Sponsored by: MIT Venture Mentoring Service

In its 8th year, this popular IAP workshop on B2B sales is consistently received by attendees with enthusiasm. Highlighting practical knowledge of “how to sell,” the session provides entrepreneurs starting a new venture and business school graduates entering a new profession with basic tools for sales success: how to target enterprise sales opportunities, manage a sales process, acquire customers and generate revenue. Attendees gain basic knowledge and confidence to support better sales decisions.

The workshop includes two three-hour sessions, combining lecture, interactive exercises, and anecdotal evidence from real sales situations. The morning focuses on basic concepts, tools and mechanics for sales focus and efficiency. The afternoon covers more “qualitative” aspects of selling, with emphasis on how to navigate an organization, overcome bias, build buyer team consensus, and negotiate to close deals. Attendees will troubleshoot “failed sales” and recommend corrective action or behavior.

Kent Summers has been offering the Sales Boot Camp in collaboration with VMS since 2008. He regularly presents sales workshops at the MIT Sloan School, the Harvard MBA program and the Wharton School of Business. Summers founded and sold three software companies in the Boston area, and since 2002, has helped many new MIT companies navigate critical sales challenges. His success with early-stage ventures and enterprise sales is uniquely suited to the needs of start-ups and scale-up ventures.

Details

Friday, February 1, 2019
8:45 am–4:00 pm

Limited to 110 participants. Advance sign-up required by Jan. 31.

For more information, contact Haley Tidd at 617 258-0720 or htidd@mit.edu.