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- 01 Feb 2002
- News
It's academic. (Not!)
Brookline with their five children, who range in age from one to nine. When asked about outside interests, Wasserman smiles and gives a one-word response: "Kids." Arriving on campus at 8 a.m. and returning home for dinner at 5:30, his 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
- 01 Oct 2001
- News
HBS Press Books in Brief
what loyalty means or how to build it. Reichheld, author of the 1996 bestseller The Loyalty Effect, outlines six principles of loyalty that can make the Internet a hospitable and highly profitable place for businesses to succeed. 20/20 Foresight: Crafting View Details
- 01 Jun 2012
- News
Alumni Book Briefs
Kubacki (MBA 2000) (Wiley) The authors explain how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from a comprehensive sales... View Details
- 01 Jun 2016
- News
Ink
Future-proof Handling his first consulting job after years of experience in accounting and academics, Vijay “VG” Govindarajan (MBA 1976, DBA 1978) sat down to sketch out a strategy for his client. Literally written on the back of an... View Details
- 04 Nov 2016
- News
The Competitiveness of Lost Causes
existing strengths and capitalize on those,” advises Duch, who is currently applying that strategy to the challenge of helping rural farmers in Haiti sell their produce directly on world markets. Since joining the World Bank in 2013, Duch... View Details
Keywords: Deborah Blagg
- 01 Oct 1997
- News
After 27 Years at HBS, Shapiro Shifts Professional Focus
Benson P. ("Ben") Shapiro, the School's former Malcolm P. McNair Professor of Marketing, has left full-time teaching at HBS to concentrate on research, writing, public speaking, and consulting. A well-known authority on marketing strategy... 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
- 01 Jun 2016
- News
Prima Datarina
and more experimental pieces, Boston Ballet has to sell tickets, which is easier to do for a Saturday showing of Cinderella, for example, than a Wednesday evening performance of contemporary works. To address that challenge—and engage a broader audience—Hodges turned... View Details
Keywords: Julia Hanna
- 09 Jan 2019
- News
Why New England Needs New Ideas
foster economic prosperity. The trio offers the anecdote of Isaac Merritt Singer, a Charlestown-based printing machinery maker who became a sewing machine magnate thanks to a smart business model, a strategic sales approach, and... View Details
Keywords: New England
- 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
- 15 Nov 2016
- News
Field Course Helps Nascent Entrepreneurs Connect with Customers
Entrepreneurial Sales and Marketing (ESM), a field course that debuted in spring 2016. “To a greater degree than in established firms, marketing and selling in entrepreneurial ventures are linked to product development and View Details
- 02 Dec 2010
- News
Ten Rules for Entrepreneurs
The most successful entrepreneurs read books, hire executive coaches, and recognize that continually learning to lead is a must. 8. Learning to sell requires a lifelong commitment. Ethical, effective sales technique is one of the most... View Details
- 20 Feb 2014
- News
Managing the World’s Trouble Spots
their health and education programs. Goodwin’s days as a global citizen began in the air force. In his early years as a second lieutenant, during the mid-1990s, he worked in foreign military sales in Saudi Arabia, then in Colombia setting... View Details
Keywords: Jill Radsken
- 01 Mar 2005
- News
In the Blood
million. Clay didn’t own the horse, but he makes a standard commission of 5 percent on managing the sale of some 250 horses a year like her. Boarding and sales are two facets of his business, Clay explains;... View Details
- 01 Dec 2014
- News
In My Humble Opinion: Vittorio Colao (MBA 1990)
As CEO of the London-based telecom Vodafone Group, Vittorio Colao (MBA 1990) has led a series of headline-grabbing acquisitions and divestitures, from the company’s $1.7 billion purchase of British multinational telecom Cable & Wireless to its View Details
- 01 Mar 2017
- News
HBX: Reimagining HBS for the Digital Age
message for my team and how we communicate with our customers has begun to shift.” Paige Peterson, participant in Disruptive Strategy certificate program, sales manager “I have already applied so much of... View Details
- 11 Dec 2017
- News
Growing from Within
execution with ambition, I have no doubt we will make the most of our strategic priorities—for our customers and our business. What are the numbers that you pay the most attention? What data helps you get a picture of a store’s overall health? We are a metrics-driven... View Details
- 01 Jun 2004
- News
Download This
Downloading music from the Internet doesn’t kill CD sales after all, concludes a surprising new study by HBS associate professor Felix Oberholzer-Gee and Associate Professor Koleman Strumpf of the University of North Carolina at Chapel... View Details
- 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 (Harvard Business Review Press) Although US companies invest almost $900 billion annually in... View Details