Article 2/2 Leadership and Sales: Bridging Strategy and Execution Building on the discussion of sales team hiring and building a high-performing sales team in Article 1, this second article delves into the Leadership Role in Sales and Sales in a Changing Environment, with an emphasis on how AI and technology are transforming sales functions. The discussion will conclude with Professor Cespedes’s practical advice for SMB business leaders looking to improve their sales performance. About Professor Frank Cespedes Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with companies on go-to-market and strategy issues, and has been a Board member at consumer goods, industrial products, services, PE and…
Profits vs Public Health: Why Business Leaders Must Rethink Their Role in Society Most business leaders probably don’t lie awake worrying about public health. They are likely focused on profit margins, sustainable growth, market share, investor expectations, and keeping their team productive. Health, especially the health of people outside the company, can feel distant or like someone else’s job. It's easy to see why we might think public health isn't our problem. Individuals make their own choices. Governments are responsible for healthcare systems. Yet, every business influences public health, whether it intends to or not. The question is no longer whether businesses impact health, but whether they choose to understand that impact and shape it intentionally. Businesses play a powerful…
The strategic value of accounting in business Accounting is often perceived as a back-office necessity— primarily to manage cash flow and for regulatory purposes. However, this limited view can be costly. Misconceptions about the role of accounting can lead business leaders to neglect financial oversight, increasing their risk of cash flow and compliance issues. Beyond simply transactional record-keeping, accounting can provide valuable insights to highlight operational inefficiencies, drive business growth and stabilise long-term financials. This article examines common misconceptions about accounting, challenging the belief that it is only relevant for large corporations or that profitable businesses can afford to deprioritise financial oversight. By tackling these five prevalent myths, we highlight how accounting is essential, regardless of the size, stage of…
Image by AndriiKoval on Shutterstock There has been a significant shift in the approach businesses take to their operations. No longer is profit the sole driving factor in the corporate world; instead, an increasing emphasis is being placed on ethical business practices. From 'fair trade' to 'sustainable sourcing', there's a growing trend amongst businesses to make ethical decisions - not only because it's the "right thing to do", but because consumers are demanding it. Being Good is Good Business. - Anita Roddick (Founder of The Body Shop) But what exactly do we mean when we talk about ethical business practices, and how are they affecting consumer response? Ethical business practices: Typically includes practices that promote transparency, ensure worker rights, take…
Image by Hitesh Choudharya via Unsplash Many have touted the arrival of blockchain technology as the next frontier in business operations, a pioneering breakthrough that possesses the potential to transform conventional procedures across industries. Often associated primarily with cryptocurrencies like Bitcoin, the application of blockchain goes far beyond this investment phenomenon. To understand blockchain technology's potential impact, we must first examine the fundamentals of this groundbreaking approach. At its core, blockchain is a decentralized system where all transactions or digital events get consolidated into 'blocks' and distributed across a network of computers, referred to as 'nodes'. Each block contains a cryptographic hash of the previous block, a timestamp, and transaction data. The unique attribute of this system is its ability for self-audit - a quality that…
