As a popular (11+ year) IAP workshop on “B2B sales,” this workshop is consistently received by attendees with enthusiasm. Highlighting practical knowledge of "how to sell," the session provides entrepreneurs starting a new venture and business school graduates entering a new profession with basic tools for sales success: how to target enterprise sales opportunities, manage a sales process, acquire customers and generate revenue. Attendees gain basic knowledge and confidence to support better sales decisions.

The workshop includes 2 days of 90 min sessions, combining lecture, interactive exercises, and anecdotal evidence from real sales situations. During the sessions, you will focus on basic concepts, tools and mechanics for sales focus and efficiency. You’ll also cover more “qualitative” aspects of selling, with emphasis on how to navigate an organization, overcome bias, build buyer team consensus, and negotiate to close deals. Attendees will also troubleshoot “failed sales” and recommend corrective action or behavior.

Kent Summers has been offering the Sales Boot Camp in collaboration with VMS since 2008. He regularly presents sales workshops 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 helped many new MIT companies navigate critical sales challenges. His success with early-stage ventures and enterprise sales is uniquely suited to the needs of start-ups and scale-up ventures.