Inside Sales Model - Publications - Faculty & Research

08 Aug 2023
Research & Ideas

The Rise of Employee Analytics: Productivity Dream or Micromanagement Nightmare?

example, behavioral data can help sales teams optimize their outreach tactics. It could highlight bottlenecks in engineering, product development, and factory operations. “The idea here is that organizations can help employees use their... View Details

Keywords: by Ben Rand

01 Apr 1998
News

Plunging Into the Net

studies, course notes, journal articles, and a forthcoming book - Marketspace - by Rayport. In addition, HBS is delivering human capital. "Our graduates are going into established industries and creating new models that are changing the... View Details

27 Sep 2004
Research & Ideas

IBM Finds Profit in Diversity

goals without providing the structures to educate senior executives in the specific challenges faced by various constituencies. In addition, these strategies often don't provide models that teach or encourage new behaviors. IBM has taken... View Details

Keywords: by David A. Thomas

01 Mar 2010
News

Lords of Strategy

the best can be fairly hermaphroditic creatures, one minute exhibiting a professor’s passion for the great clarifying concept, the next displaying sales skills worthy of a street hustler. Among my contentions is that it was this very... View Details

Keywords: Garry Emmons; Publishing Industries (except Internet); Information; Management of Companies and Enterprises; Management; Management, Scientific, and Technical Consulting Services; Professional Services

28 May 2012
Research & Ideas

A Pragmatic Alternative for Creating a Corporate Social Responsibility Strategy

In fact, some executives have gone to great lengths to throw the company's entire business model behind CSR. The late Ray Anderson, founder of the global carpet company Interface, said he had an "epiphany" about the environmental damage... View Details

Keywords: by Dina Gerdeman

15 Aug 2016
Research & Ideas

Black Swans and Big Trends Can Ruin Anyone's Internet Prediction

paragraphs to Google, which, by 2001, already was the 15th largest website in the United States. Despite this traffic, Google’s ecosystem impact was still modest at the time. The company was still a year away from adopting the paid search View Details

Keywords: by Thomas R. Eisenmann; Technology

04 Apr 2005
What Do You Think?

Can an Organization’s “Deep Smarts” Be Preserved?

Summing Up This month's column appears to have struck a chord with those who lament the continuing loss of implicit knowledge buried inside the heads of experienced leaders (termed "deep smarts" by Dorothy Leonard and Walter... View Details

Keywords: by James Heskett

01 Mar 2008
News

Innovation, Inc.

entrepreneurship itself. At HBS we define entrepreneurship as the pursuit of opportunity beyond the resources you currently control — so, obviously, creativity is a big factor.” In her new elective course, Leading Innovative Ventures, HBS associate professor Mary... View Details

Keywords: Julia Hanna; Mary Tripsas; Colleges, Universities, and Professional Schools; Educational Services; Management

01 Apr 1998
News

World Class Learning

strengthens the value of the HBS learning model for all our students," he notes. Other faculty members agree that diverse classes form the cornerstone of excellent courses. "Diversity of all kinds is the basis upon which dynamic case... View Details

Keywords: Eileen K. McCluskey

14 Mar 2019
News

The Merchant of Osaka

of their shoes inside the doorway. Each takes a seat on either side of the bed. As the nurse unfolds a laptop, Dr. Umeda closes his hand around the patient’s and leans in, all tenderness and warmth. “You’re looking better, Sato-san. It’s... View Details

Keywords: Health, Social Assistance

07 Nov 2017
First Look

New Research and Ideas: November 7, 2017

contexts (Coase, 1937; Williamson, 1981; Ouchi, 1980). The underrepresentation of democratic models compared to hierarchy would thus seem to reflect, in part, a triumph of this economic logic (e.g., Hansmann, 1996). What does the balance... View Details

Keywords: Carmen Nobel

09 May 2021
Blog Post

Meet the MoMBAs – Persisting Through a Difficult Year

and breastfeeding – this is no surprise. That said, the student mother community at HBS is growing every year. In 2020 almost every section could have one mother in the mix, to add a unique perspective to case discussions and to act as a role View Details

22 Mar 2010
Research & Ideas

One Strategy: Aligning Planning and Execution

deep culture of direct sales to corporate customers, the company was slow to take advantage of a rapidly emerging consumer market—at least until founder Michael Dell returned to shake things up. "Our past is littered with firms that... View Details

Keywords: by Sean Silverthorne; Video Game; Web Services

04 Jun 2001
Research & Ideas

Why dot.coms Will Rise Again

& Fung is a publicly traded family company that McFarlan reckoned would clock $5 billion in US sales by the end of 2001. The company operates a supply chain network involving "thousands" of factories across China, Southeast... View Details

Keywords: by Martha Lagace

15 Jan 2020
News

The Business of Access

position at San Mateo–based Shelter Network, which needed her skills to research and implement its merger with another homelessness service provider, InnVision, in Santa Clara. InnVision’s business model was to charge homeless people for... View Details

Keywords: Maureen Harmon

16 Jan 2019
Research & Ideas

What Football Firings Teach Managers About Staying Relevant

to their dismissal. A link between tenure and effectiveness We developed a simple model to analyze the relationship between coach tenure and effectiveness using NFL data from 2000 to 2015. The model used... View Details

Keywords: by Boris Groysberg, Evan M.S. Hecht, and Abhijit Naik; Sports

20 Jul 2022
News

Wired to be Inspired

economic model and the HR model and getting it all working. But he said leaders need to also be poets. Now, what is a poet? A poet is somebody who creates a vision, a beautiful view of what the world could... View Details

Keywords: Management of Companies and Enterprises; Management

24 Dec 2013
First Look

First Look: December 24

a variety of metrics, Trader Joe's ranked as one of the most successful grocers in the United States in 2013. Experts estimated that the company had the highest sales per square foot of any major grocery chain, even significantly high... View Details