Frank V. Cespedes

In this no-nonsense, research-based guide for sales managers, Harvard Business School professor Frank Cespedes offers essential strategies for thriving in an industry that never stops changing.

 • Full of insider case-studies from a wide-range of companies—from startups to big orgs.
 • Practical, clear-eyed advice, diagnostics, and how-tos.
 • Separates fact from fiction, truth from myth about what drives a sales force to success.
 • Research-based methods, which is rare in a category that is full of hype, fads, and so-called thought leaders.

Audience:

 • Sales managers.
 • Executives who oversee or interact with the sales function.
 • Sales people who to understand how their selling role fits into the broader company.

Harvard Business Review Press

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