Sales Management That Works: How to Sell in a World that Never Stops Changing: Cespedes, Frank V.: 9781633698765: Amazon.com: Books

There is probably no scholar in the world who knows more today about selling than Frank Cespedes. His decades of experience in researching, writing and consulting on the topic really show through in this book, as well as his Harvard Business School level of excellence.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.

I picked this book up based on the strong reviews and the promise of the title that it would explain "sales management that works." It disappointed. It reads like one of those textbooks that are filled with too many generalities and with research citations that are anything but fresh. If you want something quick hitting with lots of real world, practical suggestions on how to make an immediate difference in your sales team and company, don't look here. If you want something much slower paced with a strong academic flavor, then maybe you should consider this one. Just don't expect any kind of significant impact to your results.

Frank Cespedes has been writing on Sales strategy and management for years and this is perhaps his most compelling and actionable book yet.If you are in Sales Leadership, Operations or Enablement I highly recommend this book.

The book form Professor Cespedes helps us to understand, among other things, the impact of the digital transformation on sales, why improving sales is a social and economic responsibility from organizations, that the sales funnel is moving up and that the marketplace is the only place where we can create or destroy value. Great insights and great reading.

I picked up this book after having Frank as a professor in a Harvard Business School program. It’s an incredible resource with the data, systems, and tactics you need to run a modern sales organization.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.