Frank Cespedes
MBA Class of 1973 Senior Lecturer of Business Administration at Harvard Business School
Schools
- Harvard Business School
Expertise
Links
Biography
Harvard Business School
Frank Cespedes is Senior Lecturer in the Entrepreneurial Management Unit. He received his B.A. from the City College of New York, M.S. from M.I.T. and Ph.D. from Cornell University.
At Harvard, he has developed and taught a variety of MBA and executive courses, led the Strategic Marketing Management program for senior executives, and was co-lead of the Sustainable Market Leadership program for CEOs and their leadership teams. He currently teaches the elective Entrepreneurial Sales and Marketing (ESM) course in the MBA program as well as modules in the Owner President Management (OPM) executive program and he heads the executive program on "Aligning Strategy and Sales."
Before joining the faculty, he was a Research Associate at Harvard and worked at Bain & Company, an international strategy consulting firm. From 1995 to 2007, he was Managing Partner at the Center for Executive Development (CED), a firm that won awards in the United States and Europe for its work with companies worldwide. He has consulted to companies in many industries, is affiliated with private-equity investors, and has been a Board member of Evenflo, HALO Industries, start-up firms, and the Education for Employment Foundation (EEF), which provides career training in skills linked directly to job placement with companies in the Middle East and North Africa.
He is the author or co-author of six books, including Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press, 2014), Concurrent Marketing: Integrating Product, Sales and Service(Harvard Business School Press) and Going to Market: Distribution Systems for Industrial Products (Harvard Business School Press); as well as articles in Harvard Business Review, Wall Street Journal, Strategy and Business, Business Horizons, California Management Review, International Encyclopedia of Business and Management, Journal of Managerial Issues, Journal of Personal Selling & Sales Management, Marketing Encyclopedia, Organization Science, Sloan Management Review, and Strategy & Business. He has also written more than 40 case studies about companies and numerous technical notes on various business topics.
Videos
Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing
Sales Management That Works - An Interview with author Frank Cespedes
Frank Cespedes, Harvard Professor interviewed by our CEO - Gwen Mdinaradze
Harvard's Frank Cespedes and servicePath - Webinar
Virtual Books@Baker with Professor Frank Cespedes
Adapter’s Advantage - S01E17 - Sales Training in a Virtual World | Frank Cespedes
Sales Management That Works - How to Sell in a Changing World with Frank V. Cespedes
Navigating Sales Management with Frank Cespedes - Harvard Business School
Frank Cespedes - Harvard Business School Professor | Promo Clip
THE ART AND SCIENCE OF SALES LEADERSHIP - PART ONE
How to Develop a Sales Strategy That Actually Works with the Author & HBS Professor - Frank Cespedes
Harvard Aligning Strategy and Sales
Speakers Alliance Canada proudly represents Frank V. Cespedes.
Sales Management That Works: Frank Cespedes: Senior Lecturer for Harvard Business School
The most important thing About selling: Prof Frank Cespedes, Harvard Business School
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