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
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.