Sales Training III: Startup Sales Journey, Dos and Don’ts

December 13, 2022
MIT Campus
Sales Training III: Startup Sales Journey, Dos and Don’ts

Location

East Arcade Conference Room
1 Main Street
Cambridge, MA 02142

Overview

This session brings together three entrepreneurs to engage in a vivid discussion about their sales journey. From customer discovery to closing their first deal including success cases and failures as well as dos and don’ts. It is intended for MIT-connected startups, affiliated to MIT Startup Exchange as well as other MIT programs, eager to learn from more mature startups how to prospect and successfully engage with customers avoiding common pitfalls. 

Registration for this hybrid event is complimentary, but space is limited to 30 in-person participants. Remote participants will receive the Zoom link before the event.

Entrance to the East Arcade Conference Room is located on the first floor, southwest corner of the building.

  • Overview

    This session brings together three entrepreneurs to engage in a vivid discussion about their sales journey. From customer discovery to closing their first deal including success cases and failures as well as dos and don’ts. It is intended for MIT-connected startups, affiliated to MIT Startup Exchange as well as other MIT programs, eager to learn from more mature startups how to prospect and successfully engage with customers avoiding common pitfalls. 

    Registration for this hybrid event is complimentary, but space is limited to 30 in-person participants. Remote participants will receive the Zoom link before the event.

    Entrance to the East Arcade Conference Room is located on the first floor, southwest corner of the building.

Register

Agenda

11:30AM
Session 3: Startup Sales Journey, Dos and Don’ts
Moderator:
Beth Porter
Co-Founder & CEO, Esme Learning
Beth Porter headshot
Beth Porter
Co-Founder & CEO

Beth Porter has pioneered research and developed products that transform online teaching and learning. A former VP at Pearson Education and edX, Porter has led multiple product and engineering teams to deliver customer-focused EdTech products. Porter launched the Open edX initiative at edX, an open-source digital learning software used by more than 60 million learners worldwide, and she was the architect of the original Texas OnCourse program, a state-funded career and college counseling platform serving all Texas schools. As part of her work building edtech products that truly solve higher education’s engagement problem, Porter is Co-founder and CEO of Esme Learning, an AI-powered digital learning platform. Porter also co-founded Riff Analytics -- with Sandy Pentland, David Shrier and Dan Calacci out of the MIT Media Lab and based on Pentland's concepts in social physics -- which is AI-enabled collaboration software. Riff was acquired by Esme Learning in 2021. Porter is a lecturer at Boston University’s Questrom School of Management.

CEO, Mori

Adam Behrens headshot
Adam Behrens

CEO, Mori

Adam has spent his career developing and translating technologies in the areas of food, agriculture, healthcare, and nutrition. Previously, he was a postdoctoral associate in the Langer Lab at MIT where he managed several projects focused on improving healthcare and nutrition in the developing world. He was named to the Forbes 30 under 30 list in 2017. Adam holds a BS in Chemical Engineering and a PhD in Bioengineering from the Kofinas lab at the University of Maryland.

Chief Commercial Officer, Realtime Robotics

Kevin Carlin headshot
Kevin Carlin

Chief Commercial Officer, Realtime Robotics

Kevin Carlin is the Chief Commercial Officer at Realtime Robotics, since Jan 2022. Before that, Kevin has held a wide variety of roles in the semiconductor industry over the past 25 years, including leading the Industrial Automation, Energy and Industrial AI based SaaS Businesses for Analog Devices. Kevin spent 15 years in Europe leading various sales organizations, including 12 years in Germany. He is fluent in German and holds a Bachelor’s and Master's degree in Electronic Engineering & DSP from Ulster University. Kevin is originally from Belfast, N. Ireland and currently resides in Boston, MA.

Chief Commercial Officer, Zapata Computing

Gregg Carman headshot
Gregg Carman

Chief Commercial Officer, Zapata Computing

Carman has a distinguished track record spanning various technology sectors including analytics, artificial intelligence (AI), workplace technology, Internet of Things (IoT), and CRM. Most recently he served as the CRO of Nuvolo, a workplace software company, where he led the go-to-market strategy to significantly grow annual recurring revenue (ARR) while expanding adoption in new global and vertical markets. Carman also served as a senior executive at several noteworthy tech companies including C3.ai, Humanyze, Mattersight, SAP, and Siebel Systems. He’s been the key character of a Harvard Business School case study “Anatomy of a Sale,” 2001, Profs Deighton & Naryandas. He lives in the Boston area with his three daughters and stays active with basketball, tennis, and hiking.


