Shows
Doing Business with a Servant's HeartFrank Cespedes: How to Sell in a World That Never Stops ChangingSend a textWhat if every challenge in sales and leadership was really an invitation to serve with purpose and grow your business in ways you never expected. In this episode Steve Ramona welcomes Harvard Business School lecturer and bestselling author Frank Cespedes to explore how to sell in a world that never stops changing. Frank opens with a powerful truth about sales and change. Change is not new or temporary it is the very fabric of business. Through clear insight and grounded examples he brings alive how selling and leadership require relationships first and tools second...
2025-12-1724 min
SalesTV Live PodcastThe Future of Sales Leadership Is More Human Than You ThinkIn this episode of SalesTV, Harvard Business School Senior Lecturer Frank Cespedes explores what changes - and what does not - as selling evolves. He explains why leadership clarity, performance management, and alignment between strategy and frontline behavior matter more as technology advances. Rather than outsourcing judgment to dashboards or AI tools, effective sales leaders must understand the sales strategy, develop people through feedback and coaching, and ensure that daily activity reflects strategic priorities. Sales leaders are operating in an environment defined by uncertainty, automation, and pressure for profitable growth. As AI absorbs more administrative and transactional...
2025-12-1625 min
WINNING AT SELLINGDec 2025 - Do I Really Need a MentorMany professionals wonder if they really need a mentor, especially when they're already working hard and doing well. But effort without experienced guidance can slow growth, increase mistakes, and limit potential. A seasoned mentor sees the sharp edges you don't, challenges you in ways you won't, and accelerates the progress you can't create alone. If you're questioning whether now is the time, join Bill and me as we contemplate Do I Really Need A Mentor? and other evidence on Episode 698 of the Winning at Selling Podcast Handout: Do I Really Need a Mentor - 10 Questions to Ask Y...
2025-12-1132 min
WINNING AT SELLINGDec 2025 - Your Comfort Zone is Your Failure ZoneMost people think of "comfort" as a good thing. And in many situations, it is. Comfort can mean safety, familiarity, and the absence of immediate threats. But when it comes to growth, achievement, and personal transformation, comfort is often the silent saboteur. It's the invisible line that separates who you are from who you could become. So put your feet up as Scott and I sink into Your Comfort Zone is Your Failure Zone and other magnificent matters on Episode 697 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.com/keystone/
2025-12-0425 min
WINNING AT SELLINGDec 2025 - Special Guest – Paul BoehnkeWhat if the biggest obstacle standing between you and your sales goals isn't your product, your price, or your prospects—but the voice inside your head? Negative self-talk silently sabotages even the most skilled salespeople, creating doubt, hesitation, and missed opportunities. In this episode, we explore how your inner dialogue directly impacts your sales performance and discover the Thoughts On Demand® framework—a proven method for breaking free from self-limiting beliefs. So, join Bill and me as we welcome author and Certified Business Coach, Paul Boehnke as he tells us why Your Biggest Objection Might Be In Your...
2025-11-2728 min
WINNING AT SELLINGNov 2025 - What's In the Well Comes Up In the BucketWhen life turns up the heat, we don't rise to the occasion—we fall back to our preparation. In moments of pressure, we draw from whatever we've been putting inside ourselves all along. Like a well, our inner world stores the beliefs, emotions, and habits that shape our reactions. And when stress hits, the "bucket" only brings up what's already in the well. So, get a grip on the rope as Scott and I delve into What's In the Well Comes Up In the Bucket and other substantial subjects on Episode 695 of the Winning at Selling podcast....
2025-11-2036 min
WINNING AT SELLINGNov 2025 - How to Close on the First Appointment - Part 2 of 2Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home- improvement, senior care, children's services, etc.) the best close might happen on the first visit. Do you want to be strong in influencing or persistent in follow-up to make a sale? Join Bill and me as we break down How to Close on the First Appointment - Part Two by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 694 of...
2025-11-1335 min
WINNING AT SELLINGNov 2025 - Special Guest Dr. Chris CronerFew business challenges are more painful than hiring a salesperson who interviews well but fails to deliver. A poor producer can cost your company six to seven figures annually in salary, training, lost customers, and missed opportunities. While most sales leaders say they want reps with "fire in the belly," few know how to identify it reliably. In this episode, we reveal the proven, scientific formula: the three non-teachable traits that define top Hunter salespeople. You'll learn how to spot these traits in your candidates before hiring — so you can build a team of true producers, not pretenders.
2025-11-0632 min
WINNING AT SELLINGNov 2025 - How to Close on the First Appointment - Part 1 of 2Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home- improvement, senior care, children's services, etc.) the best close might happen on the first visit. Do you want to be strong in influencing or persistent in follow-up to make a sale? Join Bill and me as we break down How to Close on the First Appointment - Part One by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 692 of...
2025-10-2928 min
WINNING AT SELLINGOct 2025 - Creative B2B Prospecting IdeasOne of the most crucial and creative aspects of selling is developing new customers. It is also what separates the farmers from the hunters. Unfortunately, in the current business climate it seems more difficult than ever to find and connect with your ideal client. But there are some strategies you can use. So, dust off that prospecting list as Scott and I put a stamp on Creative B2B Prospecting Ideas and other novel nuggets on Episode 691 of the Winning at Selling podcast. Handout: Click here Keystone Club Class - https://mnsales.com...
2025-10-2334 min
WINNING AT SELLINGOct 2025 - Special Guest Bob FreytagMost companies stumble when launching something new—not because the idea is bad, but because they treat the launch like a one-time event instead of a repeatable discipline. Whether it's a product, service, or strategic initiative, success depends on more than development—it hinges on execution. In this episode, we'll explore why so many launches fall short, why launch success matters, and how a few proven best practices can flip the odds in your favor. Keep your powder dry and your eyes up as you join Bill and me for Launching Best Practices to Help You W...
2025-10-1536 min
Account Management SecretsThe MBA Account Managers Never Got | EP58Revenue is more concentrated than ever, with a handful of accounts driving the majority of growth. That reality makes account management both the biggest risk and the biggest lever in business today.
