Answered By: Leslie Burmeister
Last Updated: May 08, 2024     Views: 540

Q.
Entrepreneurial Sales

Suggested starting points for your research.


A.

Articles

  • Business Source Complete: Access relevant academic journals, such as Journal of Personal Selling & Sales Management, Journal of Marketing, Journal of Marketing Research, and more.  Also includes full-text of Harvard Business Review.
  • ScienceDirect: Relevant publications include International Journal of Research in Marketing, Industrial Marketing Management.
  • SAGE Journals: Relevant publications include Journal of Marketing Education, Marketing Theory.

Sample search strategy: ("sales management" or "sales force") and (performance or outcomes) and (strategy or model or framework)

Reports

  • eMarketer: coverage includes b2b automation, digital ad spending, martech, etc.
  • Gartner: reports on B2B software and marketing/selling strategies

Expert Call Transcripts

Use Tegus to search for transcripts of conversations between buy-side investors and industry experts to provide industry and company context.  Very good for insider takes on companies.

Books

HOLLIS: Locate books and other resources available at Harvard libraries on marketing, sales, selling, and sales management. 

Cases

HBS Case Requests Service: Read select cases on sales and marketing strategy and management.

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