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    Cold Call
    A podcast featuring faculty discussing cases they've written and the lessons they impart.
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    • 03 Dec 2019
    • Cold Call Podcast

    Why CalSTRS Chooses to Engage with the Gun Industry

    Should large institutional investors divest or engage if they have an issue with a company? In a recent case study, Vikram Gandhi discusses how CalSTRS, the $200 billion pension plan for California public school teachers, chose to engage with gun makers and retailers.  Open for comment; 0 Comment(s) posted.

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    Cespedes, Frank V.Remove Cespedes, Frank V. →

    Page 1 of 11 Results
    • 22 Apr 2019
    • Research & Ideas

    Why Salespeople Struggle at Leading

    by Dina Gerdeman

    When salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V. Cespedes. Open for comment; Comment(s) posted.

    • 09 Jul 2018
    • Research & Ideas

    Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

    by Michael Blanding

    Selling technology that is new to the market involves tricky tradeoffs around prospect targeting, channels, and tactics. Frank Cespedes makes the point with 3-D printers. Open for comment; Comment(s) posted.

    • 10 Oct 2017
    • First Look

    First Look at New Research and Ideas, October 10, 2017

    Sean Silverthorne

    Measuring sales the right way ... Does crime desensitize victims? ... Innovation in a 100-year-old medical devices giant .

    • 22 Aug 2017
    • First Look

    First Look at New Research and Ideas, August 23

    Sean Silverthorne

    You want to publish my salary where? ... How to punch up your sales training ... Young leadership confronts a toxic culture.

    • 15 May 2017
    • Sharpening Your Skills

    The Promises and Limitations of Big Data

    by Sean Silverthorne

    Recent stories chart the rise of big data, its impact on business, and how it affects our lives every day. Open for comment; Comment(s) posted.

    • 18 Apr 2017
    • First Look

    First Look at New Ideas, April 18

    by Sean Silverthorne

    A traditional offline business learns from big data ... Interest rate conundrums ... De Beers looks beyond diamonds in the rough.

    • 21 Nov 2016
    • Research & Ideas

    It Matters That Your CEO Doesn't Know Much About Sales

    by Michael Blanding

    Sales appears to be getting short-changed in the C-suite, says Frank Cespedes. What’s needed are more links between top executives and the customer-facing side of the business. Open for comment; Comment(s) posted.

    • 08 Sep 2014
    • Research & Ideas

    The Strategic Way To Hire a Sales Team

    by Carmen Nobel

    The equivalent of an entire sales force is replaced at many firms every four years, so it's critical that go-to-market initiatives remain tied to strategic goals. Frank Cespedes explains how in his book, Aligning Strategy and Sales. Closed for comment; 3 Comment(s) posted.

    • 18 Feb 2013
    • Research & Ideas

    Breaking Through a Growth Stall

    by Sean Silverthorne

    Many companies get stuck on a plateau, unable to grow and burning through cash at a frightening rate. Frank V. Cespedes discusses how focusing on the right customers can generate growth again. Closed for comment; 3 Comment(s) posted.

    • 15 Nov 2010
    • Lessons from the Classroom

    Connecting Goals and Go-To-Market Initiatives

    by Sean Silverthorne

    In some respects, developing strategy is the easy part. Executing that strategy in alignment with strategic priorities is where real mastery of management takes place. Harvard Business School senior lecturer Frank V. Cespedes shows how it is done. Open for comment; 14 Comment(s) posted.

    • 26 Jul 2010
    • Research & Ideas

    Yes, You Can Raise Prices in a Downturn

    by Sean Silverthorne

    If you and your customers understand the value represented in your pricing, you can—and should—charge more for delivering more. An interview on "performance pricing" with researchers Frank Cespedes, Benson P. Shapiro, and Elliot Ross. Key concepts include: Pricing builds or destroys value faster than almost any business action. Performance pricing seeks to maximize both the customer benefit and the selling company's profitability. The idea is to create more space between the value provided to customers and your cost. Performance pricers make attractive returns in almost every business—at least over the full business cycle. Closed for comment; 0 Comment(s) posted.

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