In this episode, Frank Cespedes—senior lecturer at Harvard Business School and author of Sales Management That Works—joins Alex Raymond to talk about why most companies are still scandalously sloppy with account planning, why account managers can no longer afford to be financially illiterate, and what it takes to be taken seriously in the C-suite.
They discuss how higher interest rates are chan...
2025-10-1041 min
WINNING AT SELLINGOct 2025 - Handling Rejection Like a ProRejection sucks! At least that how I've always seen it. But others that I've worked with don't seem to get affected by it. As a matter of fact it seems to get a fire lit under them. So, what's the difference in our responses and how can we all get better at dealing with rejection Grab your smiley face buttons as Scott and I wrestle with Handling Rejection Like a Pro on Episode 689 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales...
2025-10-0930 min
WINNING AT SELLINGOct 2025 - Seven Tips to Goal SettingWe often celebrate outcomes — the closed deal, the big win, the promotion. But what if the way we got there says more about us than the result itself? Today, we'll explore why the means — the process, the behaviors, the discipline — matter just as much as, if not more than, the ends. So, put on your party hats as Bill and I explore Seven Tips to Goal Setting and other persnickety perceptions on Episode 688 of the Winning at Selling Podcast. Keystone Club Class - https://mnsales.com/keystone/ Next Book - Aligning Strategy and Sales...
2025-10-0241 min
WINNING AT SELLINGSept 2025 - Special Guest Frank CespedesYou've seen the picture of a bridge being constructed where the two side are supposed to meet and they don't! Well, that is what misalignment looks like. In most firms, the sales function is the largest lever for executing strategy—yet it's often misaligned with the choices leaders say they've made. Fixing that gap is crucial for organizational success. So, get yourself straight as Scott and I welcome author and lecturer Frank Cespedes to discuss his book Aligning Strategy and Sales on Episode 687 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.co...
2025-09-2533 min
WINNING AT SELLINGSept 2025 - Leave Your Mother on The BusWe all carry voices from our past into our present—from our parents, the pastor from Sunday, the last prospect who brushed us off, the customer who complained about delivery, even our boss reminding us about our quota. They echo in the back of our minds and distract us from the person sitting right in front of us, now. The problem is, those voices always seem to show up when we're trying to prospect, sell, lead, or negotiate. With so many invisible passengers riding along, it feels like we need a bus just to carry them all. The...
2025-09-1832 min
WINNING AT SELLINGSept 2025 - Are You Coachable?In our last episode we closed with a quote from Bob Nardelli, the former CEO of Home Depot: "I absolutely believe that people, unless coached, never reach their maximum capabilities." If true, we should be looking for coaching opportunities every day with the hope of finding someone who will work with on a long-term basis. But, if we don't listen and change we might find our coach has better things to do. So, take a lap as Scott and I turn our attention to Are You Coachable? and other phlegmatic philosophies on Episode 685 of the Winning at...
2025-09-1030 min
WINNING AT SELLINGSept 2025 - Special Guest The Amazing HondoSales isn't just about numbers—it's about sparking curiosity, creating connections, and leaving people amazed. Now, imagine a speaker who blends the precision of a teacher, the creativity of a magician, and the insight of a strategist. This isn't "just talk"—it's an experience that makes your sales message unforgettable, turning ideas into impact and audiences into believers. Let's see if we can pull a rabbit out of the hat - as Bill and I interview magician and keynote speaker, The Amazing Hondo to discuss Magic with a Message on Episode 684 of the Winning at Selling Podcast.
2025-09-0431 min
WINNING AT SELLINGSept 2025 - What Buyers Really WantSales isn't about tricks or scripts—it's about understanding people. When you sell with empathy, clarity, and respect, you don't just win deals—you build trust, loyalty, and long-term relationships. The question is, "How do you accomplish that?" Put on your EMPATHY hat as Scott and I discover What Buyers Really Want and other ridiculous ramblings on Episode 683 of the Winning at Selling podcast. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1 Next Book - Aligning Strategy and Sales by Frank Cespedeshttps...
2025-08-2834 min
CloseMode: The Enterprise Sales Show"Aligning Sales and Strategy" by Frank CespedesIn this special episode, Brian Dietmeyer talks with Harvard Business School senior lecturer Frank Cespedes. Their conversation focuses on how to execute sales strategy and initiatives at the deal level. Frank says “Day-to-day sales activities must reflect strategic priorities—or the overall vision remains idle in slides and boardrooms.” Frank is the author of Aligning Strategy and Sales as well as Sales Management That Works (HBS Publishing). Forbes says "perhaps the best sales book ever" and Gartner, “a must read.”Timestamps:00:54 - Introduction of Frank Cespedes and discussion on his professional background and contributions to sales strategy...
2025-05-0629 min
WINNING AT SELLINGApr 2025 - Special Guest Mike Weinberg - 5-year Anniversary ShowThank you for joining us on this SPECIAL 5th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I'm Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to get out of the office and do some real selling. It's not easy and there are plenty of frustrating issues to overcome. So put on your Big Boy pants as Scott and...
2025-03-2748 min
Selling the CloudSales & Strategy: Frank Cespedes on Fixing the Disconnect That Holds Companies BackIn this episode of Selling the Cloud, hosts Mark Petruzzi and Kathy Minter sit down with Frank Cespedes, a senior lecturer at Harvard Business School and author of Aligning Strategy and Sales. Frank shares his deep expertise on the intersection of business strategy and sales execution, shedding light on why so many organizations struggle to connect their go-to-market plans with real-world sales effectiveness.The conversation dives into:The most common strategic missteps companies make and how to fix them.Why sales leaders must be agents of business strategy, not just revenue drivers.
2025-02-2655 min
ANTI TVFrank Tarantino | ANTI TV EP. 30Los muchachos se reunen para discutir sobre la ultima pelicula del aclamado director dominicano Frank Perozo, El Heredero con un assemble cast de Raymond Pozo y Miguel Cespedes, y un tro de gente random.
Por otro lado Angeldroid da un preview de como celebrara su NYE.
