Sales Management - Publications - Faculty & Research

04 Feb 2021
Research & Ideas

Inside CEOs' Pandemic Worries: Uncertainty, Employees, and Kids

How will my children learn via Zoom? We interviewed 10 CEOs in July about how they are managing the unprecedented stressors of the COVID-19 pandemic, and then checked in with them again at the end of 2020. The interviewees hail from... View Details

Keywords: by Gamze D. Yucaoglu, Robin Abrahams, and Boris Groysberg

24 Jan 2025
News

The Network Effect

Karan Mathur (left) and Dina Model (Illustration by Gisela Goppel) When Dina Model and Karan Mathur (both MBA 2015) met through mutual friends during their first year at HBS, neither was envisioning a future business deal. “We didn’t realize that we had shared... View Details

01 Feb 2013
News

Growth Strategy Has Double Bottom Line

Hoffer and Hourdequin: Managing Directors at the Lyme Timber Company in Hanover, New Hampshire. Photo courtesy of the Lyme Timber Company LP It can be difficult to craft a business model that enables both investors and society as a whole... View Details

Keywords: Louisa Rigali; Forestry and Logging; Agriculture; Funds, Trusts, and Other Financial Vehicles; Finance

September 2023
Case

DocSend: A Path off the Plateau?

By: Thomas R. Eisenmann and Jeffrey Huizinga

Recounts how the leaders of DocSend, an early-stage startup that offered tools for sharing files online, searched for a viable business model and weighed tradeoffs in transitioning from a sales-led to a product-led "go-to-market" approach. View Details

Keywords: Technology; Start-up; Growth; Business Model; Business Startups; Sales; Growth and Development Strategy; Technology Industry

Citation

Educators

Purchase

Career Coach

Pamela Harder

Pam (HBS / HKS ‘13, Stanford ‘08 Economics) has spent the last 12 years working at the nexus of business and government. Currently, she runs Virginia's state-wide economic development talent investment strategy. As a Managing Director... View Details

Keywords: Consulting; Education; Emerging Markets; Government; Social Enterprise; Venture Capital; Financial Services (All); Energy; Consumer Finance; Financial Services (All); Impact Investing; Financial Services (All)

Web

Olivia Wenzel | MBA

and it was the joint effort of user-focused product development, dedicated customer success managers, and the right sales approach. Working at that health tech startup taught me that the power of technology lies not just in its... View Details

18 Jul 2006
First Look

First Look: July 18, 2006

Working PapersNone available this week Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details

Keywords: Sean Silverthorne

01 Apr 2001
News

Student Conferences Tackle Business Issues

in Chicago that was linked via Webcast to the HBS conference. Cyberposium@Chicago addressed the specific needs and interests of the Chicago high-tech and new-media community, bringing students and alumni from the Kellogg Graduate School of View Details

Keywords: Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

16 Nov 2021
Blog Post

How HBS Supported My Career Transitions During and After Graduation

should go next. Ultimately, I decided I was most excited about the opportunity at Stripe so that’s where I went! I now work on the Platform Sales team at Stripe. Stripe is a payments and financial services platform for businesses, and the... View Details

Web

Courses by Faculty - Course Catalog

Avoiding Startup Failure Entrepreneurial Management Spring 2026 Q3Q4 3.0 Entrepreneurial Sales 101: Founder Selling Entrepreneurial Management Spring 2026 Q3 1.5 Launching... View Details

07 Oct 2019
Sharpening Your Skills

How Companies Can Make Up with (Very) Unhappy Customers

Mark Zuckerberg delayed action and side-stepped responsibility. Two Million Fake Accounts: Sales Misconduct at Wells Fargo Coming out of the financial crisis, Wells Fargo was one of the world’s most successful banks. But then its View Details

Keywords: by Sean Silverthorne; Retail; Air Transportation

October 1991 (Revised November 1993)
Case

Play Time Toy Co.

By: Thomas R. Piper

The president of a toy company is considering the adoption of level production in a business characterized by highly seasonal sales. The issues include balancing the cost savings and the inventory risk, estimating the seasonal financing need, and determining the... View Details

Keywords: Production; Cost Management; Banks and Banking; Sales; Goods and Commodities; Financial Management; Risk Management; Entertainment and Recreation Industry

Citation

Educators

Purchase

Kluge built a $1 billion+ entertainment conglomerate, Metromedia, one of the largest privately held companies in the United States. It has businesses in the telecommunications, media, and information technology industries. During his tenure, Kluge charted and View Details

Keywords: Entertainment & Broadcast Media

Henry S. Dennison

were issued preferred (non-voting) stock, and working managers controlled voting stock. From 1917 to 1951, Dennison Manufacturing’s sales increased from $3.5 million to over $37 million. View Details

Keywords: Wood, Paper & Forestry

26 Jul 2006
Research & Ideas

The Strategic Way to Go to Market

supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details

Keywords: by Sean Silverthorne

19 Mar 2013
First Look

First Look: March 19

table. Just as negotiation theory could be enriched by principles of maneuver warfare, military doctrine offers officers and soldiers a potentially useful foundation to better understand and manage the negotiation process, especially in... View Details

Keywords: Sean Silverthorne

02 Jan 2019
News

Not Waiting for Progress

responsibility to be a fully contributing member of that community.” At the Capital Group, where he spent several post-college years before HBS, Diamond learned about the asset management business and gained valuable View Details

Keywords: Deborah Blagg

18 Apr 2005
Research & Ideas

Prosper with Multi-Channel Retailing

'sale' from the customer's mind," Nuzzo said. "We're looking at promotional things we can do on the Web that don't involve sales or discounting." Moderator Rajiv Lal, the Stanley Roth, Sr. Professor of Retailing at HBS,... View Details

Keywords: by Julie Jette; Consumer Products; Retail

01 Mar 2016
News

Takes One to Know One

(photo by Susan Young) (photo by Susan Young) Janet Cahill (AMP 189, 2015), who was previously managing director of HBS External Relations and The Harvard Business School Campaign, has been named the new executive director of External... View Details

01 Jun 2012
News

Made in the USA

the Middle East, Armenia, and the Philippines have buoyed sales and enabled Scharfman to double the size of his workforce to 100 over the last five years. “Our selling point is that we make ‘homemade,’ ethnically authentic cheeses, but... View Details

Keywords: Blagg, Deborah; cheese; lobster fishing; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises

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