Harvard's Frank Cespedes and servicePath - Webinar

Harvard Professor Frank Cespedes sits down with servicePath CEO Daniel Kube to discuss Frank's recent book "Sales Management That Works" and dispels myths on what's changed in enterprise technology sales and sales operations - and what hasn't.

0:00 - Intro
1:16 - Selling post COVID-19 - what’s changed and what hasn’t? -
4:52 - Expert systems, sales hiring and data revolution
12:50 - Are the current systems adequate? Are we moving in the right direction with leveraging technologies, like configure price quote solutions?
17:37 - servicePath, cost to serve and good revenue - how are organizations suffering due to lack of understanding of cost to serve?
22:22 - How do businesses know if they are getting good return on capital?
26:56 - With the onset of digital transformation and clouds, do you see organizations becoming more alike? How is that changing sales and how should we entertain the future of B2B enterprise sales?
33:31 - How is salespeoples' time best spent with their customer to maximize outcomes?
37:52 - How do we better arm our sales teams to embrace changing customer consumption models?
42:19 - Subscription Economy and SaaS - Xerox: Paper As A Service.
45:16 - How would you prioritize business agility or efficiency for a Q2C project?
47:26 - In the new era of B2B buying and selling, what are the blind spots somebody would have in an organization?
52:44 - Frank's thoughts on sales specialized groups like the Revenue Collective
56:18 - What is next for Frank?
59:41 - Find Frank on https://frankcespedes.com/

For more info:
https://servicepath.co/product/
https://www.linkedin.com/company/servicepath

Видео Harvard's Frank Cespedes and servicePath - Webinar канала servicePath