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Show Results For
-
All HBS Web
(2,993)
- People (5)
- News (812)
- Research (1,872)
- Events (4)
- Multimedia (30)
- Faculty Publications (1,064)
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details
- 5 Sep 2013
- Conference Presentation
The Color of Taste: Selling Food in Clear Packages in the Early-Twentieth-Century United States
By: Ai Hisano
This paper examines the role of color in the marketing and retailing of food products by focusing on the increasingly popular presentation of food in clear packages in the early-twentieth-century United States. In the 1910s, a candy company began using cellophane to...
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Hisano, Ai. "The Color of Taste: Selling Food in Clear Packages in the Early-Twentieth-Century United States." Paper presented at the CHORD Conference, Centre for the History of Retailing and Distribution (CHORD), Leeds, UK, September 5, 2013.
- 04 Dec 2023
- Podcast
Entrepreneur Harsh Shah Debates the Exit Strategy: Is it Selling Out or Building Value?
Harsh Shah and his firm’s co-founders faced a once-in-a-lifetime quandary: should they sell the incredibly successful e-commerce venture they worked so hard to build to a big conglomerate? Reflecting on the circumstances surrounding their acquisition offer, Shah...
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- 2002
- Book
Buy, Lie, and Sell High: How Investors Lost Out on Enron and the Internet Bubble
By: D. Quinn Mills
Mills, D. Quinn. Buy, Lie, and Sell High: How Investors Lost Out on Enron and the Internet Bubble. Upper Saddle River, NJ: Financial Times Prentice Hall, 2002.
- 2002
- Book
Buy, Lie, and Sell High: How Investors Lost Out on Enron and the Internet Bubble
By: D. Quinn Mills and Dirk Seifert
Mills, D. Quinn, and Dirk Seifert. Buy, Lie, and Sell High: How Investors Lost Out on Enron and the Internet Bubble. Frankfurt: Galileo Press, 2002, German ed.
- June 2017 (Revised January 2019)
- Case
Signet Jewelers: Assessing Customer Financing Risk
By: Gerardo Pérez Cavazos, Suraj Srinivasan and Monica Baraldi
Marc Cohodes, a renowned short seller, has identified weaknesses in Signet's business strategy, which he argues is heavily reliant on providing loans to customers with subprime credit scores. He believes that the company accounts for its receivables portfolio using...
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Keywords:
Short Selling;
Bad Debt Expense;
Accounting;
Financial Reporting;
Financial Statements;
Finance;
Financing and Loans;
Valuation;
Retail Industry;
Financial Services Industry;
United States
Pérez Cavazos, Gerardo, Suraj Srinivasan, and Monica Baraldi. "Signet Jewelers: Assessing Customer Financing Risk." Harvard Business School Case 117-038, June 2017. (Revised January 2019.)
- March 2018 (Revised December 2019)
- Case
Edward Lewis: Essence Magazine
By: Steven Rogers and Jacqueline Adams
Essence, the first magazine aimed at African-American women, was created by four, young, Black entrepreneurs in the aftermath of massive racial and political upheaval in the United States in 1968. The venture was a financial, branding and cultural success. By 2005, the...
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Keywords:
Female;
Decisions;
African-Americans;
Contemporary History;
Social History;
Culture;
Selling;
Acquisition;
Joint Ventures;
Corporate Entrepreneurship;
Asset Pricing;
Collaborative Innovation and Invention;
Innovation and Management;
Brands and Branding;
Media;
Organizational Culture;
Valuation;
Journals and Magazines;
Business History;
Fairness;
Adaptation;
Consolidation;
Publishing Industry;
New York (city, NY)
Rogers, Steven, and Jacqueline Adams. "Edward Lewis: Essence Magazine." Harvard Business School Case 318-115, March 2018. (Revised December 2019.)
- September–October 2020
- Article
When It's Time to Pivot, What's Your Story?: How to Sell Stakeholders on a New Strategy
By: Rory McDonald and Robert Bremner
To succeed, a new company must rally investors, staff, customers, and the media around a good story. But often that narrative turns out to be wrong, and entrepreneurs realize they need to change direction. How that shift is communicated can have a huge impact on a...
