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 Management Review, Organization Science, and other publications. His latest book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.
Be Sure to listen to last week’s episode: Cespedes on Sales Strategies (Part 1 of 2)
CAP-Do (More Info): What makes CAP-Do so attractive is that it assumes we do not have the answers. It allows us to create a systematic way to address the problems (pain) or opportunities (gain) from the use of our products and services.