Entrepreneurial Sales and Marketing Vignettes

Case Solution

Mark N. Roberge, Frank V. Cespedes
Harvard Business School ()

Which Sales Candidate is the Ideal Initial Hiring for a Startup? What are the best marketing channels to invest in? How aggressively should a leadership team align sales with customer success? Early-stage founders, sales managers, and marketing executives often face one and sometimes all of the above scenarios as their companies grow. This case features three short vignettes with three fictitious organizations to facilitate discussion of these important decisions.

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