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Selling after the crisis : senior executives must understand how dramatically the process needs to change
Cespedes, Frank V. - In: Harvard business review : HBR 99 (2021) 2, pp. 52-57
Persistent link: https://www.econbiz.de/10012548834
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Putting sales at the center of strategy
Cespedes, Frank V. - In: Harvard business review : HBR 92 (2014) 10, pp. 23-25
Persistent link: https://www.econbiz.de/10010417547
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HBR CASE STUDY - Old Hand or New Blood? Fusilier Technology's sales have been flat for five years, and its new growth strategy to sell customized business solutions has stalled. Sh...
Cespedes, Frank V. - In: Harvard business review : HBR (2006), pp. 28-41
Persistent link: https://www.econbiz.de/10007275695
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HBR CASE STUDY - Succession and Failure - Tiverton Media chairman Norman Windom has been grooming the perfect successor to run Aleph Records. There's just one problem: The heir app...
Cespedes, Frank V.; Galford, Robert M. - In: Harvard business review : HBR (2004), pp. 31-44
Persistent link: https://www.econbiz.de/10005927009
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The Customer Has Escaped - Customers have become expert at poaching value from distribution channels: They take advantage of the information and support that come free with the exp...
Nunes, Paul F.; Cespedes, Frank V. - In: Harvard business review : HBR (2003), pp. 96-105
Persistent link: https://www.econbiz.de/10005931414