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Descargo de responsabilidad: Este podcast está destinado únicamente con fines humorísticos y de entretenimiento. Las opiniones expresadas, chistes realizados y situaciones representadas no deben tomarse en serio. Cualquier coincidencia con eventos reales o personas reales es pura casualidad. No nos ha...
2024-12-311h 35
The Win Rate Podcast with Andy PaulThe Blurred Lines Between Sales and MarketingOn today's show Andy welcomes a blockbuster panel including, Brandon Fluharty, Founder of Be Focused, Live Great, Drew Neisser CEO of CMO Huddles and host of the Renegade Marketers Unite podcast, and Frank Cespedes, Senior Lecturer at Harvard Business School. They discuss the role of sales and marketing in the C-suite, and the importance of human capital and experience in driving business success. They explore the challenges faced by sales and marketing professionals, including the narrow focus on performance metrics and the lack of financial literacy. The conversation also touches on the rise of entrepreneurship and the need for o...
2024-08-211h 00
The Sales Transformation Podcast#127 – An academic lens on sales hiring and compensation w/ Frank V. CespedesThis week on The Sales Transformation Podcast Phil is joined by Frank V. Cespedes, Senior Lecturer of Business Administration at Harvard Business School. Frank has authored several books on sales and marketing, with his most recent work focussing on sales management. In this episode he and Phil explore at two of the most important skills for any sales manager: how to hire great salespeople and how to keep the ones you’ve got. Highlights include: [09:14] – Why write another book on sales management when so many already exist? [17:26] – The unique challenges of hiring fo...
2024-06-2057 min
Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.How is AI Revolutionizing Sales and Sales Management? with Frank V. Cespedes In this podcast episode, John Golden talks with Frank V. Cespedes about the growing impact of AI in sales. Cespedes explains how AI can boost productivity, especially in customer contact and lead generation. They discuss how AI allows salespeople to focus on higher-value tasks and building relationships. The conversation also underscores the importance of clean data and the pivotal role of management in successfully implementing AI. The episode highlights that AI, while powerful, needs strategic management and human interaction to maximize its benefits in the sales industry.
2024-06-1922 min
Selling the CloudThe Pivitol Alignment between Strategy and Sales - Frank Cespedes, Senior Lecturer at HarvardWelcome to today's episode of the 'Selling the Cloud' Podcast! We are thrilled to have Frank Cespedes as our guest. Frank is a Senior Lecturer of Business Administration in the Entrepreneurial Unit at Harvard Business School. With a wealth of experience in running businesses, serving on boards for start-ups and corporations, and consulting globally, Frank brings a unique perspective to our discussion. He is the author of six books, including our topic for today, Aligning Strategy and Sales.In this episode, we dive into these key areas:The importance of clear communication of strategic choices to...
2024-06-0555 min
Art & Science of Complex SalesAdapting to Change and AI │ Frank CespedesJoin the conversation with Frank Cespedes, a senior lecturer at Harvard Business School as he brings his arsenal of sales wisdom and leadership expertise to our latest episode.
Navigating the Modern Sales Landscape (11:42)
Paul's question revolves around the difference in the ability of sales leaders to lead themselves and its correlation with the success of their sales teams. Frank discusses challenges sales leaders face, including transitioning from individual contributor to manager, the increasing transparency of sales data, and the shift to an omni-channel buying world. He highlights the need for sales leaders to dev...
2024-05-1740 min
Construction GeniusSales Management That Works: How to Sell in a World that Never Stops ChangingWelcome to Construction Genius. Today's guest is Frank Cespedes, a Harvard Business School professor and former managing partner at a Professional Services firm. With extensive experience in go-to-market strategy globally, he's also contributed to prestigious publications like Harvard Business Review and the Wall Street Journal. Frank joins the show to discuss his book, "Aligning Strategy and Sales," emphasizing the crucial link between strategy clarity and effective sales direction. The conversation delves into the unique challenges of selling in construction, highlighting the technical nature of the industry and the importance of tailored sales training and incentives. Regardless of a company's...
2024-04-3045 min
Fidelis Leadership PodcastFrank CespedesFrank Cespedes is a highly experienced business executive and sales management expert, and he also serves as a Senior Lecturer at Harvard Business School. He has run a business, served on boards for start-ups and large companies, and consulted to many companies around the world, and is the author of six books and many articles in Harvard Business Review, The Wall Street Journal, California Management Review, and other publications. Frank possesses a wealth of knowledge and experience, and I am pleased he's agreed to share some of his wisdom with us!
2024-04-2349 min
SALES with ASLANEP. 193 Selling In The Age of DataIn this episode of Sales With ASLAN, Tom and Tab talk with Professor Frank Cespedes, a sales expert from Harvard Business School. Frank joins us to discuss his groundbreaking new book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," which dives deep into how the selling landscape has been transformed by the modern customer and their access to data. Whether you’re a seasoned sales veteran or just starting out, this episode is packed with insights to help you excel in this new era of selling.
Join us! #SalesTips #NewEraOfSelling #ASLANPodcast
2024-03-2839 min
SalesTV Live PodcastSelling in a World That Never Stops ChangingIn this episode of SalesTV Live, Frank Cespedes, Senior Lecturer of Business Administration at Harvard Business School and acclaimed author, draws upon extensive research from his latest book, "Sales Management That Works: How to Sell in a World That Never Stops Changing," (Harvard Business Review Press). He shares his insights into the context-specific nature of sales, the impact of turnover in sales, and the growing gap between senior leadership and frontline employees. Highlights 03:28 Selling varies by customer, culture, and region 11:24 Executives overrate ability to identify talent 14:31 High turnover rate...
2024-02-2024 min
Speak With PeopleHow to Sell according to Harvard Bus Prof with Frank Cespedes | Episode 077In this episode of the Speak with People podcast, we have the privilege of sitting down with a leader in the field of business and sales, Harvard Business Professor Frank Cespedes. The world of selling has undergone seismic shifts in the ever-evolving landscape of 2023. Join us as we dive into the art and science of selling in a world where change is the only constant.
With each passing day, the global marketplace is becoming more complex, demanding an entirely new set of skills and strategies to succeed. In this episode, our host Jason Raitz engages in a...
