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Fall 2016

Course Description for HBS MBA Elective Field Course, Entrepreneurial Sales & Marketing

Sessions - Fall 2016

All sessions in Aldrich 208 unless otherwise noted

Session NumberSession NameSession Date
1 Introduction8/31/2016
2 Transition at DataCo9/6/2016
3 Clef Company: Turnover9/7/2016
4 Sales Compensation Vignettes9/12/2016
5 ZenRecruit9/13/2016
6 Andrew Sullivan and Faraway Ltd.9/14/2016
7 InsightSquared: Developing the Sales and  Marketing Plan9/19/2016
8 TaKaDu9/20/2016
9 Myomo: Getting Sales to Motion9/26/2016
10 Oversight Systems9/27/2016
11 DoubleDutch10/3/2016
12 Showpad10/4/2016
 13 InsideSales.com 10/11/2016
 14 Wrap up for ESM: Quarter 1 10/12/2016
 15

Student / Faculty Project Work-Plan Reviews

10/17/2016 
 16

Student / Faculty Project Work-Plan Reviews

 10/18/2016
 17 Revisiting buyer’s journey 10/31/2016
 18 eSig: Conversion Funnel Analysis 11/1/2016
 19

Sales rep hiring

 11/7/2016
 20

Growth marketing

11/8/2016 
 21

Search Engine Marketing

 11/14/2016
 22

Mid-Quarter Reviews

 11/15/2016
 23

Growth Marketing – Customer Selection

 11/21/2016
 24

Mid-Quarter Reviews 

 11/22/2016
 25

Content marketing and social media

 11/28/2016
 26

Science of Selling

 11/29/2016
 27

Pricing and Price Testing

 12/5/2016
 28 Wrap up 12/6/2016

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