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- Faculty Publications (43)
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- All HBS Web (385)
- Faculty Publications (43)
- 01 Feb 2001
- News
In Dot-Calm Era, Conference Examines Options for Entrepreneurs
Is the bloom off the entrepreneurial rose? Do B2B and B2C mean "Back to Banking" and "Back to Consulting," as the current joke would have it? Where are the opportunities for those who still believe starting their own business is the way...
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Information
- Web
Courses by Faculty Unit - Course Catalog
Q2 1.5 Entrepreneurial Sales 101: Founder Selling Mark Roberge Lou Shipley Fall 2024 Q2 1.5 Mark Roberge Lou Shipley Spring 2025 Q3 1.5 Entrepreneurial Sales 102: Building,...
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- 01 Feb 2000
- News
Jerry Shafir: A Simmering Success Story
Cuisine brand more visibility - the company has begun selling soup in individual serving-sized portions, a move Shafir characterizes as "a really big step for us." "Until now," he explains, "we've been mostly View Details
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Deborah Blagg
- 01 Jun 2004
- News
Books
University Press) Walter Friedman’s Birth of a Salesman: The Transformation of Selling in America documents the history of salesmanship, from the days of peddlers to the creation of modern sales forces at companies like National Cash...
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- 01 Dec 2001
- News
Steven Rogers
the corner store, and helped his mother, a single parent of four, sell furniture at weekend flea markets. Although his family was "periodically on welfare" and food stamps were a regular part of life, Rogers describes his upbringing with...
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- 02 Dec 2010
- News
Ten Rules for Entrepreneurs
like most, failed. But the experience made him curious about the differences between entrepreneurial winners and losers. Having written a book about West Point, he resolved to turn his attention to “the West Point of capitalism”: HBS....
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- 01 Dec 1996
- News
Starting Up and Starting Over
history courses today. The first HBS course designed specifically to teach entrepreneurial management - The Management of New Enterprises - was introduced in 1947, one of several HBS initiatives undertaken to address the unique...
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- 01 Dec 2013
- News
Len Schlesinger Returns
other. Right now I feel very much like a kid in a candy store who is trying not to overeat. What are you looking forward to working on? I continue to be intrigued by the role of entrepreneurial activity inside large corporations. Right...
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- 25 Jun 2014
- Lessons from the Classroom
FIELD Trip: Conquering the Gap Between Knowing and Doing
The mission: To sell more laptops. The market: Rural China. The challenge: The business partner wants to know what laptop features would be appealing to customers in rural China. Landing in Shanghai with eight days to find out, a team of...
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- 01 Dec 2018
- News
Ready, Set, Launch
outset, then they waste important resources trying to sell it, says Professor Tom Eisenmann, faculty co-chair of the Arthur Rock Center for Entrepreneurship. “It takes a lot of time, time equals money, the money runs out, and the startup...
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- 01 Sep 2011
- News
Letters to the Editor
up with a look at the many HBS alums who have played similar roles in business schools around the country. For example, after selling my first venture, I launched UC Irvine's program in 1984 and then Pepperdine's program in 1989, where I...
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- Profile
Luciana Baigun
online platform for the economics community at the school – so she built one. Later, as an auction theory analyst with clients all over the world, she was struck by the ubiquity of mobile phones in India and how they allowed farmers to find the best markets for their...
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- 01 Jun 2014
- News
Start Me Up
5 Keys to Startup Success From the Nigam playbook Selling "A crucial skill, because startup founders are always selling, to potential investors, customers, employees, you name it. Get your pitch down pat!" Execution "Lots of people have...
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Garry Emmons
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
period—and so did in-store sales as well as sales of jigsaw puzzles and walkie-talkies. It’s not clear what we learn from panic buying. So let’s look at what was happening online before the virus of 2020. Ecommerce has been part of the internet for 30 years. Books.com...
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by Frank V. Cespedes
- 13 Sep 2004
- Research & Ideas
Cash and the Woman-Owned Business
fund the launch of nearly all start-ups. The founders' current income, cash reserves, credit card capacity, and "mortgagable" assets account for most of the early stage capital in the United States.2 Other forms of non-cash View Details
- Profile
James Reinhart
his venture as a platform for buying and selling used children’s clothing. An entrepreneur, he pointed out, has to look for ways to create value, and he realized his original concept would only succeed with enormous, eBay-level scale. The...
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- 07 Sep 2021
- News
September 2021 Alumni Books
Victoria Crittenden (DBA 1989) and William Crittenden Business Expert Press Direct selling is not an industry, per se, nor is it merely a go-to-market business model or channel to reach consumers. It is bigger than any of that: Direct...
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Margie Kelley
- 01 Dec 2011
- News
Ticktock
Clock” (with former research associate Eliot Sherman) and the follow-up case, “Nanda Home: Preparing for Life after Clocky” (with Jill Avery, DBA ’07), Ofek explores the challenges of designing, positioning, marketing, and selling Clocky,...
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- 03 Nov 2008
- HBS Case
Economics of the Ethanol Business
government intervention." This is also a fascinating entrepreneurial story. The beginnings of MME lie with case protagonist Ryland Utlaut (the group's president) and ten other farmers, who put together seed money of $25,000 in 2002...
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- 01 Dec 1997
- News
Arthur Rock (MBA '51)
California, Rock became a believer in the group's vision and set out to sell their idea to potential investors. Thirty-five companies turned him down; investing in something at the idea stage was too foreign to them. Eventually, Rock...
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