Sales Growth - Publications - Faculty & Research

Profile

Carlos Coto

seeing tellers as a cost, and instead, trained them to take advantage of sales opportunities?" Carlos made the pitch then rolled out a plan. In one year, floor sales increased by 120%. Carlos received... View Details

Robert H. Johnson

Under Johnson, Ingersoll-Rand enjoyed growth in products as well as profitability. In his early years, the focus of the industrial products firm was to cut costs and invest in product improvement and development. As these investments paid... View Details

Keywords: Fabricated Goods

17 May 2016
First Look

May 17, 2016

stability. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=51049 in press Economic Growth and the Origins of Modern Political Economy: Economic Reasons of State, 1500–2000 Achtung! Banditi! An Alternate Genealogy of the... View Details

Keywords: Sean Silverthorne

Owsley Brown II

Taking the helm of the family company from his brother in 1993, Brown dramatically expanded Brown-Forman’s international presence and invested heavily in sales and marketing. Brown orchestrated a total marketing “makeover” for the company... View Details

Keywords: Food & Tobacco

Web

Courses by Title - Course Catalog

back to top B Area Faculty Name Term Quarter Credits B2B Sales and Distribution Marketing, Entrepreneurial Management Lou Shipley Spring 2026 Q3 1.5 Building Trusted Organizations General Management Sandra Sucher Fall 2025 Q2 1.5 Building... View Details

09 Apr 2019
First Look

New Research and Ideas, April 9, 2019

political, as they faced widespread host government hostility and expropriation. In the contemporary global economy, political risk partially declined with the spread of liberalization, although the management of relations with host governments remained a challenge,... View Details

Keywords: Dina Gerdeman

Profile

Wendy Lim

curriculum, diversity of student body, and strong campus life, HBS became a place for renewal. Preparation for personal and professional growth The school’s general management approach appealed to Wendy. “The higher you go within an... View Details

04 Feb 2025
Blog Post

Leadership with Purpose: Redefining Success & Impact with Satpal Singh (SELP—India 4, 2019)

more strategic and holistic lens. My career has continued to evolve since SELP—India. As Country Head of Supply Chain during the pandemic, I navigated operational complexities that taught me invaluable lessons in resilience and Later as CEO at Numeric I learned the... View Details

01 Jun 2003
News

Alumni Bookshelf

How to Grow When Markets Don't by Adrian Slywotzky (MBA '80) and Richard Wise (Warner Books) Slywotzky brings his expertise in global strategy consulting to his sixth book, which examines the difficulties of sustainable growth and offers... View Details

Keywords: Publishing Industries (except Internet); Information

01 Oct 2008
Research & Ideas

How Much Time Should CEOs Devote to Customers?

Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing KnowHow, for Harvard Business. It is reprinted on HBS Working Knowledge.Customers are the source of all cash flow. Organic growth depends on... View Details

Keywords: by John Quelch

27 Jul 2023
Blog Post

Buy Big, Sell Small

least 75 percent of India’s consumer goods sales despite the significant inefficiencies of an outdated business model. “Kiranas are limited-inventory, 2,000- to 5,000-square-foot shops that don’t always get on-time deliveries or access to... View Details

June 2018 (Revised July 2018)
Teaching Note

Mark43

By: Thomas Eisenmann, Mitchell Weiss and Matt Higgins

Teaching Note for HBS No. 817-016. The founders of Mark43, an early-stage startup that provides software for law enforcement agencies, must decide whether to bid on a request for proposals (RFP) from the Los Angeles Police Department (LAPD). On the one hand, LAPD would... View Details

Keywords: Sales; Customers; Entrepreneurship; Applications and Software; Business Startups; Growth and Development Strategy; Decision Making; Technology Industry; District of Columbia; Los Angeles

Citation

Purchase

22 Feb 2010
Op-Ed

Tragedy at Toyota: How Not to Lead in Crisis

before getting better. Just as the seeds were sown over the past ten years by placing growth ahead of customer concerns and quality, digging deep into problems will likely uncover more quality concerns that will take years to resolve.... View Details

Keywords: by William George; Auto

05 Dec 2006
First Look

First Look: December 5, 2006

partners. What's more, they need to collaborate with Professional Services, the new consulting unit whose mission is to jump-start the solutions-centric approach. Whom should MacLeod hire for the top sales job, and what should he do to... View Details

Keywords: Sean Silverthorne

Web

Buy Now, Pay Later: Research Links - Printed Collections

installment plans. Manufacturers produced trade catalogs to identify finished goods by name or stock number for sale either to retailers or directly to the consumer. The extensive holdings of trade catalogs at Baker Library range from the... View Details

02 Apr 2008
Research & Ideas

Four Companies that Conquered America

retailer, to enter the U.S. market with the new Fresh & Easy chain of discount grocery stores. Avoiding geographies where Wal-Mart is entrenched, Tesco has so far opened 50 stores in the growth markets of California, Nevada, and... View Details

Keywords: by John Quelch

24 Apr 2014
News

Leading a battle against corruption, a force that slows economic development

efforts are having a real impact, with fewer allegations of corruption appearing in the media. Companies with low anti-corruption efforts, while enjoying faster sales growth in corrupt markets, have lower... View Details

18 Mar 2020
News

Leading Change

Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details

11 Dec 2017
News

Growing from Within

expectations; helping us understand impact at the restaurant level of initiatives we are rolling out; and developing a pipeline of talent for the company. What have you seen as the largest growth drivers in the past 12 months? It all... View Details

Keywords: Dan Morrell; Food Services and Drinking Places; Hospitality

October 2005 (Revised August 2006)
Case

Perelson Weiner LLP

By: Thomas J. Steenburgh and Das Narayandas

Perelson Weiner LLP, a successful accounting firm in New York City, is re-evaluating its incentive strategy as it makes plans to grow its business. View Details