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Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

By: Frank V. Cespedes
  • Format:Print
  • | Language:English
  • | Pages:27
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Abstract

Teaching Note for HBS Case No. 819-043. This case study focuses on concepts, tools, and behaviors relevant to making sales calls along a typical progression with a prospect: from an initial phone call thru more in-depth discovery to a go/no-go meeting. The teaching note discusses the core objectives of this case and accompanying video material: to examine factors relevant to understanding a prospect’s needs and framing the value proposition; to discuss language and behaviors used in interacting with a prospect at different stages of a sale process; to understand the importance of “up-front contracts” in making productive use of the limited time available in buyer-seller interactions.

Keywords

Sales Calls; Sales; Competency and Skills

Citation

Cespedes, Frank V. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Teaching Note 821-079, March 2021.

About The Author

Frank V. Cespedes

Entrepreneurial Management
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