2023-12-1538 min![The Chris Bussing Podcast [ Sell More | Live More ]](https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_nologo/39904081/39904081-1701663207692-dc3dcae79c61a.jpg)
The Chris Bussing Podcast [ Sell More | Live More ]#15: Harvard Professor Shares His Modern B2B Sales Strategies (Frank Cespedes)💥Join My Newsletter💥 👉https://bussingnewsletter.com/
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We got to chat with Harvard Professor and sales author, Frank Cespedes, to talk about his new book “Sales Management That Works - How To Sell In A World That Never Stops Changing.” Frank has run a business, served on boards for both startups and corporations, consulted for top companies, and written 6 books and many articles for the Wall Street Journal and Harvard Business Review. Tune in for practical and research based strategies to sell in a continually evolvi...
2023-12-061h 00
SBI, The Growth AdvisoryUncovering the Secret to Clean DataHow CEOs Maximize Value CreationCEOs must make rapid, critical business decisions while being increasingly inundated with data, trends, and conflicting information. In this age of information overload, how can you make sound judgments for your organization without the threat of falling behind?
On today's show, we are joined by Frank Cespedes, Senior Lecturer at Harvard Business School, recurring contributor to Harvard Business Review, and author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank discusses key insights from his book and ultimately how leaders can separate fact...
2023-11-2722 min
Choppin with FireMastering the Art of Sales and Strategy with Dr. Frank CespedesGet ready to redefine your understanding of success in entrepreneurship as we talk with Dr. Frank Cespedes, a revered author known for his impressive work on sales and strategy. He’s here to share his treasure trove of knowledge from the business world, academia, and real-life experiences. Together, we'll venture into the often-overlooked aspect of aligning your sales with your strategy and how this can shape your entrepreneurial journey.Ever pondered on the importance of developing a personal brand or intrigued by the concept of omnichannel consumers? We've got you covered. Dr. Cespedes sheds light on these su...
2023-10-0350 min
Win the 16Win the 16 - Episode 24Dave interviewed Harvard Senior Lecturer of Business Administration, Frank Cespedes on Win the 16 podcast, which released today, September 27th. Frank has achieved numerous accomplishments, such as he owned his company, earned a Doctrine in Philosophy from Cornell, and authored six books, including his latest, "Sales Management That Works."
2023-09-2745 minThe Win Rate Podcast with Andy PaulWhy Buyers Need to Talk To Sellers (Even If They Don't Want To)Today Andy welcomes another stellar roundtable with guests Nabeil Alazzam, founder and CEO at Forma.ai, Frank Cespedes, author and Senior Lecturer at Harvard Business School, and Drew Neisser, Founder of CMO Huddles, and was Founder and CEO of Renegade Marketing.They start out today discussing the fact that many companies are neglecting simple yet crucial steps to foster success among their new hires. and give examples of strategies that companies can implement to ensure their new sales representatives are set up for success.They get into various topics including accurate quota setting, the role...
2023-09-1344 min
Art & Science of Complex SalesOmnichannel, Hiring, and Leadership with Frank CespedesToday we have an incredible mind and author in the world of sales - Frank Cespedes, a senior lecturer at Harvard Business School. Frank is also the author of the recent essential book for sales leaders ‘Sales Management that Works how to Sell in a World that Never Stops Changing.’
2023-08-2743 min
Beltway BroadcastPerformance Reviews with Frank CespedesIn this episode of Beltway Broadcast, your Metro DC Chapter of ATD hosts Frank Cespedes. Frank teaches at Harvard Business School, and is the author of 6 books as well as articles in Harvard Business Review, California Management Review, Organization Science, The Wall Street Journal, and other publications. In this episode, Frank discusses the purpose of performance reviews and shares best practices on how to conduct a great performance review.
If you’d like to learn more about Frank, visit his website.
Disclaimer: The views and opinions expressed by guests on this podcast are solely those of t...
2023-08-0227 min
HBR On StrategyAlign Your Sales Team with Your StrategyGetting your sales team on board with your strategy shouldn’t be an afterthought, Harvard Business School professor Frank Cespedes argues. After all, the engine of many businesses is a strong sales core.
But aligning your strategy with sales isn’t just about communicating your ideas effectively. You have to hire carefully and use smart incentives to guide selling behavior.
“The issue is aligning actual selling behaviors. And it is about behaviors. Business is a performance art. It’s not about good ideas,” Cespedes tells IdeaCast host Sarah Green Carmichael.
Key topics include: sales, hir...
2023-05-0321 min
Cognia Leader ChatEpisode 55: Talking People - Hiring, Development, and Coaching with Frank CespedesWhy would a K-12 educational leader listen to a Harvard Business School Professor who specializes in sales and marketing? Well, as Jeff often points out, smart leaders learn from others who are in different lanes and industries. When you listen to Frank Cespedes, you will see the leadership correlation between business and sales with education. Frank’s latest book identifies several trends and solutions that translate to leading in fast changing environments. You will love it!
2023-04-2647 min
Case Interview Preparation & Management Consulting | Strategy | Critical Thinking567: 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...
2023-04-1248 min
EVOLVEURGAME PodcastHector Vasquez & Frank Cespedes BreakDown Gordon Ryan na d Felipe Pena #4Hector Vasquez & Frank Cespedes BreakDown Gordon Ryan na d Felipe Pena #4 goin on on Flograppling
2023-02-2211 min
The Sales Consultant PodcastSales Management That Works with Frank Cespedes #001Frank Cespedes is a Senior Lecturer at Harvard Business School and has been teaching MBA students about Sales and Sales Management for nearly 30-years. He’s written several books, but his newest one; Sales Management That Works was my favorite read of 2022 and when he engaged with me on LinkedIn I immediately took the opportunity to ask him to be my quest.You’re going to learn about the cost of false positives in our current economic environment, what goes into his research on sales and sales management effectiveness, why Sales Managers don’t coach, why the “sell mor...
