If you are founding a company or even considering founding a company, you need to know whether your product will sell. Many students start selling their products after graduation, but its best to know your product will sell before you join your startup full time. GoToMarket sales playbook is a course specifically designed for students who want to learn how to sell their product. In this class you design a playbook for your startup, either alone or as a team of two.

This field course will be designed to put into practice the tactics and strategies covered in ES 101, Founder Sales, although taking Founder Sales is not a requirement for the field course.

This course will have four or five in person class where former students will review their playbooks and experts in specific go to market functions will speak to the class. Grades are based 80% on the final project deliverable, which is a sales playbook for your startup and 20% on class participation.

Course objectives include:

1. What is the best go to market model for your company? Direct sales, indirect channel sales or another model.

2. What kind of salesperson should you hire. Why?

3. How will you close your first customers?

4. How would you generate inbound sales leads to your company?

5. How should you implement your sales playbook recommendations?

To gain entry into the course please submit your startup company, website, details of conversations you have had with prospects, addressable market etc. Please submit to Kalkidan Tadesse. ktadesse@hbs.edu

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