Sales - Publications - Faculty & Research

01 Dec 2010
News

Do Good: Eat Chocolate

She raised $300,000 from family and friends, making full use of the HBS network and tapping into angel investing groups, since raising about $1.5 million more. With annual sales well beyond the $1 million mark, Endline notes that... View Details

Keywords: Julia Hanna; candy; chocolate; Crop Production; Agriculture; Food Manufacturing; Manufacturing

01 Dec 2020
News

The Fine Print: Alumni Recommend Their Best Reads

front: Bob Moesta’s Demand-Side Sales 101. On the personal development side: Dan Harris’s 10% Happier: How I Tamed the Voice in My Head, Reduced Stress Without Losing My Edge, and Found Self-Help That Actually Works—A True Story. And in... View Details

01 Apr 1996
News

Stewards of the Seventh Generation

that electric cars constitute 2 percent of all car sales by 1998, the company, along with the rest of the auto industry, protested vigorously. "The role of government should be to provide incentives for people to embrace sustainable... View Details

Keywords: Marguerite Rigoglioso, Garry Emmons, Linda Goodspeed, and Elaine Gottlieb

30 Jan 2021
News

Finding a Fresh Approach to Dry Cleaning

items, is about $35. Simon’s troops clean more than 100,000 pieces a year,” Heath writes. These higher volumes and higher prices helped Parkway reach almost $4 million in annual revenue before the pandemic hit last March. “Simon said most dry cleaners consider $1... View Details

Keywords: Personal and Laundry Services; Personal Services

01 Mar 2017
News

Promoting a Deeper Understanding

Cynthiana, Kentucky, with sales offices in Europe and Asia. Supporting the School’s efforts to continue to deepen the global knowledge of HBS’s faculty and students has been a priority for Bullard and his wife, Sherri. They initially... View Details

01 Jan 2008
News

John Doerr, MBA 1976

earning engineering degrees at Rice University, Doerr came to HBS and learned, as he puts it, “to think and speak on my feet.” His education continued at chipmaker Intel, where he gained experience in managing people, marketing, and sales... View Details

01 Mar 2004
News

Toy Story

developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details

Keywords: Susan Young; toys; Amusement, Gambling, and Recreation Industries; Arts, Entertainment

01 Mar 2019
News

Case Study: Off to a Fine Art

product/market fit (PMF). On that note, my recommendation would be to continue to test and learn in search of PMF, starting with your sales approach. One way to do this would be to meet with dozens of florists and caterers to see if you... View Details

Keywords: Jen McFarland Flint

01 Sep 2017
News

Case Study: Confidence Builder

go-to-market strategies in parallel: The students represent an audience that is familiar with Confi, so market acceptance and credibility is already there. The universities are able to roll out the program, so Confi will achieve critical mass, but it is a longer View Details

Keywords: April White; Confi; Colleges, Universities, and Professional Schools; Educational Services

01 Jan 2005
News

Judith R. Haberkorn, 111th AMP, 1992

Retired President, Consumer Sales & Services, Verizon Communications Inc. Return to Alumni Achievement Awards main page EARLIER EDUCATION Briarcliff College, 1968 B.A., International Relations LIFELONG LESSON FROM HBS "Leadership matters.... View Details

01 Mar 2006
News

The Little Ice-Cream Company That Could

ice-cream business, they set their sights low. “Originally, we thought maybe we could become the leading ice-cream company in the San Francisco Bay Area,” recalls Rogers. “We had no sense of geographic expansion.” The pair turned out to be savvy managers. Within four... View Details

Keywords: Roger Thompson; Food Manufacturing; Manufacturing

01 Jun 2019
News

Case Study: Mind the Gap

that you would hail an Uber ride,” Berendt says. Software houses across Europe meanwhile will be able to grow their sales pipeline, access new markets, and create economic opportunities locally. The Question: With $5 million in seed... View Details

Keywords: Architectural, Engineering, and Related Services; Professional Services

01 Jun 2003
News

Respond to a Worthy Cause

two thousand copies of the twenty thousand print run were sold, enough to cover production costs. Since then, sales have been strong. “By wrapping the anti-violence message in a package of beautiful songs by great female artists, we were... View Details

Keywords: Michael Watkins; Arts, Entertainment

01 Dec 1999
News

A Class Act

and planned to get her money's worth." Keep those cards and letters coming! February 1, 1928 Theodore Sander, Jr., has resigned his position with Goldman, Sachs & Company and has been appointed assistant sales manager of the Royal Baking... View Details

Keywords: Nancy O. Perry

01 Jun 2010
News

M.I.A. Boards

incompetence, and negligence by a corporate board. The board at Merrill Lynch was so disconnected from the company that when shareholders met in December 2008 to approve the company’s sale to Bank of America — after five straight... View Details

Keywords: John Gillespie;David Zweig; Finance

23 May 2019
News

Marla Beck, MBA/MPA 1998

decision to buck the industry standard and invest in employees. “Our business model gives employees a career path,” she says, noting that half of the company’s top managers started as sales associates. As she expanded Bluemercury beyond... View Details

Keywords: Susan Young

01 Apr 1998
News

Plunging Into the Net

Carpenter (MBA '83) Deals For Sale FairMarket's Scott T. Randall (MBA '87) Booting Up inVestments' Barbara Thornton (MBA '95) Emerging Information Internet Securities' Gary G. Mueller (MBA '94)/a> View Details

01 Dec 2018
News

Ask the Expert: Gimme Shelter

crafting innovative ways to make that happen in the Bay Area, where median home prices sail north of $1 million. In Oakland, for example, the nonprofit used a little-known tool called the Chapter 8 Tax Sale to acquire 24 blighted,... View Details