2023-02-1757 min
The Selling WellHow to Sell in a World that Never Stops Changing with Frank CespedesFrank Cespedes is a Senior Lecturer at Harvard Business School and has consulted some of the top business names in the world. He is the author of 6 books, including Aligning Strategy and Sales and his latest book, Sales Management That Works. This is his second appearance on The Selling Well, in the first webinar episode live-streamed on LinkedIn. Join us as we discuss the topics of his books, with the conversation centered around the subtitle of his latest book, How to Sell in a World that Never Stops Changing. Frank shares insights on how sales leaders and...
2023-02-1757 min
The Strategy Skills Podcast: Strategy | Leadership | Critical Thinking | Problem-Solving320: Harvard's Frank Cespedes, Managing sales in a world of constant change (Strategy Skills classics)For this episode, let's revisit a Strategy Skills classic where we interviewed the author of Sales Management That Works: How to Sell in a World that Never Stops Changing by 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...
2023-02-1350 min
Growth PathHow to Manage Sales In A World That Never Stops ChangingHi everybody, hope you are having a wonderful weekend! Our guest for this coaching session is a friend and former professor of mine, Frank Cespedes. Frank is a Senior Lecturer at Harvard Business School, where he teaches a variety of MBA and executive courses on Management, Marketing, Entrepreneurship, and Sales. Before joining the faculty, he worked at the strategy consulting firm Bain & Company and was Managing Partner at the Center for Executive Development. An active investor, advisor, and board member, Frank is also a prolific writer. He’s written six books - mostly on sales (see links belo...
2022-11-1352 min
Movie Network PodcastEntrevista Miguel Céspedes - LA TRAMPA🎬ENTREVISTA 🎬 Hablamos con Miguel Céspedes sobre su participación en la película LA TRAMPA del director Frank Perozo. La cinta ya está disponible en los cines de Puerto Rico.
#Latrampa #FrankPerozo #entrevista #miguelcéspedes #comedy #movie
2022-09-0210 min
Amazing Business RadioSelling with Service Featuring Frank CespedesWhere Sales and Customer Service MeetShep Hyken interviews Frank Cespedes, a professor at Harvard Business School and the author of six books, including his latest, Sales Management That Works: How to Sell in a World that Never Stops Changing. He talks about how sales and customer service is changing and how organizations, from the frontlines to the C-suite, can adapt.Top Takeaways: · Service for the majority of companies has been focused on the output of selling. However, those selling efforts are changing; one of the changes is that sales and customer service are increas...
2022-08-3026 min
TechInnovation TalksEP06 Navigating Sales Management with Frank Cespedes - Harvard Business SchoolTechInnovation Talks EP6:
In episode 6 of your favorite tech-focused podcast, Paul welcomes a top guest from the world of academia in the form of Harvard Business School's senior lecturer Frank Cespedes.
Completing our panel, is MJV CEO Mauricio Vianna, who once studied under Frank's tutelage.
This week's topic of focus is the fascinating, ever-changing landscape of sales.
Mauricio sets the scene for us by talking us through his recent TEDx Talks presentation on VUCA and BANI - Helping us understand how we got to the current sales environment. You can watch...
2022-06-0844 min
Sales Strategy & Enablement by Revenue.ioAdapt to Survive the Looming Recession, with Frank CespedesFrank Cespedes is a Senior Lecturer at the Harvard Business School and author of several sales books including Sales Management That Works: How to Sell in a World that Never Stops Changing. There is a recession looming right now and Andy and Frank discuss what organizations can realistically do to prepare for it, especially amidst the growth-at-all-costs backdrop. Frank discusses the role of sales leaders in hiring for fit, coaching, and doing performance reviews. He also comments on stagflation and the increasing importance of customer selection, flagging bad customers, and closing deals.HIGHLIGHTS
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2022-05-3147 min
Sales Lead Dog PodcastFrank Cespedes, Sales Management That WorksFrank Cespedes teaches at Harvard Business School. He has designed and delivered learning programs in areas such as innovation, talent and performance management, strategy, marketing, sales, leadership skills, and managing change. He has also consulted to companies in consumer goods, information technology, professional services, retailing, telecommunications, and financial services; and has been a Board member of start-up firms, corporations, private-equity companies, and the Education for Employment Foundation.
Frank has also written for numerous publications, but on today's episode we’re talking about his most recent book, Sales Management That Works: How to Sell in a Wor...
2022-05-2338 min
The Selling Excellence PodcastFrank From Harvard Talks SalesIn this episode of the podcast series is really special, Tim interviews Frank Cespedes. Frank has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world. Not to mention, he is a Senior Lecturer at Harvard Business School and the author of seven books—most recently publishing Sales Management That Works, how to sell in a world that never stops changing. Don’t miss out on this captivating episode!A Hurrdat Media Production. Hurrdat Media is a digital media and commercial video production company based in Omaha, NE. Find more po...
2022-03-2231 minSales Strategy & Enablement by Revenue.ioFrom the Vault: A Conversation with Frank CespedesFrank Cespedes is a senior lecturer at Harvard and author of an excellent book titled, Sales Management That Works: How to Sell in a World That Never Stops Changing. Conversation originally recorded in 2020.More on Andy: Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and...
2022-03-111h 07
Marc KramerFrank Cespedes author of "Sales Management That Works"Frank Cespedes author of "Sales Management That Works" by Marc Kramer
2022-03-011h 01
stOHRies! - Der PodcastFrisches im Februar
"Mit frühen Weidekätzchen" von Hertha Kräften
"Ein perfektes Paar" von Jackie Kabler
"Zum Paradies" von Hanya Yanagihara
"Das Versprechen" von Damon Galgut
"Das verbotene Notizbuch" von Alba de Cespedes
"Das Tal in der Mitte der Welt" von Malachy Tallack
"Oroonoko" von Aphra Behn
2022-02-0632 min
The Walker WebcastFrank Cespedes, Harvard Business School Professor and six-time authorHow do you get the sales you need in today's ever-evolving landscape? Dr. Frank Cespedes graces the Walker Webcast to drop the essential sales strategies and techniques that you need to maintain a thriving and game-changing enterprise. Frank's vast experience spans his work with many companies on go-to-market and strategy issues, and he has been a Board member at consumer goods, industrial products, and services firms. He teaches at Harvard Business School while serving as Managing Partner at a professional services firm for 12 years. He is the author of six books, including Aligning Strategy and Sales, which was cited...
