An audacious claim: in 10 years, the job of salespeople will be replaced by artificial intelligence. But don’t think layoffs. Think radical transformation in how the existing salesforces organize their selling strategies. In this presentation, Anand Kulkarni discusses how LeadGenius and its clients are addressing old sales problems with fresh data and technology. Company search Read More …
Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. He is the author of five books as well as articles in Harvard Business Review, the Wall Street Journal, California Read More …
Frank V. Cespedes is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. He has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. He is the author of five books as well as articles in Harvard Business Review, the Wall Street Journal, California Read More …
Even within the realm of sales management, it’s important to recognize the interacting dimensions that must be managed to link selling effectiveness with strategy. – Excerpt from the book, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling Excerpt from tomorrow’s Business901 podcast with the author Frank Cespedes: Joe: Well, I guess I’ll start where Read More …
Are you delivering knowledge to your customer in each and every step of the sales process? Do you have SMART Goals outlined to follow and assist your customer in making the decision he invited you to assist with? When we model the sales activity, we get into very specific kinds of interactions that are critical Read More …
One of the common message these days about sales cycles is that you are not invited to the table till 60%of the sales cycles is over. Of course, ideally we would want to be in earlier in the cycle and be part of finding the solution with the customer. All that co-creation, collaboration and trust-based Read More …