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Show Results For
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All HBS Web
(385)
- News (33)
- Research (331)
- Multimedia (2)
- Faculty Publications (306)
- Article
Sales Productivity, Not Just Sales Technology
This article discusses the reasons behind the rapidly increasing investments in “Sales Enablement” (SE) technology, including the declining costs of that technology, a change in company cost structures, and a consequent shift in the focus of productivity improvements...
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- April 2017
- Article
Getting Your Money's Worth: Improving Sales Compensation
- April–June 2015
- Article
It Doesn't Matter If Competitors Know Your Strategy
It is difficult for people to implement what they don't understand. Yet, research indicates that, on average, more than 50% of employees in organizations say they do not understand their organization's strategy. Further, the percentage of people reporting ignorance of...
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Cespedes, Frank V. "It Doesn't Matter If Competitors Know Your Strategy." ThinkSales (April–June 2015), 10–11.
- Article
Well Said: Why Articulating Your Strategy Can Set You Apart
Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO have doubled in the past 30 years, mostly an increase in functional specialists, not general managers responsible for cross-functional integration. Three decades...
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- Article
Why Reports of the Death of the Salesman Are Greatly Exaggerated
Keywords:
Sales
Cespedes, Frank V. "Why Reports of the Death of the Salesman Are Greatly Exaggerated." Reuters.com (November 6, 2014).
- October 7, 2014
- Blog Post
How to Select Sales Managers Who Can Actually Manage.
Keywords:
Sales
Cespedes, Frank V. "How to Select Sales Managers Who Can Actually Manage." HubSpot (October 7, 2014). http://blog.hubspot.com/sales/how-to-select-sales-managers-who-can-actually-manage.
- 2022
- Chapter
Coordinating Marketing and Sales in B2B Organizations
This chapter focuses on the topic of coordinating marketing and sales in Business-to-Business (B2B) organizations. It provides an historical overview, indicating that this is not a new issue facing firms, that the business press has outlined a recurring set of...
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Cespedes, Frank V. "Coordinating Marketing and Sales in B2B Organizations." In Handbook of Business-to-Business Marketing, edited by Gary L. Lilien and Rajdeep Grewal. Edward Elgar Publishing, 2012.
- December 2008 (Revised October 2009)
- Case
Wal-Mart Stores in 2003 (Abridged Version)
Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation...
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Keywords:
Equality and Inequality;
Business Growth and Maturation;
Competitive Advantage;
Labor Unions;
Operations;
Global Strategy;
Problems and Challenges;
Gender;
Retail Industry;
United States
Cespedes, Frank V. "Wal-Mart Stores in 2003 (Abridged Version)." Harvard Business School Case 709-423, December 2008. (Revised October 2009.)
- December 2008 (Revised September 2009)
- Case
Cola Wars: Going Global
This case is meant to be used in conjunction with the extant "Cola Wars" case studies. It outlines the global positions of Pepsi and Coca-Cola as of 2008 in the soft drink market, and then provides an overview of their competitive situations in three markets: Mexico,...
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Keywords:
Global Strategy;
Globalized Firms and Management;
Industry Structures;
Competitive Strategy;
Competitive Advantage;
Food and Beverage Industry;
China;
India;
Mexico
Cespedes, Frank V. "Cola Wars: Going Global." Harvard Business School Case 709-451, December 2008. (Revised September 2009.)
- 2005
- Other Unpublished Work
Coordinating Sales and Marketing: Why, Why Not, and Now What?
Cespedes, Frank V. "Coordinating Sales and Marketing: Why, Why Not, and Now What?" 2005. (Presented and published by the Marketing Science Institute.)
- 1995
- Book
Managing Marketing Linkages
- 1995
- Book
Concurrent Marketing: Integrating Product, Sales, and Service
Cespedes, Frank V. Concurrent Marketing: Integrating Product, Sales, and Service. Boston: Harvard Business School Press, 1995.
- June 1993
- Teaching Note
MEM Company, Inc.: English Leather TN
Teaching Note for (9-593-035).
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Keywords:
Consumer Products Industry
- November 1992 (Revised November 1992)
- Teaching Note
IBM: Assistant General Manager of Marketing TN
- October 1992
- Background Note
Managing Sales Interfaces: Developments in Practice
Keywords:
Salesforce Management
Cespedes, Frank V. "Managing Sales Interfaces: Developments in Practice." Harvard Business School Background Note 593-047, October 1992.
- December 1990
- Teaching Note
Actmedia, Inc., Teaching Note
- November 1989
- Background Note
Customer Service
Keywords:
Customers
Cespedes, Frank V. "Customer Service." Harvard Business School Background Note 590-055, November 1989.