 

12:15 PM
Lunch

 

1:15 PM
Adjournment

 

About the Series

This session is part of MIT Startup Exchange Sales Training, a series of complimentary learning sessions designed for the Exchange’s startups and entrepreneurs. Throughout the seven series, participants will learn how to implement the most effective systems into their sales functions to scale their teams faster and more predictably to:

  • Create more new business opportunities
  • Close a higher percentage of those opportunities
  • Close them faster and not miss forecasts and quotes
  • Close them for more money where applicable

 

 

  • Agenda
    11:30AM
    Session 3: Startup Sales Journey, Dos and Don’ts
    Moderator:
    Beth Porter
    Co-Founder & CEO, Esme Learning
    Beth Porter headshot
    Beth Porter
    Co-Founder & CEO

    Beth Porter has pioneered research and developed products that transform online teaching and learning. A former VP at Pearson Education and edX, Porter has led multiple product and engineering teams to deliver customer-focused EdTech products. Porter launched the Open edX initiative at edX, an open-source digital learning software used by more than 60 million learners worldwide, and she was the architect of the original Texas OnCourse program, a state-funded career and college counseling platform serving all Texas schools. As part of her work building edtech products that truly solve higher education’s engagement problem, Porter is Co-founder and CEO of Esme Learning, an AI-powered digital learning platform. Porter also co-founded Riff Analytics -- with Sandy Pentland, David Shrier and Dan Calacci out of the MIT Media Lab and based on Pentland's concepts in social physics -- which is AI-enabled collaboration software. Riff was acquired by Esme Learning in 2021. Porter is a lecturer at Boston University’s Questrom School of Management.

    CEO, Mori

    Adam Behrens headshot
    Adam Behrens

    CEO, Mori

    Adam has spent his career developing and translating technologies in the areas of food, agriculture, healthcare, and nutrition. Previously, he was a postdoctoral associate in the Langer Lab at MIT where he managed several projects focused on improving healthcare and nutrition in the developing world. He was named to the Forbes 30 under 30 list in 2017. Adam holds a BS in Chemical Engineering and a PhD in Bioengineering from the Kofinas lab at the University of Maryland.

    Chief Commercial Officer, Realtime Robotics

    Kevin Carlin headshot
    Kevin Carlin

    Chief Commercial Officer, Realtime Robotics

    Kevin Carlin is the Chief Commercial Officer at Realtime Robotics, since Jan 2022. Before that, Kevin has held a wide variety of roles in the semiconductor industry over the past 25 years, including leading the Industrial Automation, Energy and Industrial AI based SaaS Businesses for Analog Devices. Kevin spent 15 years in Europe leading various sales organizations, including 12 years in Germany. He is fluent in German and holds a Bachelor’s and Master's degree in Electronic Engineering & DSP from Ulster University. Kevin is originally from Belfast, N. Ireland and currently resides in Boston, MA.

    Chief Commercial Officer, Zapata Computing

    Gregg Carman headshot
    Gregg Carman

    Chief Commercial Officer, Zapata Computing

    Carman has a distinguished track record spanning various technology sectors including analytics, artificial intelligence (AI), workplace technology, Internet of Things (IoT), and CRM. Most recently he served as the CRO of Nuvolo, a workplace software company, where he led the go-to-market strategy to significantly grow annual recurring revenue (ARR) while expanding adoption in new global and vertical markets. Carman also served as a senior executive at several noteworthy tech companies including C3.ai, Humanyze, Mattersight, SAP, and Siebel Systems. He’s been the key character of a Harvard Business School case study “Anatomy of a Sale,” 2001, Profs Deighton & Naryandas. He lives in the Boston area with his three daughters and stays active with basketball, tennis, and hiking.


     

    12:15 PM
    Lunch

     

    1:15 PM
    Adjournment

     

    About the Series

    This session is part of MIT Startup Exchange Sales Training, a series of complimentary learning sessions designed for the Exchange’s startups and entrepreneurs. Throughout the seven series, participants will learn how to implement the most effective systems into their sales functions to scale their teams faster and more predictably to:

    • Create more new business opportunities
    • Close a higher percentage of those opportunities
    • Close them faster and not miss forecasts and quotes
    • Close them for more money where applicable

     

     


Disclaimer:  MIT Startup Exchange can make introductions that ideally provide open ended discussions in order to share mutual interests and potentially create common ground that incite the parties to collaborate. MIT Startup Exchange introductions may eventually lead to mutual partnerships, but that is not in any way guaranteed by MIT, MIT Corporate Relations, MIT Industrial Liaison Program (ILP) or MIT Startup Exchange, which takes no responsibility for these outcomes and no formal part in such discussions following our introduction. MIT Startup Exchange and its activities and events are not for purposes of soliciting investment or offering securities.