In two 1-hour sessions, Kent Summers will cover B2B Sales at the practical "how-to" level to improve sales performance, from lead prospecting to close.
Session I will focus on the sales process and tools: the customer profile, managing a pipeline, owning "no" and off-ramping, and how to get beyond 1-on-1 discussions.
Session II is the "People Side" of B2B sales, and includes the team sales process, stakeholder mapping, overcoming status quo bias, techniques to lower decision barriers, contracts and negotiating, and wraps up with the founder sales journey, from startup to scaleup.
Kent Summers founded and successfully exited 3 startups over a 16-year period. Kent teaches the B2B Sales 4 Startups IAP course at MIT and is a visiting lecturer at the Harvard Business School. Kent is an Executive Leadership Coach in the Harvard Advanced Leadership Initiative (ALI), is on the teaching faculty of TiE Boston and the Mastering Sales program at Northwestern’s Kellogg School, and serves on the boards of Sigma Labs (NASDAQ:SGLB), Mass. Materials Tech, LLC and iQ3Connect, Inc.
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The Harvard Alumni Entrepreneurs (HAE) is dedicated to the advancement of entrepreneurship, the promotion of innovation, and the ideals of leadership and learning. We are a 501(c)3, volunteer-run, Shared Interest Group of the Harvard Alumni Association. Since our beginnings in 2000, HAE has served as a meeting place for entrepreneurial alumni, students, faculty, and staff from all of Harvard's schools.
The Harvard Alumni Entrepreneurs celebrates the entire life cycle of being an entrepreneur. We catalyze living legacies by facilitating the transfer of wisdom from one generation of entrepreneurs to the next. We host an active online community, networking, lectures, mentorship, and many other resources.
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