STARTUP SALES FIELD NOTES: How to Build Enterprise Sales …from Scratch to Scale: Practical Sales Methodology and Execution Skills for Founders and their Teams

STARTUP SALES FIELD NOTES provides a “block and tackle” education in enterprise sales fundamentals — practical “how to” knowledge, skills and tactics that founders and key startup personnel can put into practice right away to establish customer sales and accelerate revenue growth. You will learn how to:

• Build a repeatable sales process
• Employ effective customer prospecting practices
• Package and price a scalable revenue model
• Overcome barriers to purchase in large organizations
• Execute a successful pilot
• Gain support from the Decision-Making Unit
• Manage and negotiate effective Agreements
• Acquire successful Channel Sales partners
• Build and grow a high-performing sales team

Author Kent Summers teaches the B2B Sales for Startups IAP course at MIT, based on his experience growing five software startups over a 20 year period, three as founder. Kent is an active mentor with MIT Venture Mentoring Services, and an Executive Leadership Coach in the Harvard Business School Executive Leadership Initiative (ALI). Through sales workshops at many of top business accelerators around the world, hundreds of startup founders are growing their business by using Kent’s sales methods and practices.

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