2022-01-2959 min
Future-Proof SellingSales Management that Works with Frank CespedesFrank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies on go-to-market and strategy issues, and has been a Board Member at consumer goods, industrial products, and services firms. He has written for numerous publications, and is the author of six 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). His newest book is Sales Management That Works: How to Sell in a W...
2022-01-1039 min
Revenue Innovators13. The Preeminent Cross-Disciplinary Topic In Academia Is… Sales?Sales is not an easy topic for academia to teach, in part because it’s so cross-disciplinary. You have to know about marketing, persuasion, technology, and strategy — to start with.Not to mention this: Does the sales org even know what the heck it’s doing?In this episode, we chat with Frank Cespedes, Senior Lecturer at Harvard Business School (and former instructor of our CEO, Manny Medina), about why sales poses such a hurdle for academia and how those challenges have shifted in the past decade.Join us as we discuss:- Bala...
2022-01-0333 minRevenue Innovators13. The Preeminent Cross-Disciplinary Topic In Academia Is… Sales?Sales is not an easy topic for academia to teach, in part because it’s so cross-disciplinary. You have to know about marketing, persuasion, technology, and strategy — to start with.Not to mention this: Does the sales org even know what the heck it’s doing?In this episode, we chat with Frank Cespedes, Senior Lecturer at Harvard Business School (and former instructor of our CEO, Manny Medina), about why sales poses such a hurdle for academia and how those challenges have shifted in the past decade.Join us as we discuss:- Balancing sales knowledge with strategic knowledge in the cl...
2022-01-0333 min
The Warrior Poet#71: Selling Out with Frank Cespedes, Harvard Business School Sales and Strategy ProfessorSri talks with author and professor Frank Cespedes about sales, strategy, and leadership. Frank Cespedes is a Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. He currently teaches the elective Entrepreneurial Sales and Marketing (ESM) course in the MBA program as well as modules in the Owner President Management (OPM) executive program and he heads the executive program on "Aligning Strategy and Sales."In addition to having run his own successful company, Frank's previous experience includes global consulting at Bain & Company and elsewhere for startups all the way up to multinational companies acr...
2021-10-181h 27
The Sales Scholars PodcastS2:E11 - Part 2 - Sales Management That Works with Frank Cespedes, Harvard Business SchoolListen to part 2 of a conversation with Frank Cespedes, the author of “Sales Management That Works” and a Harvard business professor to learn how management teams can ensure their sales organizations are focused on what matters.
2021-10-1220 min
Sales Gravy: Jeb BlountSales Management Techniques That Work in the Age of Data
This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership.
Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that never stops changing.
With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.
Cespedes makes the point that leaders, at all levels, who...
2021-09-271h 03Sales Gravy: Jeb BlountSales Management Techniques That Work in the Age of Data
This hard-hitting and thought provoking episode of the Sales Gravy Podcast features a deep conversation on the state of sales leadership.
Jeb Blount, author of People Follow You and Frank Cespedes, a Harvard Business school professor and author of the new book Sales Management That Works, discuss modern sales leadership challenges in a world that never stops changing.
With so much data coming at sales leaders these days, the failure to separate fact from hype, can create faulty assumptions leading to poor decisions.
Cespedes makes the point that leaders, at all levels, who...
2021-09-271h 03
Open IC - The Fintalent M&A and Strategy ShowHarvard Sales Expert breaks down how to screen and integrate Sales organizationsSales is often the last consideration when it comes to a successful merger or acquisition. Frank Cespedes, Harvard professor and internationally recognized Sales expert, breaks down why that is a huge mistake - and how we can fix it.
Welcome to the open IC - the investment committee in your pocket.
Open IC is the go-to show for M&A and strategy professionals that want to leave a dent in the world and live on their own terms.
We're powered by fintalent.io, the hiring and project...
2021-09-2131 min
The Sales Scholars PodcastS2:E10 - Sales Management That Works with Frank Cespedes from Harvard Business School (Part 1)According to the recent book by Frank Cespedes, a Harvard Business School professor, much of the conventional wisdom for sales is misleading and not supported by empirical data. In part 1 of our discussion, hear the insights Frank writes about that could help your sales team develop a better strategy for winning in the marketplace.
2021-09-1426 min
Enterprise Sales Development (CIENCE)Enterprise Sales Development with Frank CespedesIn this episode of Enterprise Sales Development podcast, we speak with Frank Cespedes, author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank previews his upcoming book and what inspired it. He talks about why it’s important for an organization to understand what they are doing with their sales department to help them decide what to do next. He also talks about why the buyer is the most important thing about selling and how division of labor is so essential. Listen as he explains how the market process is a variable, not a...
2021-09-0852 min
The Sales EvangelistFrank Cespedes | Don't Make a Tough Job TougherWorking as a sales manager can be tough. Why make it more challenging than it has to be? And without the proper guidance and support, it can be especially difficult to find the right people for your organization. In today’s episode of The Sales Evangelist, we’re joined by Frank Cespedes, senior lecturer at Harvard business school, to learn his strategy for finding and retaining top-level salespeople. There are inherent challenges to hiring within sales. Not enough people in and outside the sales function that there are challenges in hiring sales that don’t exist elsewhe...
2021-06-1826 min
Changing ChannelsHarvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing
Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy.
The COVID-19 pandemic left an indelible mark on the market – particularly when it comes to sales strategy and management. The emergence of digital collaboration and dominance of online marketplaces has many sales leaders and strategists looking for the next selling methodology to replace existing sales techniques and channels. But as much as things change, they stay the same. In his new book, “Sales Management That Works: How to Sell in a World That Never Stops C...
2021-06-0829 min
ACTivation NationInterview with Frank Cespedes of Harvard Business School, on his new book, Sales Management That Works: How to Sell in a World that Never Stops ChangingIt’s tough enough to keep pace with all the changes taking place in the world of business… throw in a global pandemic to amp up the confusion and test the mettle of salespeople everywhere… and we’ve got companies often struggling to know which end is up. Frank Cespedes of Harvard Business School advises in his new book, Sales Management that Works, that sales leaders need to focus on Financial Literacy in order to understand the flood of business data rushing around us, and be able to separate the noise from the real, helpful information they need to plan, hir...
