Harvard Business Review

May 29, 2018

Sell More with Smarter Trade Promotions

  This article originally appeared in Harvard Business Review on July 19, 2012 One of the most difficult conversations a salesperson can have is with retail […]
May 29, 2018

Pig Wings: Creating Demand in a New Category

  This article originally appeared in Harvard Business Review on August 29, 2012 Americans love chicken wings. Last year they ate three billion pounds of the […]
May 29, 2018

Demand and Sales Aren’t Equivalent

This article originally appeared in Harvard Business Review on October 17, 2012 Steve Carlotti, CEO of the company where I work, likes to say: “Sales is […]
May 29, 2018

Obama Won With Minorities. Marketers Should Too

This article originally appeared in Harvard Business Review on November 12, 2012 With Florida’s results now counted, the final election tallies are nearly complete: According to […]
May 29, 2018

To Spur Growth, Target Profitable “Prosumers”

This article originally appeared in Harvard Business Review on January 1, 2013 “Prosumer” is a word you probably have seen in the camera category. A prosumer […]
May 29, 2018

Is Latent Demand Netflix’s Secret Weapon?

This article originally appeared in Harvard Business Review on January 28, 2013 Netflix recently posted surprising US subscriber growth of 2 million in the last quarter, […]
May 29, 2018

Why It Pays to Be a Category Creator

This article originally appeared in Harvard Business Review on January 28, 2013 People have been brewing coffee for more than 500 years, but if you go […]
May 29, 2018

The Rising Tide Lifts One Boat Most of All

This article originally appeared in Harvard Business Review on April 5, 2013 “Kaiea” is Hawaiian for ‘rising tide.’ I grew up in Hawaii, and “kaiea” is […]
May 29, 2018

What Big Companies Can Learn from Shark Tank

This article originally appeared in Harvard Business Review on April 16, 2013 One of the hardest places to get capital to commercialize a great growth idea […]
May 29, 2018

The Generosity Strategies that Help Companies Grow

This article originally appeared in Harvard Business Review on May 14, 2013 Netflix reported another great quarter last month, with big subscriber and stock growth. It’s […]
May 29, 2018

Make These Changes to Help Digital Marketing Fulfill Its Potential

This article originally appeared in Harvard Business Review on May 31, 2013 The promise of digital marketing continues to grow as big data gets bigger and […]
May 29, 2018

How Category Creation Is Reinvigorating Classical Music

This article originally appeared in Harvard Business Review on July 29, 2013 I spent a decade of my life — from 6th grade through college — […]
May 29, 2018

Better Data Can Help Advertisers Avoid Cringe-Inducing Ad Placement

This article originally appeared in Harvard Business Review on September 5, 2013 You’re watching TV with the family and having a nice moment. Then all of […]