To Entrepreneurs and Business Professionals: Accelerate Your Sales & Boost Your Strategy in 3 Hours!

• Startup Sales Bootcamp started in 2009 to support entrepreneurs enrolled in the MIT Venture Mentoring Services program
• Attended by 3,000+ start-up founders and students
• Expanded to a campus-wide IAP course taught by Mr. Summers at Harvard Business School, the Wharton School of Business, and the MIT Sloan School of Management

This Bootcamp Will Teach You How To:

• Profile Customers • Overcome Objections • Find Decision Makers
• Build an ROI Proposition • Negotiate and Close Deals • Work a Sales Pipeline

Who Should Attend:

Founders with technical/engineering backgrounds, key start-up personnel, aspiring entrepreneurs, small business owners, mentors, investors.
The material covers universal sales concepts and practices that are appropriate for high-tech and low-tech start-ups, and early-stage companies with either product- or service-based offerings.

Topics To Be Tackled:

Marketing vs. Sales Roles – Hunting vs. Farming – Direct vs. Channel Sales- The Sales Function – Sales People Myths – Effective Sales Personality Traits – Typical Sales Learning Curve – The Sales Toolkit -The Target Customer Profile – Working the Sales Pipeline – How to Forecast Revenue – Outbound and Inbound Prospecting – Keys to Productive Pipeline Management – Managing Customer Timing – Sales Pipeline Economics – Market Segments (Seller's Perspective) – Inside the Buyer's Organization – Who are your Buyers? – Why People Buy – How Organizations Buy – Sales Meetings – Navigating Buyer Personalities – Gaining Customer Knowledge – Ownership of "No" – "Off-Ramping" Technique – Managing Objections – Validating Your Price and ROI – Selling into Unknowns – Overcoming Status Quo Bias – Effective Negotiating Techniques – Building Sales in a Start-up – Why the First Sales Hire often Fails – Cardinal Rules for Founders – Sales Recruiting and Compensation – How to Build a Sales Culture