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Show Results For
- All HBS Web
(390)
- News (33)
- Research (333)
- Multimedia (2)
- Faculty Publications (310)
- 1998
- Book
Sales Management
By: Benson P. Shapiro and Frank V. Cespedes
Shapiro, Benson P., and Frank V. Cespedes. Sales Management. Business Fundamentals. Boston: Harvard Business School Publishing, 1998.
- August 1984 (Revised May 1992)
- Case
MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment
By: John F. Cady and Frank V. Cespedes
Cady, John F., and Frank V. Cespedes. "MCI Telecommunications Corp. (C): Data Communications Market Opportunity Assessment." Harvard Business School Case 585-097, August 1984. (Revised May 1992.)
- January 1983 (Revised September 1983)
- Case
E.T. Phone Home, Inc.: Forecasting Business Demand
By: John F. Cady and Frank V. Cespedes
Describes a process for forecasting market demand for an emerging technology--cellular radio. The student must critically evaluate the demand model and the market estimates, and modify them as appropriate in order to develop a marketing plan and budget. View Details
Keywords: Budgets and Budgeting; Forecasting and Prediction; Marketing Strategy; Demand and Consumers; Business Processes; Technology
Cady, John F., and Frank V. Cespedes. "E.T. Phone Home, Inc.: Forecasting Business Demand." Harvard Business School Case 583-121, January 1983. (Revised September 1983.)
- April 18, 2023
- Article
The Rebirth of Software as a Service
By: Frank V. Cespedes and Jacco van der Kooij
Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details
Cespedes, Frank V., and Jacco van der Kooij. "The Rebirth of Software as a Service." Harvard Business Review (website) (April 18, 2023).
- 01 Jun 2014
- News
Alumni and Faculty Books for June 2014
the long term. Faculty Books Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling by Frank V. Cespedes... View Details
- Article
How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the... View Details
Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
- 03 May 2011
- First Look
First Look: May 3
These changes relate to: advisory notes by shareholders, refinements to board structure, non-disclosure on compensation and tightening up of certain enforcement provisions. Purchase this... View Details
Keywords: Sean Silverthorne
- September 2013
- Supplement
SafeBlend Fracturing, Spreadsheet for Instructors (Brief Case)
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
- September 2013
- Supplement
SafeBlend Fracturing, Spreadsheet for Students (Brief Case)
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
- September 2013
- Case
SafeBlend Fracturing
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.
- September 2013
- Teaching Note
SafeBlend Fracturing (Brief Case)
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
- June 2013
- Teaching Note
Ron Ventura at Mitchell Memorial Hospital (Brief Case)
By: Paul Swiercz, Heide Abelli and Frank V. Cespedes
- 01 Sep 2022
- News
Selling with Service
- 16 Dec 2021
- News
Avoid a One-Size-Fits-All Approach to Sales Coaching
- 08 Sep 2014
- News
What You Don't Know About Sales Could Hurt Your Strategy
- 05 Sep 2012
- First Look
First Look: September 5
at the Switch? Frank V. Cespedes and Diane BadameHarvard Business School Case 913-505 PV Technologies, Inc. is an industry-leading manufacturer of photovoltaic inverters used... View Details
Keywords: Sean Silverthorne
- 19 Oct 2010
- First Look
First Look: October 19, 2010
increase the discount rate so that it includes the cost of capital plus the probability of a downside Download the paper: http://www.hbs.edu/research/pdf/11-036.pdf Cases & Course MaterialsPricing, Profits and Customer Value Frank... View Details
Keywords: Sean Silverthorne
- Web
Bibliography - Option Pricing in Theory & Practice: The Nobel Prize Research of Robert C. Merton - Exhibits - Historical Collections
Institutions , Conference Series #21. Federal Reserve Bank of Boston, October 1979. Merton, Robert C. "Capital Theory and the Pricing of Financial Securities." In Handbook of Monetary Economics , vol. 1, edited by Benjamin F. Friedman and... View Details
- 10 Mar 2021
- News
New Releases: Alumni and Faculty Books, Podcasts
in doing more good with your limited time on the planet, and experience greater satisfaction in the process. Sales Management That Works: How to Sell in a World That Never Stops Changing By Frank View Details
- Web
Annual Report 2017 - Annual Report 2017
introduction to the School, including a behind-the-scenes tour featuring assets from the Library’s Historical Collections, sessions on research and research support, and an immersion in teaching by the case method—including opportunities... View Details