MIT VMS Boot Camp: Crash Course in Enterprise B2B Sales for Startups

Friday, January 26, 2018 at 9:00am to 4:00pm

MIT, 4-370

Kent Summers, MIT VMS Mentor, Haley Tidd, Program Administrator

Friday, January 26

9:00AM-4:00PM, Lunch break from 12-1 PM

Room 4-370

Enrollment: Limited: Advance sign-up required 
Email to register

Prereq: None

In its 7th year, this popular IAP workshop is consistently received by attendees with enthusiasm. Providing practical knowledge of "how to sell," the Sales Boot Camp provides 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. Attendees will gain basic knowledge and confidence to support better sales decisions.

The workshop is comprised of two 3-hour sessions, combining lecture, interactive exercises, and anecdotal evidence from real 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 this 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 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.

Email to register

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

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