Accelerate! With Andy Paul

Frank Cespedes is a Senior Lecturer at the Harvard Business School and author of several sales books including Sales Management That Works: How to Sell in a World that Never Stops Changing. There is a recession looming right now and Andy and Frank discuss what organizations can realistically do to prepare for it, especially amidst the growth-at-all-costs backdrop. Frank discusses the role of sales leaders in hiring for fit, coaching, and doing performance reviews. He also comments on stagflation and the increasing importance of customer selection, flagging bad customers, and closing deals. HIGHLIGHTS Preparing for recession: Going for volume vs profitable value Customer selection, sales leadership, and performance reviews Search for fit and make your own luck Selling is still about people buying from people C-suite is siloed amongst specialists QUOTES Frank: "Sales is increasingly, for lots of reasons that are not going away, increasingly a cross-functional activity, so selling is more intimately conn