Entrepreneurial Selling & Marketing

Academic 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)

Industry & Consumer Insights

• EMARKETER: marketing reports and infographics for both B2B and B2C. Also useful for understanding how users are using video, social, and mobile.

• Gartner: reports on B2B software and marketing/selling strategies

• SimplyAnalytics: map out consumers, business counts, and other criteria using Census data and Nielsen and Simmons psychographic data.

Expert Call Transcripts

• Use AlphaSense to search for expert call transcripts--conversations between buy-side investors and industry experts to provide industry and company context.  Very good for insider takes on both public and private companies.

Books

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

Cases

• Request HBS Cases from Baker Library: Read cases related to entrepreneurial sales and marketing strategy and management.