Over the course of two one-hour sessions, Kent Summers will cover B2B sales at the practical/“how-to” level to improve sales performance, from prospecting to closing.

Session I will focus on the sales process and tools: the customer profile, managing a pipeline, owning the "no/" and going off-ramp, and how to move beyond head-to-head discussions. headed.

Session II is the "people side" of B2B sales and includes the team sales process, stakeholder mapping, overcoming status quo biases, techniques for reducing decision barriers, contracts and negotiation, and ends with the founder's sales journey, from the startup. to scale up.

Kent Summers successfully founded and 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 Harvard Business School. Kent is an executive leadership coach with the Harvard Advanced Leadership Initiative (ALI), is on the faculty of TiE Boston and the sales mastery program at Northwestern's Kellogg School, and serves on the boards of Sigma Labs ( NASDAQ:SGLB), Massachusetts. Materials Tech, LLC and iQ3Connect, Inc.

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