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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813: What is to be a management consultant (Case Interview & Management Consulting classics)

813: What is to be a management consultant (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss the responsibilities of a management consultant, how they should act and how they manage certain kinds...

8 Sep 202518min

812: It's not always about being fast in math (Case Interview & Management Consulting classics)

812: It's not always about being fast in math (Case Interview & Management Consulting classics)

What does it mean when someone tells you that you need to be good at math?    For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss the common mistakes when...

3 Sep 202512min

811: Look at long term (Case Interview & Management Consulting classics)

811: Look at long term (Case Interview & Management Consulting classics)

How do you decide on which firm you want to join?  For this episode, let's revisit a Case Interview & Management Consulting classic where we discuss the decision-making criteria for choosing a firm, t...

1 Sep 202514min

810: The different types of interview approaches (Case Interview & Management Consulting classics)

810: The different types of interview approaches (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we spoke about the different interview approaches used by big consulting firms. We also discuss brainstorming, es...

27 Aug 202515min

809: What types of cases can you expect in a consulting interview? (Case Interview & Management Consulting classics)

809: What types of cases can you expect in a consulting interview? (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we talk about the different kinds of cases you may face in an interview and the techniques you can use to solve t...

25 Aug 202512min

808: Advice for deeply experienced candidates (Case Interview & Management Consulting classics)

808: Advice for deeply experienced candidates (Case Interview & Management Consulting classics)

For this episode, let's revisit a Case Interview & Management Consulting classic where we look at the profile of an older MBA candidate who has extensive oil and gas expertise. We offer some counter-i...

20 Aug 202510min

807: Never start training with McKinsey cases (Case Interview & Management Consulting classics)

807: Never start training with McKinsey cases (Case Interview & Management Consulting classics)

This is a mistake common to most case interview candidates. They start with the McKinsey approach. This is a very, very bad idea. McKinsey cases are those were the interviewer leads the case. If you a...

18 Aug 202514min

806: Networking with more junior consultants (Case Interview & Management Consulting classics)

806: Networking with more junior consultants (Case Interview & Management Consulting classics)

We use the terms junior consultants to loosely refer to anyone at the engagement manager level and below: senior associates, associates, consultants and analysts. Our history of working with so many c...

13 Aug 202511min

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