Advancing Professional Development in Sales Management with Harvard Expertise Frank Cespedes
Unlock the secrets of thriving in a rapidly evolving business landscape with Frank Cespedes, a seasoned Harvard Business School educator and sales maven. Together, we tackle the juxtaposition of shrinking product life cycles against the backdrop of lengthier sales processes, revealing why savvy sales management and servant leadership are more than buzzwords—they’re essentials for Small Businesses aiming to outgrow their founder’s shadow. Our conversation is a treasure trove of Wisdom for anyone seeking to master the art of relationship building, offering a fresh perspective on Peter Drucker’s timeless management principles in a world reshaped by data and AI.
With a nod to the legendary Peter Drucker, we dissect the imperatives of professional development for SMB owners. I draw on my experiences from the frontlines of Harvard Business School’s elite MBA and OPM programs, championing experiential learning and the critical responsibility leaders have in their advancement. The chapter lays out pragmatic strategies for setting priorities, navigating trade-offs, and crafting strategies surpassing goal setting, providing a roadmap to leadership excellence and business triumphs. Tune in and prepare to enhance your business acumen and leadership prowess in ways that could radically transform your success trajectory.
(01:56 – 02:46) The Evolution of Amazon’s Success
(06:51 – 08:06) MBAs at Harvard
(12:41 – 13:59) The Concept of Luck in Business
(15:22 – 17:00) Peter Drucker and the Effective Executive
(23:05 – 24:08) Sales Manager
Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with many companies around the world on go-to-market and strategy issues, and has been a Board member at consumer goods, industrial products, services, PE and VC firms. He has written for publications, including Harvard Business Review, European Business Review, Organization Science, California Management Review, and The Wall Street Journal, among others. He is also 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 World That Never Stops Changing (Harvard Business Review Press).
frankcespedes.com
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