In looking through our database of over 240 former clients an...

4 Kesä 202513min

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