What CEOs and Founders Must Know about Sales
Mar 25, 2021
09:00 PM - 10:30 PM (America/New_York)

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Founders and experienced CEOs know that sales is vital to a successful strategy, and that selling is changing. There is currently much talk, unsupported by data, about post-Covid “new normals.” But the impact on sales of new buying processes, data, and technologies is often misunderstood. The result is a misalignment of strategy and sales, poor resource allocations across a business model, and missed opportunities for profitable growth. In this seminar, Frank Cespedes author of Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021), will unpack the sales – strategy alignment challenge and help you separate signal from noise in thinking about the impact of changing selling requirements on your business.

About Frank Cespedes

Frank Cespedes teaches at Harvard Business School. For 12 years, he was Managing Partner at The Center for Executive Development, a firm that won awards in the United States and in Europe for its work with companies. He has consulted to companies around the world, is affiliated with PE and VC investors, and has been a Board member of corporations and start-up firms. At Harvard, he teaches Entrepreneurial Sales & Marketing, heads the executive program on Linking Strategy and Sales, and teaches in the Owner-President Management program (OPM) for CEOs. 

He has written for numerous publications, including Harvard Business Review, California Management Review, Organization Science, and The Wall Street Journal, and is the author of six books including Aligning Strategy and Sales (Harvard Business Review Press) 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).

Organiser : Harvard Alumni Entrepreneurs (HAE)

Harvard Alumni Entrepreneurs (HAE)

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