Highlighting practical knowledge of "how to sell," Kent provides entrepreneurs starting new ventures and business school graduates entering a new profession with basic sales knowledge, skills, and tools for success: how to target enterprise sales opportunities, manage a sales process, acquire customers, and generate revenue. A generous TWO DAYS of lectures, interactive exercises, and anecdotal evidence from real sales situations focusing on basic concepts, tools, and mechanics for sales focus and efficiency. Learn “qualitative” aspects of selling, emphasizing how to navigate an organization, overcome obstacles and objections, build buyer team consensus, and negotiate to close deals. Attendees will troubleshoot “failed sales case studies” and recommend corrective action or behavior.