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(848)
- People (2)
- News (214)
- Research (511)
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- 08 Oct 2020
- News
Sales Calls Have Gone Virtual, and AI Is Listening In
- 16 Oct 2014
- News
Reframing Sales Effectiveness
- 01 Mar 2005
- News
Answering the Call
classes, and rank among the best-selling cases of all time. To try to understand why these cases are so successful, we spoke with the professors who originally wrote them (including James Heskett, at left), and with those who still teach them. In so doing, we sprang a... View Details
- 11 Jan 2013
- News
Unease at Facebook director's share sale
- 01 Mar 2023
- News
Action Plan: Casting Call
Bert Berkley (MBA 1950) calls it “the dumbest thing I’ve ever done in my life.” Having served in the US Army during World War II for three-and-a-half years, he was offered (and accepted) the chance to go home one day early if he signed up... View Details
Keywords: Julia Hanna; hobbies; balance; meaning; longevity; aging; Paper Manufacturing; Manufacturing
- 01 Apr 1998
- News
Deals For Sale
often become obsolete in as little as six months, a firm can seldom predict accurately how much of its inventory will actually sell. A company like Compaq, for example, may suddenly find itself with three thousand extra modems on hand. "That's where we come in," says... View Details
Keywords: Judith A. Ross
- 01 Mar 2010
- News
Slum for Sale
but in July 2009, the government postponed the call for bids just a few hours before deadline.) The case elicited a broad range of student responses when HBS associate professor Gunnar Trumbull taught it for the first time last December... View Details
- 22 Oct 2014
- News
Aligning Strategy and Sales with Frank Cespedes
- 12 Jun 2014
- News
Sales Strategy: Stay Cool, Cute and Exclusive
- 19 Aug 2019
- News
Why “Tell Them Something They Don’t Know” Is Bad Advice in B2B Sales
- 01 Dec 2022
- News
Case Study: Your Call Is Important to Us
If you’ve ever tried to call an airline or almost any service business of a certain size, you’re probably familiar with the problem: After navigating a seemingly endless set of options, you’re asked by an automated message to share... View Details
- 01 Mar 2017
- News
Alumni Take Cold Calls in New York City
focused on 23andMe, whose sale of genetic testing kits directly to consumers was challenged by the Food & Drug Administration. Quelch, who coauthored the case, is also on the faculty of the Harvard T.H. Chan School of Public Health. The... View Details
- 17 Sep 2013
- News
How sales and coupons persuade consumers to spend more money
- 01 Apr 2000
- News
Rethinking Call Centers: Effective Delivery of Service is Key
that recent literature has discussed "various ways to steer customer interactions to sale opportunities," the authors assert that the topic of effective service delivery has almost entirely been overlooked. "Before being able to generate... View Details
- 24 Oct 2017
- News
The Board’s New Innovation Imperative
- 27 Jan 2016
- News
Kodak’s Old-School Response to Disruption
- 01 Dec 2023
- News
The Imposter Among Us
Edited by Jen McFarland Flint; Illustrations by Peter Arkle It was their rst day at Harvard and like the rest of his cohort, Edgar Wallner (PMD 22, 1971) will never forget meeting Robert Gaines-Cooper. Frankly, it would have been difficult to miss the Englishman, who... View Details
- 01 Dec 2023
- News
Rounding the Bend
algorithms, photographed automatically, and offered for sale on its online marketplace. ThredUp is a tech company in the thrift-store business. Processing 100,000 unique items a day takes careful automation and creates a ton of useful... View Details