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• Article | Top Sales Magazine

  Sales Managers Must Manage

  Frank V. Cespedes

  Probably the most common complaint I’ve heard throughout my career from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell.

  Keywords: Sales; Management Skills;

  Citation:

  Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019).  View Details

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• Case | HBS Case Collection | October 2018

  BreezoMeter: Making Air Pollution Data Actionable

  Frank V. Cespedes, Allison M. Ciechanover and Margot Eiran

  Israel-based startup providing actionable air pollution data wrestles with which markets and customers to focus on.

  Keywords: entrepreneurship; Sales; marketing; Startups; Business Startups; Pollution and Pollutants; Data and Data Sets; Sales; Marketing; Entrepreneurship; Decision Choices and Conditions; Technology Industry; Israel; United States;

  Citation:

  Cespedes, Frank V., Allison M. Ciechanover, and Margot Eiran. "BreezoMeter: Making Air Pollution Data Actionable." Harvard Business School Case 819-058, October 2018.  View Details

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• Case | HBS Case Collection | November 2016 (Revised October 2018)

  Augmedix

  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 doctors from the burden of having to manually input information into an electronic medical record (EMR) and giving them additional time to focus on patients. Shakil and Tran had grown the company by allowing any qualified doctor or health system to use the service but are now discussing whether they should segment the market and focus on a particular type of client. They also wonder whether Augmedix’s current pricing appropriately reflects the value their service provides. Lastly, the two want to discuss how to staff and structure the company’s nascent sales function as Augmedix grows.

  Keywords: entrepreneurial management; sales management; marketing strategy; scaling; hiring; pricing; Entrepreneurship; Marketing; Marketing Strategy; Product Marketing; Sales; Technology; Health Industry; United States;

  Citation:

  Cespedes, Frank V., and Alexandra N. Rachlin. "Augmedix." Harvard Business School Case 817-048, November 2016. (Revised October 2018.)  View Details

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