2021-05-2552 min
How to Succeed PodcastACTivation Nation Ep09: Frank Cespedes of Harvard Business School - Author -Sales Management That WorksIt's tough enough to keep pace with all the changes taking place in the world of business… throw in a global pandemic to amp up the confusion and test the mettle of salespeople everywhere… and we've got companies often struggling to know which end is up. Frank Cespedes of Harvard Business School advises in his new book, Sales Management that Works, that sales leaders need to focus on Financial Literacy in order to understand the flood of business data rushing around us, and be able to separate the noise from the real, helpful information they need to plan, hire and s...
2021-05-2552 minHow to Succeed PodcastACTivation Nation Ep09: Frank Cespedes of Harvard Business School - Author -Sales Management That WorksIt's tough enough to keep pace with all the changes taking place in the world of business… throw in a global pandemic to amp up the confusion and test the mettle of salespeople everywhere… and we've got companies often struggling to know which end is up. Frank Cespedes of Harvard Business School advises in his new book, Sales Management that Works, that sales leaders need to focus on Financial Literacy in order to understand the flood of business data rushing around us, and be able to separate the noise from the real, helpful information they need to plan, hire and s...
2021-05-2552 min
Reveal: The Revenue AI Podcast by GongPerception versus reality in the consumer worldSales excellence today relies on data. That’s why we asked Frank Cespedes, Senior Lecturer at Harvard Business school and the author of Sales Management That Works, to join Reveal. His newest research outlines how you can improve your sales model by focusing on facts instead of assumptions. You’ll also hear tips for better hiring, myths regarding sales, and ideas for evolving your sales model for today’s market.Key Takeaways:06:12 - What Inspired Frank to Write His Book11:47 - Unexamined Assumptions with Sales13:43 - Data Break Out
2021-05-1042 min
The Prospecting ExpertSales Management That WorksA career as a sales professional is peppered with constant decisions in behaviors and responses. Answers can contradict themselves on the same topic. Making the source questionable.
Today we have the authority of sales process, sales management, and contributors to achieving sales goals.
Be prepared for a sales transformation as Bill and Scott discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455 of the Winning at Selling Podcast
The post #455: Sales Management That Works [Podcast] appeared first on The Prospecting Expert.
2021-04-1850 min
Sales Game Changers | Tips from Successful Sales LeadersWhy Sales Leaders Must Be Financially Literate to Have Any Chance of Future Success with Harvard's Frank CespedesThis is episode 350. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S TIP FOR EMERGING SALES LEADERS: "The requirements for financial literacy in sales are increasing dramatically. You better be up to speed with those finance issues because those are the questions you're increasingly getting. What you need is what I call managerial finance which is making sure you understand how balance sheets and income statements really work. I also think it is going to be increasingly important to separate signal from noise with data. Right now, what is going on in m...
2021-04-1239 min
An In-Depth Interview with Harvard Business School Professor Frank Cespedes: Sales Management That WorksHow to Sell in a World That Never Stops Changing
Rather than moving sequentially through the sales process, buyers now progress in parallel activity streams – explore, evaluate, engage, experience – as they make a purchase decision. While selling is changing, much of the conventional wisdom about the impact of e-commerce, big data, AI, and other megatrends on sales is misleading and not supported by data, declares Harvard Business School professor Frank Cespedes.
In SALES MANAGEMENT THAT WORKS, Cespedes separates signal from noise and truth from hype. Selling and profitable growth today involve a combination of factors: a coherent strategy, relevant hiring practic...
2021-03-2540 min
Sales BabbleSales Management That Works with Frank Cespedes #363Sales Management That Works with Frank Cespedes #363
2021-03-0933 minSales Strategy & Enablement by Revenue.ioSales Management That Works, with Frank CespedesFrank Cespedes is a senior lecturer at Harvard and author of an excellent new book titled, "Sales Management That Works: How to Sell in a World That Never Stops Changing."_Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy
2021-03-041h 07Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.Sales Management That Works with Frank CespedesIn this practical and research-based guide for managers, salespeople, and investors. Harvard Business School professor Frank Cespedes offers essential strategies for thriving in markets that never stop changing.
2021-02-2230 min
Morning Round TripMRT24: Betts day-to-day with finger injury, Cespedes opts out in weirdest way possible (Aug. 3)Mookie Betts to miss time with Dodgers, Yoenis Cespedes goes AWOL on the Mets, and Joey Votto awaits COVID test results.
2020-08-0319 min
The Great Fantasy Baseball InvitationalTGFBI | Episode 105: Beat The Shift (w/Frank Stampfl)Episode 105- Baseball is Back EpisodeGuest – Frank StampflStrategy SectionRedraft Leagues?Should you redraft leagues that have already drafted?Rule ChangesRule or scoring changes for Roto Leagues / Head to Head Leagues / Points Leagues ?League format changes?Increase IL slots / Increase Bench slots?Minimum ThresholdsWhat should be the minimum IP?What should be the minimum number of games played for the fantasy season to count?Suspended SeasonWhat happens if baseball stops playing in the middle?Drafting StrategyHow should you alter yo...
2020-07-031h 12
Hack the Process: Mindful Meaningful Progress on Your PlansPride, ADHD, Working from Home, and More in Process Hacker NewsPride, ADHD, Working from Home, and More in Process Hacker News
Welcome to the Process Hacker News, your weekly roundup of useful news and updates from Process Hackers who have been guests on Hack the Process with M. David Green. This week we’ve got pride, ADHD, working from home, and more.
For all the links, check out the show notes at https://www.hacktheprocess.com/pride-adhd-working-from-home-and-more-in-process-hacker-news/.
Enjoy!
Events
From June 26 to 27, the first Wisdom 2.0 Compassion in Leadership Summit will be held in Mountain View, California, where mindfulness practitioners such as Rhonda Magee plan to help mold new, effective, and co...
