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Entrepreneurial Sales-Introduction Divers Delight_Lecture1

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This course outlines the practical and tactical ins and outs of how to sell technical products to a sophisticated marketplace. How to build and manage a sales force; building compensation systems for a sales force, assigning territories, resolving disputes, and dealing with channel conflicts. Focus...

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  • March 29, 2023
  • 30
  • 2015/2016
  • Interview
  • Unknown
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  • Secondary school
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15.387
Technology Sales and
Sales Management
Introduction
“Divers Delight”
Lou Shipley

Dennis Hoffman

Kirk Arnold

1

, About Lou
 Senior Lecturer at MIT
 CEO, Black Duck Software
 Open Source Logistics Software
 CEO, VMTurbo.com
 Intelligent Workload Management for Cloud and Virtualized
Environments
 Experienced Operating Executive
 Citrix
 Reflectent (acquired by Citrix)
 WebLine Communications
 Avid Technology
 B.A. from Trinity College and M.B.A. from HBS

2

, About Dennis
 SVP, Strategic Planning, EMC Corporation
 Diversified Information Technology
 CEO, Storigen Systems (acquired by EMC)
 Distributed Storage Networking
 Previous Roles
 Entrepreneur in Residence, Bessemer Ventures
 Product Management and Marketing, Avid Technology
 Strategy Consultant, Marakon Associates
 Engineer, Polaroid Corporation
 BSEE from Union College and MBA from Harvard
 Married, four children, two dogs
 http://www.linkedin.com/in/dennishoffman/

3

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