everything.study
15.387

Entrepreneurial Sales

3-0-9 units · Graduate

Instruction in the fundamental Go-to-Market (GTM) motions and how to identify, build and execute on the right GTM motion(s) for technology startups. This includes not only building out a sales organization, but also the underlying processes and sales fundamentals required to measure results and sustain competitive advantage. This course is highly relevant to anyone interested in building a business or better understanding how to drive revenue from founding to scale.

Spring 2015

Topics

  • Making a Sales Call
  • Making a Sales Call & Product Knowledge
  • Sales Prospecting
  • Setting Sales Quotas & Compensation
  • Team Selling
  • Sales Training & Forecasting
  • Life of a Regional Sales Manager
  • Merger Problems
  • Managing an Inside Sales Organization
  • Opening a Subsidiary
  • Expanding to the U.S.
  • Sales Force Reorganization
  • Negotiating an OEM Agreement
  • Managing a Salesperson in a Large Company
  • Complex Sales Situations
  • Evolution of a Sales Model
  • Freemium Business Models
  • Selling in the Age of Social Media
  • Using Customer Relationship Management Software
  • Using Marketing Automation Software
  • Wrap Up

Prerequisites & course information

Prereq: 15.390 or read the book Disciplined Entrepreneurship G (Fall, Spring) 3-0-9 units

Sources