Recent Educational Webinar

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Sales Management That Works: a Webinar and Discussion

with Professor Frank Cespedes, HBS Senior Lecturer

July 15, 2021 |  10:00 am Pacific Time, 1:00 pm Eastern,
6:00pm London, 7:00pm Continental Europe
RATE: $25 HBS Angels Members, $35 Non-Members

About this Event:

 

Founders, investors, and experienced CEOs know that sales is vital to successful ventures, and that selling is changing. But the impact on business development of new buying processes, data, and technologies is often misunderstood. In this webinar, Frank Cespedes can help you to separate signal from noise in thinking about the impact of changing selling requirements on starting and scaling ventures. His new book, Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021) provides research, diagnostics, and insights on core aspects of sales models including hiring, training, compensation, pricing, managing a multichannel approach, and how to evaluate the many predictions (usually unsupported by data) about post-Covid “new normals.”

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PRESENTER

FRANK CESPEDES

HBS Senior Lecturer

Frank Cespedes is Senior Lecturer at HBS where he has taught the required Marketing, Strategy and TEM courses, started the Entrepreneurial Sales & Marketing course, teaches in the Owner-President Management program (OPM) for CEOs, and runs an executive program on Linking Strategy and Sales.

He has run a business, worked with many companies on go-to-market issues, and been a Board member for PE and VC portfolio companies in consumer, industrial, and services firms. He is the author of six books including Aligning Strategy and Sales which was cited as “the best sales book of the year” (Strategy & Business), “a must read” (Gartner), and “perhaps the best sales book ever” (Forbes). His new book is Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021).

Previous

Past webinars have included:
 

  • How to Build a Sustainable, Scalable, and Sellable Business with Michelle Seiler Tucker, Author of Exit Rich

  • Rita McGrath, Author, Seeing Around Corners: How to Spot Inflection Points in Business Before They Happen

  • Morgan Stanley's Multi-Cultural Lab Panel with Carla Harris & Alice Vilma

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  • Wattpad - The World’s Most Innovative Social Network

  • FOMO Sapiens: Overcoming Analysis Paralysis to Live and Work Decisively

  • Launching Tech Products In Tough Economic Times: 3 Crucial Questions to Ask Before Launch-Not Afterwards!

  • Getting Deals Done: It's What the Best Deal Leads Do

  • Passion and the Pitcher: Building Strong Founder/Angel Relationships From the Start

  • Investing with Impact: The Continuing Rise of ESG in a Post COVID-19 World

  • Entrepreneurial Leadership: New Ventures, Inspiring Others and Running Stuff

  • Pandemic Investing: Likely Impact on VC and Angel Investing

  • Angel Investing and COVID-19

  • Investing in Blockchain: The Big Opportunity

  • Finding your Angels: Raising Capitol for your Start-Up

  • Toss the Financial Model Spreadsheets

  • Healthcare Start-ups: How to Distinguish Real Companies from Overhyped Ones?

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  • Structuring Success: Building Term Sheets that Build Businesses

  • Syndicated Investments

  • Technology Disruption in Money Management

  • Emerging Technologies in Financial Services

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  • Building Term Sheets that Build Business

  • Revenue-Based Investing

  • Cyber Security Investing

  • Angel and Venture Investing with Brad Feld

  • The Ultimate Marketing Framework

  • A Data-Driven Perspective on Early Stage Saas Investing

  • Investing In Blockchain

  • Internet of Things Primer

  • Moonshots and Soft Landing

  • Seed Investing in Consumer Products and Services
     

Check back soon for upcoming educational webinars