Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • Article
  • International Journal of Sales Transformation

New Sales Realities

By: Frank V. Cespedes
  • Format:Electronic
ShareBar

Abstract

Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. As firms confront new buying processes, required sales competencies affect hiring, training, and development (People). Without a coherent sales model attuned to buying, selling is a series of individual efforts, not a scalable Process. Buying changes and the data revolution have made value-based Pricing approaches more possible in many categories. Finally, in an omni-channel buying landscape, selling also means working with channel partners who are influential during the buying journey and after the sale.

Keywords

Sales; Performance Effectiveness

Citation

Cespedes, Frank V. "New Sales Realities." International Journal of Sales Transformation 7.1 (April 2021): 26–27.
  • Read Now

About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • September–October 2023
    • European Business Review

    Building Brand Engagement: Lessons from NFTs and Collectibles

    By: Frank V. Cespedes and Ben Plomion
    • August 2023
    • Faculty Research

    Aphro Beverages

    By: Frank V. Cespedes
    • July 2023
    • Faculty Research

    Belden and Digital Transformation: From Product Sales to Solutions Sales

    By: Frank V. Cespedes
More from the Author
  • Building Brand Engagement: Lessons from NFTs and Collectibles By: Frank V. Cespedes and Ben Plomion
  • Aphro Beverages By: Frank V. Cespedes
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College