In its 11th year, this popular IAP workshop provides entrepreneurs starting a new venture and business school graduates entering a new sales profession with practical knowledge of B2B sales -- how to target enterprise sales opportunities, manage a sales process, acquire customers and generate revenue. Basically, how to survive and grow the first 1 to 5 years of sales.

Two back-to-back 3-hour sessions combine lecture, interactive exercises, and anecdotal evidence from real-world sales situations. The morning session focuses on basic concepts and "tools and mechanics" required for sales focus and efficiency. The afternoon session covers more subtle human aspects of selling, with an emphasis on how to overcome bias, build consensus, proven techniques for getting started with new customers, and developing and structuring effective agreements.  Attendees will also trouble-shoot “failed sales” case studies and recommend corrective action or behavior based upon lessons learned during the workshop.

Kent Summers has been offering the Sales Boot Camp in collaboration with VMS since 2009. 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.

Register at http://bit.ly/2020salesbootcamp