15.387 | Spring 2015 | Graduate

Entrepreneurial Sales

Readings and Case Assignments

General Readings

Broughton, Philip Delves. “Hybrid Vigor.” Chapter 8 in The Art of the Sale: Learning from the Masters About the Business of Life. Penguin Books, 2013, pp. 208–14. ISBN: 9780143122760.

Poulos, Nic. “Bowery Capital Guide to Startup Sales Tools.” Bowery Capital.

1 Making a Sales Call

Diver’s Delight (PDF)

Grid Pro (PDF)

2 Making a Sales Call & Product Knowledge

Power Miser (PDF)

Delphi Software (PDF)

Bill Breen. “The Big Score.” Fast Company Issue 74. September, 2003.

3 Sales Prospecting Pill Caddy (PDF)
4 Setting Sales Quotas & Compensation Charles Matrix Greylock (PDF)
5 Team Selling

Barclay, Donald, and Ken Mark. Microsoft Canada: Sales & Product Management Working Together. Harvard Business Review 905A15, September 1, 2005.

Cespedes, Frank V., Stephen X. Doyle et al. “Teamwork for Today’s Selling.” Harvard Business Review 89205, March 1, 1989.

6 Sales Training & Forecasting Catherine Competitive Corporation A & B (PDF)

Elevator Pitch Competition

Channel Problems

Cespedes, Frank V., and Alisa Zalosh. FormPrint Ortho500. Harvard Business Review 915535, September 9, 2014.
8 Life of a Regional Sales Manager Leslie, Mark, James Lattin, et al. NetApp: The Day-to-Day of a District Manager. Harvard Business Review E263, August 6, 2007.
9 Merger Problems

Bay Networks A (PDF)

Bay Networks B (PDF)

Bay Networks Actuals (XLS), (PDF)

Bay Networks Forecasting (XLS), (PDF)

10 Managing an Inside Sales Organization

Lattin, James M., Kirk Bowman, et al. Qualtrics: Scaling an Inside-Sales Organization. Harvard Business Review E503, January 13, 2014.

Leslie, Mark, and Charles A. Holloway. Sales Learning Curve. Harvard Business Review, July-August, 2006.

Start of Sales Module
11 Opening a Subsidiary Abido Tech (PDF)
12 Expanding to the U.S. Customer Gauge (not available)
13 Sales Force Reorganization

Leslie, Mark, James Lattin, et al. VERITAS 1999 (A): Integrating Sales Forces. Harvard Business Review SM120A, September 15, 2003.

Leslie, Mark, and Tom Federico. VERITAS 1999 (B): Integrating Sales Forces. Harvard Business Review SM120B, June 23, 2005.

Leslie, Mark, Erin Yurday, et al. VERITAS 1999 (C): Integrating Sales Forces. Harvard Business Review SM120C, June 23, 2005.

14 Negotiating an OEM Agreement Leslie, Mark, James Lattin, et al. OuterBay and EMC. Harvard Business Review E177, February 1, 2005.
15 Managing a Salesperson in a Large Company Cespedes, Frank V., and John T. Gourville. Cabot Pharmaceuticals, Inc. Harvard Business Review 510030, August 12, 2009.
16 Complex Sales Situations Edge Analytics (PDF)
17 Evolution of a Sales Model Stevens, Mark A., Mark Leslie et al. Jive Software. Harvard Business Review E360, December 16, 2009.
18 Freemium Business Models Teixeira, Thales S., and Elizabeth Anne Watkins. Freemium Pricing at Dropbox. Harvard Business Review 514053, November 12, 2013.
19 Selling in the Age of Social Media LuLu Instruments (PDF)
20 Using Customer Relationship Management Software None
21 Using Marketing Automation Software

Steenburgh, Thomas. Personal Selling and Sales Management. Harvard Business Review 507039, November 07, 2006.

22 Wrap Up None

Course Info

As Taught In
Spring 2015
Learning Resource Types
Lecture Notes
Activity Assignments
Media Assignments
Presentation Assignments
Written Assignments