#208 – Sales models and strategies that work (Part 1) w/ Frank Cespedes

This week on The Sales Transformation Podcast we’ve got the first part of an interview with Harvard Business School Senior Lecturer and returning guest Frank Cespedes. 

Phil and Frank had previously spoken about Frank’s book Sales Management That Works. This time Phil wanted to explore some different chapters from the book, with the conversation focussing around the importance of having a sales model in your organisation. 

Make sure you come back next week for Part 2! 

Highlights include: 

• [05:47] Do you really need a sales model? 
• [19:59] People have been prophesying the demise of sales for decades 
• [27:52] AI means there’s no excuse for salespeople not to do research

You can find out more about Frank on frankcespedes.com  

Sales Management That Works: How to Sell in a World that Never Stops Changing is available to buy on Amazon. 

Connect with Philip Squire on LinkedIn 
Connect with Frank Cespedes on LinkedIn 

Join the discussion in our Sales Transformation Forum group. 

Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.