Publications

Fast Answer

Suggested starting points for your research. Articles Business Source Complete: Access relevant academic journals, such as Journal of Personal Selling & View Details

September 2016 (Revised February 2017)
Case

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales

Web

Entrepreneurial Sales 102: Building the First Sales Team - Course Catalog

HBS Course Catalog Entrepreneurial Sales 102: Building the First Sales Team Course Number 1695 Senior Lecturer Lou Shipley Spring; Q4; 1.5 credits 13 Sessions Paper/Project... View Details

Web

Entrepreneurial Sales 101: Founder Selling - Course Catalog

HBS Course Catalog Entrepreneurial Sales 101: Founder Selling Course Number 1655 Senior Lecturer Mark Roberge Senior Lecturer Lou Shipley Fall; Q2; 1.5 credits 14 Sessions Paper/Project Senior Lecturer Mark... View Details

August 2016 (Revised June 2017)
Case

Oversight Systems

By: Frank V. Cespedes and Amram Migdal

The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details

Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)

Fast Answer

Entrepreneurial Marketing

href="http://www.library.hbs.edu/go/buscomplete.html" target="_blank">Business Source Complete: includes scholarly and trade journals relating to sales and marketing strategies. Business Source Complete contains full text of Harvard... View Details

September 2016
Supplement

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark N. Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry

February 2017
Teaching Note

Oversight Systems

By: Frank Cespedes

This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational... View Details

Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America

09 Dec 2011
News

Harvard program puts focus back on sales

01 Dec 1996
News

An Entrepreneurial Journey

record of real-world achievement speaks for itself. Even a cursory summary of the accomplishments of entrepreneurial alumni since World War II suggests an extraordinary record of business enterprise. Among the postwar classes, consider,... View Details

01 Mar 2010
News

Slum for Sale

area. Written with the assistance of Namrata Arora, a research associate at the HBS India Research Center, the case considers the potential risks and rewards of approaching an area like Dharavi with a new model in mind: slums as lucrative and socially View Details

Keywords: Julia Hanna; Colleges, Universities, and Professional Schools; Educational Services; Administration of Housing Programs, Urban Planning, and Community Development; Government

01 Jun 2022
News

Empowering Entrepreneurially Minded Students

the foundation of HBS’s entrepreneurial management program. Since then, students interested in developing their own for-profit or nonprofit startups have come to the School to gain the skills, insight, and practical experience necessary... View Details

Keywords: Jennifer Gillespie

08 Sep 2014
Research & Ideas

The Strategic Way To Hire a Sales Team

management," says Cespedes, a senior lecturer in the Entrepreneurial Management unit at Harvard Business School. "But far fewer confront a basic fact: Companies typically spend much more money and hire many more people,... View Details

Keywords: by Carmen Nobel

November 2018
Case

Yatooq: Longing for Arabic Coffee

By: Mark Roberge, Gamze Yucaoglu and Samer Al-Rachedy

As one of the few female entrepreneurs in Saudi Arabia, Lateefa Alwaalan had been trying to produce the perfect cup of Arabic coffee for over a decade. In 2007, she began testing various coffee blends, which she later branded Yatooq, the Arabic word for “craving” or... View Details

Research Summary

Entrepreneurial Management: Customer Discovery and Business Development

By: Frank V. Cespedes

This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c)... View Details

January 2017
Teaching Note

Transition at DataCo?

By: Frank V. Cespedes

The founder of a data analytics company has several issues with his key business developer, an early hire who has been instrumental in building the firm. The DataCo case study illustrates a common situation in entrepreneurial ventures: an early sales hire does well but... View Details

Keywords: Sales Management; Selling; Entrepreneurial Ventures; Performance Management; Professional Services; Salesforce Management; Sales; Marketing; Performance; Consulting Industry; United States; France

November 2016 (Revised October 2018)
Case

Augmedix

By: Frank V. Cespedes and Alexandra N. Rachlin

In April 2015, Ian Shakil and Pelu Tran, cofounders of Augmedix, are discussing how to grow their emerging health care startup. The company’s sole product, also called Augmedix, streams video of doctor-patient interactions to remote medical scribes, thus freeing... View Details

Keywords: Entrepreneurial Management; Sales Management; Scaling; Hiring; Pricing; Entrepreneurship; Marketing; Marketing Strategy; Product Marketing; Sales; Technology; Health Industry; United States