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- November–December 2022
- Article
Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It
By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products... View Details
- November 1, 2022
- Other Article
The Sales Success Matrix
By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
- June 2018
- Teaching Note
Macy's: Evolution in the Sunshine State
Teaching Note for HBS No. 416-018. View Details
- February 2018
- Case
Wiikano Orchards
By: Benson P. Shapiro and Katherine B. Hartman
Wiikano Orchards, a family-owned business, faces declining demand in a commodity industry. The president is considering rebranding Wiikano's apple juice, increasing its prices and promotions. If this proposal succeeds, wholesalers and retailers would be more likely to... View Details
- February 2018
- Teaching Note
Wiikano Orchards (Brief Case)
By: Benson P. Shapiro and Katherine B. Hartman
Teaching Note for HBS No. 918-517. View Details
- February 2018
- Supplement
Wiikano Orchards, Spreadsheet for Instructors (Brief Case)
By: Benson P. Shapiro and Katherine B. Hartman
- February 2018
- Supplement
Wiikano Orchards, Spreadsheet for Students (Brief Case)
By: Benson P. Shapiro and Katherine B. Hartman
- September 2015 (Revised June 2018)
- Case
Macy's: Evolution in the Sunshine State
In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details
- January 2014 (Revised August 2017)
- Case
StepSmart Fitness
By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
StepSmart Fitness, a manufacturer of exercise equipment, is undergoing a sweeping reorganization. The new CEO has terminated the District Sales Director and Regional VP and promoted 30-year-old Benjamin Cooper to manage the underperforming New England district. A... View Details
- January 2014
- Teaching Note
StepSmart Fitness (Brief Case)
By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
- January 2014
- Supplement
StepSmart Fitness, Spreadsheet for Instructors (Brief Case)
By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
- January 2014
- Supplement
StepSmart Fitness, Spreadsheet for Students (Brief Case)
By: Robert J. Dolan, Benson P. Shapiro 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
- September 2013
- Teaching Note
SafeBlend Fracturing (Brief Case)
By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
- 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 2010 (Revised August 2011)
- Background Note
Pricing, Profits, and Customer Value
By: Frank V. Cespedes, Benson P. Shapiro and Elliot B. Ross
This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price.... View Details
- May 24, 2010
- Article
Raise Your Prices!
By: Frank V. Cespedes, Elliot Ross and Benson P. Shapiro
Keywords: Price
- October 2008 (Revised March 2011)
- Case
Curled Metal Inc.—Engineered Products Division
By: Benson P. Shapiro and Frank V. Cespedes
Curled Metal Incorporated has declining sales but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are many times CMI's manufacturing costs. Joseph Fernandez and Rajiv Sanwal of CMI's Engineered Products... View Details
- September 2008 (Revised June 2010)
- Case
Hearts On Fire - Brand Development Manager
By: Frank V. Cespedes and Benson P. Shapiro
Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact... View Details