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Sales Management That Works: How to Sell in a World that Never Stops Changing Hardcover – 9 March 2021
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Advance Praise for Sales Management That Works:
"Frank Cespedes has developed an essential guide to help companies reconfigure their selling motions and create collaborative internal relationships to deal with changing buying habits. This is a must-read for sales and marketing leaders alike." ― Tiffani Bova, Chief Growth Evangelist, Salesforce; author, Wall Street Journal bestseller Growth IQ
"Sales Management That Works is phenomenal. Packed with practical examples, compelling insights, and real-world takeaways, the book presents evidence-based strategies for navigating today's challenging marketplace. I highly recommend it!" ― David Hoffeld, CEO, Hoffeld Group; bestselling author, The Science of Selling
"Sales Management That Works separates the signal from the noise and clearly explains how to be successful in today's world of perpetual change." ― Julie Weissman Havsy, Market Insights and Analytics Leader, Philips North America
"Mastering the complexities of the omnichannel landscape requires more than just new software; it demands a thoughtful understanding of how channels and incentives come together to drive meaningful growth. Sales Management That Works provides precisely that explanation. Frank Cespedes presents an exceptional, case-backed framework that is destined to become an essential book for any leader looking to transform their sales operations." ― Neil Hoyne, Chief Measurement Strategist, Google
"Frank Cespedes has done it again. Using his trademark pragmatism, developed over decades of teaching the world's top business leaders, he provides the tools needed to build essential strategies for sales excellence that all too often are suboptimized in today's companies. Sales Management That Works will help you drive enormous value." ― Jay Galeota, former President and CEO, Inheris Biopharma; former Chief Strategy and Business Development Officer and President, Emerging Businesses, Merck
About the Author
Frank V. Cespedes is the MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on the boards of corporations as well as startups, and consulted to companies around the world. He is the author of six books, including Aligning Strategy and Sales, which was cited as "the best sales book of the year" by strategy+business. He has also published numerous articles in Harvard Business Review, the Wall Street Journal, MIT Sloan Management Review, California Management Review, and other prominent publications.
You can find Frank Cespedes at frankcespedes.com.
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Most helpful customer reviews on Amazon.com
It is structured logically, easy to read, and clear. It’s worthy of being a desk reference for any owner or senior executive looking to maximize their sales performance.
If you are in Sales Leadership, Operations or Enablement I highly recommend this book.
What I like about the book is its core tenets, and the ease and facility with which the author explains what really selling looks like and needs to look like in successful businesses. A couple of key points the author makes that resonated with my experience and which I enjoyed: Selling is a system – too many businesses look for great salespeople or selling tricks. The author debunks this thinking and demonstrates how every part of the business must work together for a successful sale…it’s not just the marketing funnel or sales pipeline. A second great point the author makes, related to the first, is that the vast majority of employees are deeply connected to effective selling. Therefore, the talent question, and the sales culture, must extend far beyond the usual salesforce thinking.
There are scores more great points and ideas in this book, plus, real practical advice on how to realize these concepts; how to get the talent you need, how to overcome process obstacles and design sales processes that work, how to price effectively given where technology is today, and who to partner with to be more successful.
In short, the title says it all. To many businesses think good products and services sell themselves. The author knows that is not true, and truly informs the reader how is really done.