B2B Sales for Startups Strategies, Tactics & Tradecraft - Session 1 || Harvard Alumni Entrepreneurs

In two 1-hour sessions, Kent Summers will cover B2B Sales at the practical "how-to" level to improve sales performance, from lead prospecting to close.
Session I will focus on the sales process and tools: the customer profile, managing a pipeline, owning "no" and off-ramping, and how to get beyond 1-on-1 discussions.
Session II is the "People Side" of B2B sales, and includes the team sales process, stakeholder mapping, overcoming status quo bias, techniques to lower decision barriers, contracts and negotiating, and wraps up with the founder sales journey, from startup to scaleup.
Kent Summers founded and successfully 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 the Harvard Business School. Kent is an Executive Leadership Coach in the Harvard Advanced Leadership Initiative (ALI), is on the teaching faculty of TiE Boston and the Mastering Sales program at Northwestern’s Kellogg School, and serves on the boards of Sigma Labs (NASDAQ:SGLB), Mass. Materials Tech, LLC and iQ3Connect, Inc.
OUR MISSION:
The Harvard Alumni Entrepreneurs (HAE) is dedicated to the advancement of entrepreneurship, the promotion of innovation, and the ideals of leadership and learning. We are a 501(c)3, volunteer-run, Shared Interest Group of the Harvard Alumni Association. Since our beginnings in 2000, HAE has served as a meeting place for entrepreneurial alumni, students, faculty, and staff from all of Harvard's schools.
The Harvard Alumni Entrepreneurs celebrates the entire life cycle of being an entrepreneur. We catalyze living legacies by facilitating the transfer of wisdom from one generation of entrepreneurs to the next. We host an active online community, networking, lectures, mentorship, and many other resources.
The most important opportunity available we offer is the HAE membership itself. Join HAE and you join an extensive network of both aspiring and accomplished entrepreneurs.
*We are the only official Harvard alumni organization recognized by the Harvard Alumni Association for the promotion of entrepreneurship in Harvard alumni across the world.
Other platforms:
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Facebook: @harvardae

[@samgeorge675]

This is pure gold ! There are so many great sales talks on KZbin but this is the most distilled, complete, structured, informative and actionable content I've ever come across.

[@grheryford]

Amazingly beneficial! Thank you for this great content!

[@SaadKingsta]

Single most useful information thats worth more than 5K USD

[@ashishmnit2004]

I want to thank you Kent Summers. The tips here were very useful. This is probably one of the first videos every B2b startup founder should watch before starting sales process.

[@farrukhbhatti8246]

Brilliant - best video on B2B sales

[@PSSConsulting]

Excellent resource

[@rahulbudhwar]

Really valuable insights from a practitioner

[@cdb5662]

Best content on this topic! Thank you!!!!

[@Egyptiancivilization-sz6qu]

Thanks for valuable information

[@mrrpswife]

Excellent - thank you!

[@yemiolulana5746]

This is Amazing information. Thank you for sharing

[@samirelzein1095]

Amazing

[@Moyo746]

I want to ask if I can affiliate with other companies like Alibaba,Amazon in a B2B market?

[@ThatGuyShannon]

Interesting for beginners...

[@beckwilde]

This was fantastic. Does anyone have any suggestions on how else I can learn more about B2B sales? Videos, books, sales calls, coaching, training.. etc

[@harishnegi2264]

Hey...There are tons of good books on management, sales, etc. but only a very small percentage them actually provide actionable tools, templates and guidance for your unique situation/ business. Here is what I have found useful.... Thinking fast and slow by Daniel Kahnemann (only helps if you read it slowly), TV series- Suits (you will have to invest time in figuring out how to translate the main characters' success to your filed), Algorithms to Live By-This books advises to use the logic that computer science, AI and ML, uses to make decisions. Let me know your thoughts.

[@siromar99]

Look for Dekker Fraser. He's got all you need for your b2b learning journey.