Sales Management That Works: How to Sell in a World that Never Stops Changing
Welcome to Construction Genius. Today's guest is Frank Cespedes, a Harvard Business School professor and former managing partner at a Professional Services firm. With extensive experience in gotomarket strategy globally, he's also contributed to prestigious publications like Harvard Business Review and the Wall Street Journal. Frank joins the show to discuss his book, "Aligning Strategy and Sales," emphasizing the crucial link between strategy clarity and effective sales direction. The conversation delves into the unique challenges of selling in construction, highlighting the technical nature of the industry and the importance of tailored sales training and incentives. Regardless of a company's size, Frank underscores the president's essential role in business development, particularly for mid to largesized enterprises where leadership can become detached from sales activities. Tune in for practical insights that will enhance your sales strategies and team development. Thank you for joining Construction Genius today!

Buy Frank’s Books:
Sales Management That Works: How to Sell in a World that Never Stops Changing https://www.amazon.com/SalesManageme...

Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling https://www.amazon.com/AligningStrat...

Buy Eric's Book:
Construction Genius: Effective, HandsOn, Practical, Simple, NoBS Leadership, Strategy, Sales, and Marketing Advice for Construction Companies https://www.amazon.com/ConstructionG...

Get Coaching with Eric:
www.constructiongenius.com/contact

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