“40 years ago when I joined IBM one of the parts of the program they put us through in the training program was “sales”. I will never forget it and it was incredibly helpful through my career. It was training us how to sell multi-million dollar mainframe computers.”
-Bill Aulet
 
In 1998 Howard Anderson started one of the first Sales courses at a business school at MIT Sloan from the same center of gravity. The course has continued built off this foundation and been one of the most successful courses at MIT. However, as we look at the course and the challenges that business leaders are facing, we’ve seen just how much the revenue landscape has transformed. With that, we’ve taken an opportunity to evolve the class beyond how to be a better sales person or manager to instead focus on how to be a Chief Revenue Officer.
 
The course will still cover integral sales skills, but will revolve around four fundamental Go-To-Market business models and will explore how a CRO can identify, build and execute on the right model for their business. This includes not only building out a sales organization, but also the underlying tech stack and revenue operations required to measure results and sustain competitive advantage. Each class will cover the relevant core first principles per topic and include an industry expert speaker to provide context and share valuable lessons learned throughout their careers. This course is highly relevant to anyone interested in building a business or better understanding how to drive revenue at scale.

C. Madsen

A. Blake

Senior Lecturer

Entrepreneurial Sales

Covers modern tools and methods for product design and development. Includes a cornerstone project in which teams conceive, design and prototype a physical product and/or service. Covers design thinking, agile development, product planning, identifying customer needs, concept generation, product architecture, industrial design, concept design, green design methods, and product management. Sloan students register via Sloan course bidding. In person not required. Engineering students accepted via lottery based on WebSIS pre-registration.



N. Jean

S. Eppinger

General Motors LGO Professor of Management

Product Design and Development

Venture Engineering - 2.912J / 3.085J/ 15.373J

This course provides an integrated approach to the development and growth of new innovative ventures. 

The course is intended for MIT undergraduates who seek to leverage their engineering and science background through innovation - driven entrepreneurship. It serves as a foundational class for the MIT School of Engineering Entrepreneurship Certificate.  It is also as one of the two required courses for the MIT Innovation and Entrepreneurship Minor.

The course is designed to be a fun but also rigorous and comprehensive view of not just new venture creation but also what it takes to be successful in the different forms of entrepreneurship, which is more than just founding startups. It is a mindset, skill-set and way of operating that will benefit you no matter what you do going forward.

The course is intended for undergraduates with a strong technical background but does not assume prior business or management experience. The course can be taken as a stand alone course and the student will receive benefit. It is also highly complementary to and serves as a strong foundation for a range of innovation and entrepreneurship courses around MIT. 

The course is particularly appropriate for a student who like to found or join a start-up company at some point in their career but it also gives you the confidence and capacity to be an entrepreneur inside existing organizations which is what will increase your career velocity, even if you chose to stay in academia.

The course combines interactive lectures, in class exercises and competitions, and team projects. The course leverages both academic research and the most current practical implementation to create an experiential but also rigorous educational experience for students to better understand and  become innovation-driven entrepreneurs in the best place in the world to do this – MIT. The class is highly interactive. 

B. Aulet

Professor of the Practice

Venture Engineering

New Enterprises covers the process of identifying and quantifying market opportunities, then conceptualizing, planning, and starting a new, technology-based enterprise.

Topics include opportunity assessment, the value proposition, the entrepreneur, legal issues, entrepreneurial ethics, the business plan, the founding team, seeking customers and raising funds. Students develop detailed business plans for a start-up.

Intended for students who want to start their own business, further develop an existing business, be a member of a management team in a new enterprise, or better understand the entrepreneur and the entrepreneurial process.

N. Teng

Entrepreneurship 101: Systematic Approach to New Venture Creation

Explores various career paths within the finance industry, from private equity to public policy, FinTech to social impact, investment banking to investment management, corporate finance to venture capital. Students engage with industry professionals about the challenges they face and how their part of the industry is changing. They also network with peers to discover the challenges and rewards associated with various careers, and explore how coursework connects with industry practice. Priority given in the fall term to MBA students in the MIT Sloan Finance Certificate program.

Introduction to the Practice of Finance

15.403

About the Class

Faculty