Atlantic Canada RevGen '24

Struggling to close deals, scale your sales process, or transition from founder led sales to the first sales hire and a dedicated team? You are not alone. As a B2B venture founder, you know that new customer acquisition and revenue growth is a major challenge. Yet, while everyone talks about product-market fit and funding, few address the make-or-break sales execution skills and practices.

Break free from outdated sales practices that hinder growth. This no-nonsense B2B sales training — a popular course at MIT since 2008, and annual training at many top-tier accelerators around the globe — provides startup founders and market-facing teams a highly-accelerated education in B2B sales best practices.

Two days of intensive training will cover the entire B2B sales process — from lead to close. Get ready to learn and be inspired by key insights and wisdom from top experts in enterprise sales. Each session is packed with practical insights, tools and sales execution skills that early-stage ventures and their teams can put into practice right away to accelerate customer adoption and revenue growth!

Who Should Attend

B2B Startup to Scaleup Ventures enrolled in Atlantic-Canada Accelerator programs, with Life Science and B2B tech product focus, in the founder-led sales to team sales stage of growth.

What You Will Learn

• Proven B2B Sales Methodology and Frameworks
• High-Performance B2B Sales Practices & Tactics
• The 10 Keys to a Successful Product Pilot
• Stakeholder Mapping — How to Build Buyer Support
• Sales Economics — Essential Metrics, Lead to Close
• Inside Enterprise Procurement — How Companies Buy
• Revenue Models — Incentives to Adoption and Scale
• Proposal Structures — Getting a Signed Agreement
• How to Establish Sales in US Market Segments
• Selling into Highly-regulated Industries

Delivered by Kent Summers and Jim MacDonald — successful startup founders, career B2B sales practitioners, Instructors at MIT & Harvard — and special guest Michael Levinger, career CEO in the Boston healthcare sector.

Host or Publisher Spinnaker Sales Group LLC