2019-06-2700 min
PreSales Unleashed | Sales Engineering im B2B Software VertriebMotivation im Software Vertrieb - es geht nur ums Geld, richtig? (007)Wir widmen uns mit dem Thema Motivation im B2B Software Vertrieb.
Zuerst einmal reißen wir verschiedene Definitionen an und diskutieren dann intensiv, ob es bei Motivation im Vertrieb immer gleich nur um Geld gehen muss.
Unser Ziel dieser Folge, ist unseren Hörern das Thema Motivation im Umfeld Vertrieb näherzubringen.
Im Detail klären wir:
- Zusammenhang zwischen Mensch, Mitarbeiter und Vertrieb
- Wie sind Menschen motiviert?
- Wie kann ich dieses Wissen in meinem Unternehmen nutzen?
- Was sind die vier Schritte zu einem sinnvollen Anreiz-System?
- Ausgewählte Beispiele für nicht monetäre Anreize
- Was si...
2019-02-0146 min
Weekend Fantasy UpdateCespedes concerns, Taillon return, Pirates closers, Fantasy Football MockJoe Gallina, Frank Stampfl and Michael Florio discuss the latest MLB news including Yoenis Cespedes returning, but is he 100 percent? They also discuss Jameson Taillon returning, the Pirates closer options, players to be concerned about like Kyle Schwarber. The guys then do a first round Fantasy Football mock draft! #FNTSYRadio #FNTSY #FantasyBaseball #FantasyFootball #NFL #MLB #JulioJones #MikeEvans #DevontaFreeman #KyleSchwarber #JamesonTaillon #YoenisCespedes #Mets #Pirates Learn more about your ad-choices at https://www.iheartpodcastnetwork.comSee omnystudio.com/listener for privacy information.
2017-06-101h 26Sales Strategy & Enablement by Revenue.ioHow to Accelerate Sales with Better Behaviors w/ Frank CespedesFrank Cespedes, is a Senior Lecturer at Harvard Business School, and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling.
2017-01-3046 min
2000 Books for Ambitious Entrepreneurs - Author Interviews and Book Summaries40:[Strategy] Aligning Strategy & Sales - Frank Cespedes |3 key components of strategy that every entrepreneur must apply rigorously1. The 3 key components of strategy that every business must apply rigorously - from startups to Fortune 500 companies 2. Why we must resist the temptation to make every sale that comes our way? 3.Why your desk is a very dangerous place to conduct business from ? 4.Why most businesses do not get to $10M in sales and what to do about it.
2016-10-0645 min
Daily News Sports TalkYoenis Cespedes Trade : Daily News Sports TalkAndy is back this week talking with Kristie Ackert and John Harper about the Mets Yoenus Cespedes trade.
Follow Andy, Kristie and John :@aclayton33 @Ackert_NYDN @NYDNHarper
Produced by Andy Clayton
Edited by Frank Posillico
For more from the Daily News find us on: iTunes, YouTube, Facebook, Twitter and Tumblr.
2016-01-2727 min
The BusinessNot Your Basic Business BooksWhat books would guests on The Business give as holiday gifts? Listen for what Mitch Weiss, Dan Koh, Nancy Koehn, Max Bazerman, Frank Cespedes, and host Brian Kenny would recommend for the bookworm in your life.
2015-02-1208 min
The BusinessThe Revival of a Salesman: The Importance of Sales and Strategy to BusinessProfessor Frank Cespedes sits down to talk to Brian Kenny about his new book “Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling” and why sales and strategy are so important to business.
2015-02-1218 min
The Entrepreneurs Library with Wade DanielsonDo Less Better by John R. Bell | Episode 135In this episode John R Bell takes a deep dive into his book, Do Less Better, where he explains why sacrifice in the right places cuts through complexity and clears the way to competitive advantage.In his book Bell provides a tool-kit of road-tested strategies for keeping companies lean, creating cultures of innovation, and knowing when to expand and yet, remain streamlined. The goal of the book is to teach you how to “think smaller,” when everyone around you is firmly entrenched in the “do more” strategy in order to become more agile, adaptable, and resilient than your com...
2015-01-1522 min
The Entrepreneurs Library with Wade DanielsonDo Less Better by John R. Bell | Episode 135In this episode John R Bell takes a deep dive into his book, Do Less Better, where he explains why sacrifice in the right places cuts through complexity and clears the way to competitive advantage.In his book Bell provides a tool-kit of road-tested strategies for keeping companies lean, creating cultures of innovation, and knowing when to expand and yet, remain streamlined. The goal of the book is to teach you how to “think smaller,” when everyone around you is firmly entrenched in the “do more” strategy in order to become more agile, adaptable, and resilient than your com...
2015-01-1522 minThe Entrepreneurs Library with Wade DanielsonScaling Up by Verne Harnish | Episode 124In this episode Verne Harnish takes a deep dive into his book, Scaling Up where he shares practical tools and techniques for building an industry-dominating business.In his book, Harnish focuses on 4 major decision areas that every company must get right and provides you with a series of one-page tools such as the One-Page Strategic Plan and Rockefeller Habits Checklist. The goal of the book is to help you create a company where the team is engaged, the customers are doing your marketing, and everyone is making money.This book is perfect for entrepreneurs and...
2014-12-3119 minThe Entrepreneurs Library with Wade DanielsonScaling Up by Verne Harnish | Episode 124In this episode Verne Harnish takes a deep dive into his book, Scaling Up where he shares practical tools and techniques for building an industry-dominating business.In his book, Harnish focuses on 4 major decision areas that every company must get right and provides you with a series of one-page tools such as the One-Page Strategic Plan and Rockefeller Habits Checklist. The goal of the book is to help you create a company where the team is engaged, the customers are doing your marketing, and everyone is making money.This book is perfect for entrepreneurs and...
2014-12-3119 min
Audio at HarvardNot Your Basic Business Books | Harvard Business SchoolWhat books would guests on The Business give as holiday gifts? Listen for what Mitch Weiss, Dan Koh, Nancy Koehn, Max Bazerman, Frank Cespedes, and host Brian Kenny would recommend for the bookworm in your life.
2014-12-1808 min