Sales is changing, but the practical impact of selling e-commerce, big data, artificial intelligence, and other megatrends is often misunderstood, says Harvard Business School Professor Frank Cespedes, author of Sales Management That Works: How to Sell in a World That Never Stops Changing. In his book he discusses hiring, training, pricing, compensation, multi-channel initiatives, and how to construct and reconstruct sales models in response to changes in buying. During this virtual [email protected] event, Cespedes discussed some of these issues and answered questions about managing a core business activity in today’s environment. This Zoom event was recorded on Thursday, February 25, 2021, 3:30-4:30 p.m. ET

More in category

European Soccer 'Super League' Crumbles as U.K. Teams Exit
April 20, 2021Bloomberg
European Soccer 'Super League' Crumbles as U.K. Teams Exit
WHO Says Coronavirus Cases on the Rise
April 20, 2021Bloomberg
WHO Says Coronavirus Cases on the Rise
India's First EV Battery Plant Takes Shape
April 20, 2021Bloomberg
India's First EV Battery Plant Takes Shape
Apple Making Progressive Movements in Product Lines: IDC
April 20, 2021Bloomberg
Apple Making Progressive Movements in Product Lines: IDC
Tesla Apologizes to Chinese Customer
April 20, 2021Bloomberg
Tesla Apologizes to Chinese Customer
HSBC’s Asia Pivot Stokes Tension Between Hong Kong, London
April 20, 2021Bloomberg
HSBC’s Asia Pivot Stokes Tension Between Hong Kong, London
Netflix Plunges on Subscriber Growth Miss
April 20, 2021Bloomberg
Netflix Plunges on Subscriber Growth Miss
Beyond the Bell 04/20/2021
April 20, 2021Bloomberg
Beyond the Bell 04/20/2021
Derek Chauvin Convicted on All Counts, Bail Revoked
April 20, 2021Bloomberg
Derek Chauvin Convicted on All Counts, Bail Revoked
Ex-Cop Chauvin Convicted of Killing George Floyd
April 20, 2021Bloomberg
Ex-Cop Chauvin Convicted of Killing George Floyd
Pepsico Sets New Green Targets That Helps Farmers
April 20, 2021Bloomberg
Pepsico Sets New Green Targets That Helps Farmers
How to Evaluate First Quarter Tech Earnings
April 20, 2021Bloomberg
How to Evaluate First Quarter Tech Earnings
Dollar Breaks Below Key Technical Levels
April 20, 2021Bloomberg
Dollar Breaks Below Key Technical Levels
Einhorn Is Wrong About 'Idiotic' N.J. Deli, Ritholtz Says
April 20, 2021Bloomberg
Einhorn Is Wrong About 'Idiotic' N.J. Deli, Ritholtz Says
How to be Less Lonely at Work
April 20, 2021Harvard Business Review
How to be Less Lonely at Work
Wyndham Expects 180 Hotel Openings in Asia This Year
April 19, 2021Bloomberg
Wyndham Expects 180 Hotel Openings in Asia This Year
'We're In a Bull Market,' Says Longview's Watling
April 19, 2021Bloomberg
'We're In a Bull Market,' Says Longview's Watling
UEFA, U.K. Push Back on Super League
April 19, 2021Bloomberg
UEFA, U.K. Push Back on Super League
Meituan Raises $10 Billion to Fight Alibaba in Grocery Arena
April 19, 2021Bloomberg
Meituan Raises $10 Billion to Fight Alibaba in Grocery Arena
U.S. Trails China in Shaping Climate Future, Blinken Says
April 19, 2021Bloomberg
U.S. Trails China in Shaping Climate Future, Blinken Says
Air Lease CEO on the Future of Travel
April 19, 2021Bloomberg
Air Lease CEO on the Future of Travel