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Keywords:
Entrepreneurship;
Business Model;
Strategy;
Change Management;
Organizational Change and Adaptation;
Communication Strategy;
Business and Stakeholder Relations
McDonald, Rory, and Robert Bremner. "When It's Time to Pivot, What's Your Story?: How to Sell Stakeholders on a New Strategy." Harvard Business Review 98, no. 5 (September–October 2020): 98–105.
- April 2011
- Case
Designs by Kate: The Power of Direct Sales
By: John A. Deighton and Sarah Abbott
The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the...
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Keywords:
Direct Sales;
Consumer Marketing;
Marketing Management;
Personal Selling;
Sales Compensation;
Sales Organization;
Motivation and Incentives;
Marketing Strategy;
Salesforce Management;
Performance;
Compensation and Benefits;
Apparel and Accessories Industry
Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
- April 2017
- Teaching Note
DoubleDutch
By: Frank Cespedes
This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,...
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- January 2018 (Revised February 2019)
- Background Note
Margin Accounts
By: Samuel G. Hanson
Hanson, Samuel G. "Margin Accounts." Harvard Business School Background Note 218-079, January 2018. (Revised February 2019.)
- January 2017
- Teaching Note
Transition at DataCo?
The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but...
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- March 2016 (Revised June 2017)
- Case
Transition at DataCo?
By: Frank V. Cespedes and Carin-Isabel Knoop
The founder of a data analytics company, Stefan Brecht, has several issues with his key business developer and head of marketing and sales, Tamara Smithson. Smithson, an early hire who had been instrumental in building the firm; operates as an individual contributor;...
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Keywords:
Sales Management;
Selling;
Entrepreneurial Ventures;
Performance Management;
Professional Services;
Salesforce Management;
Sales;
Marketing;
Performance;
Consulting Industry;
United States;
France
Cespedes, Frank V., and Carin-Isabel Knoop. "Transition at DataCo?" Harvard Business School Case 816-058, March 2016. (Revised June 2017.)
- February 2013
- Case
Diamond Foods, Inc.
By: Suraj Srinivasan and Tim Gray
The Diamonds Foods, Inc. case describes the major accounting blow up at the company in late 2011 that was triggered by a report by Off Wall Street, a prominent short selling research firm. Diamond Foods, a high flying growth company in 2011, grew from a walnut farmers'...
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Keywords:
Accounting Restatements;
Accounting Scandal;
Accounting;
Financial Analysis;
Financial Statement Analysis;
Short Selling;
Revenue Recognition;
Board Of Directors;
Audit Committees;
Auditing;
Financial Reporting;
Financial Statements;
Agribusiness;
Accrual Accounting;
Earnings Management;
Corporate Accountability;
Corporate Disclosure;
Corporate Governance;
Valuation;
Revenue;
Agriculture and Agribusiness Industry;
California;
Cambridge
Srinivasan, Suraj, and Tim Gray. "Diamond Foods, Inc." Harvard Business School Case 113-055, February 2013.
- November 2018
- Case
Yatooq: Longing for Arabic Coffee
By: Mark Roberge, Gamze Yucaoglu and Samer Al-Rachedy
As one of the few female entrepreneurs in Saudi Arabia, Lateefa Alwaalan had been trying to produce the perfect cup of Arabic coffee for over a decade. In 2007, she began testing various coffee blends, which she later branded Yatooq, the Arabic word for “craving” or...
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Keywords:
Entrepreneurial Sales;
Entrepreneurial Selling;
Entrepreneurial Marketing;
Barrier To Entry;
Business Start-ups;
Yatooq;
Entrepreneurship;
Private Sector;
For-Profit Firms;
Business Strategy;
Patents;
Business Startups;
Strategic Planning;
Competitive Strategy;
Adaptation;
Corporate Entrepreneurship;
Corporate Strategy;
Food and Beverage Industry;
Saudi Arabia;
Asia
Roberge, Mark, Gamze Yucaoglu, and Samer Al-Rachedy. "Yatooq: Longing for Arabic Coffee." Harvard Business School Case 819-075, November 2018.