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Sales Management That Works: How to Sell in a World that Never Stops Changing Hardcover – 9 March 2021

4.9 out of 5 stars 12 ratings

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Product details

  • Language : English
  • Hardcover : 352 pages
  • ISBN-10 : 1633698769
  • ISBN-13 : 978-1633698765
  • Customer reviews:
    4.9 out of 5 stars 12 ratings

Product description


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.

sales, management, salesperson, sales manager, management, business, business goals, world, change

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Most helpful customer reviews on Amazon.com

Amazon.com: 5.0 out of 5 stars 4 reviews
Nicholas A. Ward
5.0 out of 5 stars Sales Management Desk Reference
28 March 2021 - Published on Amazon.com
Verified Purchase
Jim R. Jones
5.0 out of 5 stars Sales Must Read
25 March 2021 - Published on Amazon.com
Verified Purchase
Paul N.
5.0 out of 5 stars A book that truly delivers on its title's promise!
1 April 2021 - Published on Amazon.com
Thales T
5.0 out of 5 stars Comprehensive book on Sales Management
12 May 2021 - Published on Amazon.com
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5.0 out of 5 stars Comprehensive book on Sales Management
Reviewed in the United States on 12 May 2021
This book deals will all important aspects of B2B Sales Management, including Process, Salesforce, Pricing, Value and others. Working with startups and new business models, I particularly liked chapter 8, wherein Prof. Cespedes explains the delta in value minus costs for different stage/aspects of the customer experience. That single insight changed the way I view innovation in startups and made reading the book entirely worth my time.
The book reads well, provides a nice balance between theoretical concepts, frameworks, and practical tools to execute. And it shows the extensive research done to back up all the key claims. All in all, a great book.
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