MIT: Independent Activities Period: IAP

IAP 2017

MIT VMS Boot Camp Series - Kent Summers Crash Course in Enterprise B2B Sales

MIT Venture Mentoring Service & Kent Summers

Jan/13 Fri 08:45AM-04:00PM MIT Classroom 4-370

Enrollment: Limited: Advance sign-up required
Prereq: None

Email to enroll

In its 6th year, this popular IAP workshop is consistently received by attendees with enthusiasm. Providing practical knowledge of "how to sell," the Sales Boot Camp is designed to provide entrepreneurs starting a new venture and business school graduates entering a new profession with basic tools for success—how to target enterprise sales opportunities, manage a sales process, acquire customers and generate revenue. 

The workshop is comprised of two 3-hour sessions, combining lecture, interactive exercises, and anecdotal evidence from real-world sales situations. Attendees will trouble-shoot “failed sales” Case Studies and recommend corrective action or behavior. The first session focuses on basic concepts and "tools and mechanics" required for sales focus and efficiency. The second covers more subtle aspects of selling with emphasis on how to navigate an organization, overcome bias, build consensus, negotiate and close deals.

Kent Summers has been offering the Sales Boot Camp in collaboration with VMS since 2008. He regularly presents the Sales Boot Camp at the MIT Sloan School, the Harvard MBA program and the Wharton School of Business. Summers founded and sold three software companies in the Boston area, and since 2002 has served as a trusted mentor to dozens of MIT start-ups. His success with early-stage ventures and enterprise sales is uniquely suited to the needs of start-up ventures.

Sponsor(s): MIT Venture Mentoring Service
Contact: Haley Webb, W31 - 310, 617-258-0720,