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Interview with Frank Cespedes, Part 1 Frank Cespedes teaches at Harvard Business School, and is the author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as “the best sales book of the year” (Strategy + Business), “a must read” (Gartner Group), and ... Read Post
Until you’ve got money to burn, it makes sense to stick with marketing techniques with a track record of a good return on investment. That’s what we detail below. But first, how not to do it. Have you seen the cautionary tale masquerading as a Pepsi commercial where Kendall Jenner ditches a photo shoot to ... Read Post
As salespeople, we live and die by our pipelines – always trying for deals with a high percentage chance of closing. But this rinse-and-repeat pipeline exercise is a bad habit that can lead to missed opportunities . Read Post
Integrate Your Online & In-Person Sales Strategy I was keynoting at a conference last week, when a member of my audience approached me to ask a question. He was new in his role, and new to the field of financial services. In addition to trying to keep up with the changes going on in financial ... Read Post
Recently my yoga teacher, Erika, purchased a new car from Toyota. It was an excruciating purchasing experience. At the first Toyota dealership, she had the pleasure of “Frank” the salesman with 25 years experience. Sadly Frank utilized “old school” selling tactics toward women, including fear, manipulation and patronization, which he hadn’t adapted to the modern ... Read Post
Continuing our series on the comparison between the American War of Independence and today’s world of sales and commerce, in this post we’re going to have a look at what was probably at the heart of the American Revolution: freedom and liberty. “Freedom” in the Colonies First, let’s have a quick examination of what America ... Read Post
People always ask me how salespeople can stand out from the crowd. Here are the ten critical steps you need to take: 1. Ask yourself the question “How can I do this differently?” Just having the subject top of mind will lead you in the right direction. Ask yourself this question every day! 2. Purge ... Read Post
One of my earlier sales jobs was at a Porsche-Audi dealer in El Paso, Texas. I have a number of entertaining stories from that time period. Here is one–the moral of which is that sometimes you just have to hold your price to get it. Since we were the only Porsche dealership for hundreds of ... Read Post
