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

Practical “how to” sales execution skills that founders can put into practice right away to acquire customers and accelerate revenue growth. You will learn how to:Build a repeatable sales process ~ Make smarter decisions while prospecting ~ Overcome purchasing barriers in large organizations ~ Execute a successful pilot ~ Incentive-based product pricing model ~ Build support from the Decision-Making Unit ~ Manage and negotiate effective Agreements ~ Generate revenue through Channel Sales partnersAuthor Kent Summers teaches the B2B Sales for Startups IAP course at MIT — based on his experience growing five software startups, three as founder. Kent is a 25-year mentor with MIT Venture Mentoring Services, and serves as an Executive Leadership Coach at the Harvard Business School. Thousands of startup founders around the globe are growing their business using Kent's sales practices. Read more