Whether you are a founder, CEO, general manager, private equity or Venture investor, you will all

experience the same problem: how do you increase sales in your company?

This field course will enable you to work with a company to help develop their sales and go to market strategy. You can work with an existing company or your own startup. Your objective will be to experiment with different alternatives and grow revenue. You could learn various go to market sales tactics , when they should be used and the pros and cons of each. You could define a new route to market, build a modern sales playbook, or pursue some other strategy. This field course will be designed to put into practice the tactics and strategies covered in Entrepreneurial Sales (ES), although taking ES is not a requirement for the field course.

Groups of three or four will work closely with a selected company, or on your own venture. Course will have five in-person classes where experts in specific go to market functions will speak to the field course group. Grades are based on the final project deliverable and class participation.

Course objectives include:

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

2. What go to market/sales playbooks are used by similar companies? How are they similar or

different? What drives these differences

3. How should you implement your recommendations?

Companies that are participating in the field study:

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