We are excited to have Frank Cespedes on Spark Partners Business Trendsetter Podcast! Frank is a Harvard Professor, acclaimed author and expert in sales and sales management, board member, and former business owner. Adam Hartung and I will explore powerful insights with Frank on how sales strategy MUST adapt to the ever changing landscape of customer needs and wants.
In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing.
Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads.
It's 2020, the world is caught in the grasp of a pandemic that has brought economic progress to a screeching halt. As cities struggle, entire industries are closed, unemployment is at record levels. When will we “return to normal?" Gain insights on how to prepare yourself and your business to THRIVE during these uncertain times.Go Download Page
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To thrive requires either being an innovator or adapting to innovations then executing. We help you by guiding your innovation mindset to dominate and crush the competition. Reshape your industry before your competitor does it for you. Join SparkCom for access to coaching.
Understanding trends is the most important thing to do as a business leader or entrepreneur. Our Spark Innovation Courses will give you tools and techniques to re-frame your mind to better identify trends, develop innovations, and deploy strategies to succeed. First, get out of the box. Then think!
Once companies fall into what Hartung calls the "Defend and Extend" mindset, only seven percent will ever grow consistently again, and fifty-five percent will remain in permanent decline. Yet academia keeps teaching the "basics" that will repeat this formula for failure. Businesspeople, who ought to be more practical than academia, are just as blind. Hartung gives many examples in which companies sabotage new thinking and approaches through management indifference or hostility, by organizing new projects for failure, by hamstringing resources, and by outright "cooking" of financial analysis to reconfirm that it is more sensible to continue a weak or failing strategy than to take a risk on something new. Hartung does more than critique the status quo or describe the many subtle techniques of the "Status Quo Police."
He also provides many examples of companies from multiple fields that have broken away from locked-in thinking. This book is replete with examples of companies that not only disrupted their own business but redefined entire markets. He takes the additional, and usually overlooked step, of how companies can bring along their customers, who are also locked in to the old way of doing things on the successful journey moving ahead.