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  • 26 Oct 2010
  • First Look

First Look: October 26, 2010

  PublicationsSelling to Many Countries—Within the U.S. Authors:Frank V. Cespedes and Michael Wong Publication:MIT Sloan Management Review 52, no. 1 (fall 2010) Abstract In pursuing growth, many companies... View Details
Keywords: Sean Silverthorne
  • 03 Apr 2012
  • First Look

First Look: April 3

growth in 2011 and beyond, executives contemplated how to best apply their purchasing and supply chain knowledge into new international markets. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/512004-PDF-ENG Customer Visits for Entrepreneurs View Details
Keywords: Carmen Nobel
  • 22 Aug 2017
  • First Look

First Look at New Research and Ideas, August 23

patterns. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53100 June 12, 2017 Harvard Business Review Your Sales Training Is Probably Lackluster. Here's How to Fix It By: Cespedes, Frank V., and Yuchun Lee Abstract— U.S.... View Details
Keywords: Sean Silverthorne
  • 10 Oct 2017
  • First Look

First Look at New Research and Ideas, October 10, 2017

https://www.hbs.edu/faculty/Pages/item.aspx?num=53251 August 22, 2017 Harvard Business Review Find the Right Metrics for Your Sales Team By: Cespedes, Frank V., and Robert Marsh Abstract—This article reports the results of a survey of key... View Details
Keywords: Sean Silverthorne
  • 06 Oct 2020
  • Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

productivity in your sales team after the crisis. To learn more, read Predictions, Prophets, and Restarting Your Business Frank V. Cespedes, MBA Class of 1973 Senior Lecturer of Business Administration. Tip:... View Details
Keywords: by Sean Silverthorne
  • 15 May 2017
  • Sharpening Your Skills

The Promises and Limitations of Big Data

replacement of physical assets by digital technologies. But a bigger and more impactful trend, according to researchers Frank V. Cespedes and... View Details
Keywords: by Sean Silverthorne; Financial Services; Utilities; Public Administration; Health
  • 14 Jun 2010
  • Research & Ideas

The Hard Work of Measuring Social Impact

of Nonprofit Organizations in June, a joint executive education program presented by the HBS Social Enterprise Initiative, Harvard's Hauser Center for Nonprofit Organizations, and the Harvard Kennedy School. He will co-chair the HBS... View Details
Keywords: by Julia Hanna
  • 09 Dec 2011
  • News

Harvard program puts focus back on sales

  • 10 Aug 2010
  • First Look

First Look: August 10

Frank V. Cespedes, and Kerry HermanHarvard Business School Case 709-441 In 2008, concert producer and promoter Live Nation faces a decision about its strategy in light of the tumultuous changes in the music... View Details
Keywords: Martha Lagace
  • June 2023 (Revised January 2024)
  • Case

Communities In Schools (Atlanta): Innovating a College Program

By: V. Kasturi Rangan, Lynda M. Applegate and Alexis Lefort
Frank Brown, CIS of Atlanta's new Black CEO, was keen to extend CIS's well-honed case management in schools program to youth in college. Founded 50 years ago by Bill Milliken, CIS, a network of 110 affiliates, had built a strong program of assisting and supporting... View Details
Keywords: Decisions; Education; Expansion; Organizational Change and Adaptation; Atlanta
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  • 09 Jun 2015
  • First Look

First Look: June 9, 2015

Aligning Strategy and Sales By: Cespedes, Frank V. Abstract— Much current opinion asserts that strategy is less important (and may, in fact, be an impediment) in an era of constant change. This publication... View Details
Keywords: Sean Silverthorne

    Rajiv Lal

    Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details

    • 01 Feb 1997
    • News

    Shaping the Future of Business: Entrepreneurial Evolution at HBS

    every field of business endeavor. Their impact has been significant and broad-based: according to research by Associate Professor Amarnath V. Bhidé, more than one-third of HBS alumni currently manage their... View Details
    Keywords: Nancy O. Perry and Susan Young; profiles by Garry Emmons
    • Web

    Organizational Behavior - Doctoral

    McFowland III Kathleen L. McGinn Tsedal Neeley Michael I. Norton Leslie A. Perlow Jeffrey T. Polzer Ryan L. Raffaelli Lakshmi Ramarajan James W. Riley Raffaella Sadun Emily Truelove Michael L. Tushman Ashley V. Whillans Ting Zhang Julian... View Details
    • July 8, 2022
    • Article

    How to Conduct a Great Performance Review

    By: Frank V. Cespedes
    Dissatisfaction with performance appraisals is pervasive, but they remain an essential managerial responsibility. The purpose of performance reviews is two-fold: an accurate and actionable evaluation of performance, and then development of that person’s skills in line... View Details
    Keywords: Performance Review; Feedback; Employees; Management Skills
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    • Article

    Sales Methodologies and Selling

    By: Frank V. Cespedes
    Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However,... View Details
    Keywords: Methodology; Sales; Analysis
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    • 2021
    • Book

    Sales Management That Works: How to Sell in a World That Never Stops Changing

    By: Frank V. Cespedes
    Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive... View Details
    Keywords: Sales; Strategy; Salesforce Management; Change; Adaptation
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    • January 2013
    • Case

    Andrew Ryan at VC Brakes

    By: Frank V. Cespedes and Sunru Yong
    An aftermarket brake component manufacturer, VC Brakes, is bought out by a global automotive parts corporation after the 2008 financial crisis. Unlike its previous parent company, the new owner attempts to change VC Brakes' autocratic management style and... View Details
    Keywords: Organizational Culture; Quality Management; Crisis Management; Human Resource Management; Organizational Change and Adaptation; Quality; Change Management; Leading Change; Restructuring; Management Practices and Processes; Problems and Challenges; Auto Industry
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    • March 1994 (Revised March 1995)
    • Case

    Astra/Merck Group

    By: Frank V. Cespedes and Marie Bell
    Astra/Merck (A/M), originally a joint venture of AB Astra and Merck & Co., is preparing to be an independent company in 1993. Since the company does not engage in basic research and development of drugs, it is essentially a distribution organization. Fundamental to... View Details
    Keywords: Cost vs Benefits; Marketing Strategy; Distribution; Performance Evaluation; Research and Development; Risk and Uncertainty; Sales; Competitive Strategy; Pharmaceutical Industry
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    • Web

    South Asia - Global

    for yield estimation and program evaluation. June 2025 Case TagHive: Edtech Pricing and Distributor Decisions By: Isamar Troncoso , Frank V. Cespedes and Stacy Straaberg... View Details