B2B Sales for Startups Strategies, Tactics & Tradecraft - Session 2 || Harvard Alumni Entrepreneurs

B2B Sales 4 Startups: Strategies, Tactics & Tradecraft, Kent Summers covers B2B Sales at the practical "how-to" level to improve sales performance, from lead prospecting to close.
Session 2 looks at 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.
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[@ridg2806]

Extremely valuable lecture!

[@samirelzein1095]

2 years of such amazing know how shared on YT. Just 190 likes and 4 nice comments, tells you the huge need for good b2b

[@abhishekrungta]

Most good content is buried deep in YT. The really knowledgeable people just share. They have very less desire to be popular. Most creators create content to be famous and make money, and hence they rank higher.

[@nicohaab9967]

​@@abhishekrungta Yes, it's the same as with books. I find that the most successful people possess the knowledge of the old masters from 100s of thousands of years ago.

[@RaselAhmedMazumder]

Truly said, I was searching for this kind of content!

[@Jordan-tl4yp]

Thank you Mr Summers for sharing your wisdom so generously.

[@hussamal-haroun7308]

Agree. This is really great. A sincere thank you.

[@alvaromd3203]

Masterclass! Best among the best!

[@mrrpswife]

Awesome - I learned great information!

[@creative1913]

Thank you so much for this presentation!

[@GameofSelling]

26:00 Prospecting Dos and Don'ts

[@longawelt9639]

Awesome job! Thank you so much!

[@Lugodoy1]

This is just amazing

[@g.l.5072]

Great!