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  • Article

Managing Multiple Channels

By: Frank V. Cespedes and E. Raymond Corey
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  • 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
Keywords: Customers; Sales; Technology Industry
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  • 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
Keywords: Sales; Learning; Training; Performance
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  • September 2013
  • Teaching Note

SafeBlend Fracturing (Brief Case)

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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  • 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
  • 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
  • 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
Keywords: Margie Kelley; Publishing Industries (except Internet); Information
  • 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
  • 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
  • 01 Dec 1996
  • News

Starting Up and Starting Over

entrepreneurial course development. The Management of New Enterprises course of 1947 was joined in the 1950s by Small Manufacturing Enterprises (SME), taught by Frank Tucker... View Details
  • Web

2025 Reunion Presentations - Alumni

Changing Senior Lecturer Frank Cespedes + More Info - Slides – Less Info - Slides Selling and sales management requirements are changing quickly and are having an impact on other activities in companies. But... View Details
  • 18 Aug 2021
  • News

Alumni on the Black Lives Matter Movement

segment on Black fatherhood in America. Led by Al Roker, the show discussed how the recent murders of Black people have put renewed emphasis on the fact that Black fathers often need to have frank... View Details
  • 16 Dec 2020
  • Blog Post

Alumni on the Black Lives Matter Movement

1996), a CEO in the food industry, and his son, Carson, were recently featured in a “Today” show segment on Black fatherhood in America. Led by Al Roker, the show discussed how the recent murders of Black people have put renewed emphasis... View Details