Today I had the pleasure of being a guest lecturer in Professor Cusumano's Business of Software class on the topic of software sales over at Sloan. Professor Cusumano teaches what I believe to be the only MBA class in the country on the business of software. He also is the author of some great books, including Microsoft Secrets , Platform Leadership , and The Business of Software .

Attached is my slide deck. The presentation has some Sales 101 thoughts for context, some thoughts on how "sales" is being transformed by the internet, thoughts on sales strategy, and a case on sales transformation at Groove Networks.

If there are parts of the presentation that are less than obvious from the slides, leave me a comment and I can elaborate on certain points in future articles.

MIT Presentation Slides

-- Brian Halligan.

 

internet marketing kit


Originally published Oct 26, 2006 1:19:00 PM, updated October 20 2016

Topics:

Inbound Sales (Marketing)