MIT VMS Boot Camp: B2B Sales 4 Startups

Friday, September 18, 2020 at 1:00pm to 3:00pm

Virtual Event

*A Special Summer Offering*


MIT VMS Boot Camp Event:

B2B Sales 4 Startups


Taught by VMS mentor Kent Summers

A Week-Long Crash-Course!

September 14-18, 2020 1:00pm – 3:00pm


Registration required – Space is limited


Please register here:


As a popular IAP class 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.


MIT VMS is now offering this workshop as a *Special Summer Offering* to help our entrepreneurial community. The workshop includes 5 days of 2-hour sessions, combining lecture, interactive exercises, and anecdotal evidence from real sales situations. During the week, 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.


Please register here:


Event Type

Career Development

Events By Interest


Events By Audience

MIT Community, Students, Alumni, Faculty, Staff

Events By School

School of Architecture and Planning (SA+P), School of Engineering (SoE), School of Humanities, Arts, and Social Sciences (SHASS), Sloan School of Management (Sloan), School of Science, Schwarzman College of Computing


business, Sales, Entrepreneurship



MIT Venture Mentoring Service
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