Thomas J. Steenburgh Biography

John L. Colley Associate Professor Tom Steenburgh teaches at the Darden Graduate School of Business. He has years of experience in both sales and marketing to businesses. He formerly held the positions of faculty chair for the Executive Education program in Business-to-Business Marketing Strategy and associate professor at the Harvard Business School, where he taught the MBA elective in Business Marketing and Sales. Tom's scholarly work tackles issues that support managers in evaluating the efficacy of their sales and marketing plans. He has studied questions like Do lump-sum bonuses encourage salesmen to work more or manipulate the timing of their orders? Should businesses control their revenues through sales and marketing efforts? In the most current issue of the Harvard Business Review, he wrote an essay titled Motivating Salespeople: What Really Works. Tom has also written a number of case studies that are taught in top business institutions all around the world. The administration of sales forces and professional selling are the primary topics of this book. His case studies on EMC and Hubspot have been published in textbooks and the HBS Premiere Case Collection, respectively.

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