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  • All HBS Web  (2,543)
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    • News  (579)
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    • Events  (14)
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Show Results For

  • All HBS Web  (2,543)
    • People  (4)
    • News  (579)
    • Research  (1,489)
    • Events  (14)
    • Multimedia  (40)
  • Faculty Publications  (962)
← Page 21 of 2,543 Results →
  • 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
Citation
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Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.

    Raffaella Sadun

    Raffaella Sadun is Charles E. Wilson Professor of Business Administration at Harvard Business School, and is a Co-Chair of Harvard Business School’s Project on Managing the Future of Work and co-PI of the Digital Reskilling Lab. Sadun received her PhD in Economics... View Details

    • 12 PM – 1 PM EDT, 01 Nov 2016
    • Webinars: Trending@HBS

    Leadership in the Digital Era

    Digital technologies have revolutionized relationships, and leadership is no exception. To be truly engaged, effective leaders must harness the power of digital communications and branding rather than remain on the sidelines, frozen by fear and the unknown. The key is... View Details
    • 07 Jun 2014
    • News

    Planting for Profit, and Greater Good

    • 05 Nov 2019
    • News

    Women face bias in promotions, raises. What they need to know to ace their year-end review

    • 01 Aug 2023
    • Cold Call Podcast

    Can Business Transform Primary Health Care Across Africa?

    Keywords: Re: Regina E. Herzlinger; Pharmaceutical; Health
    • 28 Apr 2023
    • Cold Call Podcast

    Sweden’s Northvolt Electric Battery Maker: A Startup with a Mission

    Keywords: Re: George Serafeim; Battery; Auto; Electronics; Energy
    • April 2006
    • Case

    Medical Innovation Beyond MedStar: Mobilizing for National Impact

    By: Rosabeth M. Kanter, Ryan Raffaelli and Michelle Heskett
    Dr. Craig Feied, director of MedStar Health's Medical Informatics programs, wanted his innovations to influence national health care. Since joining Washington Hospital Center's Emergency Department in 1995 with Dr. Mark Smith, their information system had become the... View Details
    Keywords: Collaborative Innovation and Invention; Innovation Strategy; Technological Innovation; Policy; Government and Politics; Innovation and Management; Projects; Corporate Social Responsibility and Impact; Medical Devices and Supplies Industry; Health Industry; Washington (state, US)
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    Kanter, Rosabeth M., Ryan Raffaelli, and Michelle Heskett. "Medical Innovation Beyond MedStar: Mobilizing for National Impact." Harvard Business School Case 306-096, April 2006.
    • 25 Oct 2010
    • HBS Case

    Tesco’s Stumble into the US Market

    too ambitious. It assumed that Tesco would get everything right on the first try. On the other hand, Tesco rightly aimed to scale the concept as soon as possible so that fixed overhead investments in its own distribution centers could be... View Details
    Keywords: by Sean Silverthorne; Retail
    • March 2011
    • Article

    The New M&A Playbook

    By: Clayton M. Christensen, Richard Alton, Curtis Rising and Andrew Waldeck
    Companies spend more than $2 trillion on acquisitions every year, yet the M&A failure rate is between 70% and 90%. Executives can dramatically increase their odds of success, the authors argue, if they understand how to select targets, how much to pay for them, and... View Details
    Keywords: Mergers and Acquisitions; Business Model; Disruptive Innovation; Growth and Development Strategy; Integration
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    Christensen, Clayton M., Richard Alton, Curtis Rising, and Andrew Waldeck. "The New M&A Playbook." Harvard Business Review 89, no. 3 (March 2011).
    • 25 Jan 2022
    • Cold Call Podcast

    How Footwear Startup Allbirds is Decarbonizing Fashion

    Keywords: Re: Michael W. Toffel
    • July 2019 (Revised March 2020)
    • Case

    At-Bay Cyber Insurance

    By: Marco Di Maggio and David Lane
    At-Bay was a cyber insurance startup that offered companies coverage against a wide array of cyber risks—exposure to which the firm was able to quickly assess and price on the basis of technical expertise that traditional insurance carriers lacked. In mid-2019, At-Bay... View Details
    Keywords: Business Startups; Insurance; Disruptive Innovation; Risk Management; Product Marketing; Distribution Channels; Information Technology; Salesforce Management; Insurance Industry
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    Di Maggio, Marco, and David Lane. "At-Bay Cyber Insurance." Harvard Business School Case 220-005, July 2019. (Revised March 2020.)
    • March 2020
    • Case

    Maven Clinic: Women's Health in the Digital Age

    By: Ariel D. Stern and Sarah Mehta
    In late 2017, Kate Ryder, the founder and CEO of digital women’s health telemedicine company Maven Clinic, faced an important decision. Maven offered both a direct to consumer (D2C) product that anyone could use to book virtual appointments with health practitioners... View Details
    Keywords: Business Growth and Maturation; Business Model; Business Startups; Entrepreneurship; Health; Health Care and Treatment; Strategy; Information Technology; Applications and Software; Health Industry; Technology Industry; United States
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    Stern, Ariel D., and Sarah Mehta. "Maven Clinic: Women's Health in the Digital Age." Harvard Business School Case 620-035, March 2020.
    • November 2008 (Revised April 2010)
    • Case

    Youth Villages

    By: Allen S. Grossman, Cathy Ross and William Foster
    Tennessee-based nonprofit Youth Villages had an impressive record of serving emotionally and behaviorally troubled youth and their families, with higher success rates and lower costs than most child services providers. Yet expanding to offer its services on a broader... View Details
    Keywords: Growth and Development Strategy; Service Operations; Business and Government Relations; Nonprofit Organizations; Expansion; Tennessee
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    Grossman, Allen S., Cathy Ross, and William Foster. "Youth Villages." Harvard Business School Case 309-007, November 2008. (Revised April 2010.)
    • 23 Jun 2022
    • News

    This State Will Hire You—No College Degree Required

    • 30 Mar 2021
    • Working Paper Summaries

    Whose Job Is It Anyway? Co-Ethnic Hiring in New US Ventures

    Keywords: by Sari Pekkala Kerr and William R. Kerr
    • 17 Jan 2019
    • News

    Caregiving Crisis

    • 10 Jan 2022
    • Video

    Professor Kash Rangan: Enlightening

    • September 2003 (Revised April 2004)
    • Case

    Charles River Partnership XI

    By: William A. Sahlman
    Describes a situation confronting the management of a highly successful venture capital firm in April 2002. The industry has changed materially since it raised a $1.2 billion dollar fund, and the partners must decide whether to scale back the size of the fund. View Details
    Keywords: Management; Venture Capital; Partners and Partnerships
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    Sahlman, William A. "Charles River Partnership XI." Harvard Business School Case 804-052, September 2003. (Revised April 2004.)
    • April 2017 (Revised November 2017)
    • Case

    BlackRock (D): Organizing for the Future (with video links)

    By: Ranjay Gulati, Jan W. Rivkin and Aldo Sesia
    By the end of 2015, BlackRock had succeeded beyond any of the early dreams of its founders. The firm remained the world’s largest asset manager, with more than $4.6 trillion under management, and other financial services companies used BlackRock’s Aladdin platform to... View Details
    Keywords: Strategy; Competition; Information Technology; Asset Management; Growth and Development Strategy; Financial Services Industry; United States
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    Gulati, Ranjay, Jan W. Rivkin, and Aldo Sesia. "BlackRock (D): Organizing for the Future (with video links)." Harvard Business School Multimedia/Video Case 717-487, April 2017. (Revised November 2017.)
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