Sales Training: The Reasons Prospects Buy

February 14, 2023
MIT Campus
Sales Training: The Reasons Prospects Buy

Location

East Arcade Conference Room
1 Main Street
Cambridge, MA 02142

Overview

Prospects have a system for engaging sellers. Their approach gives them control of the sales process, which often conflicts with your objectives. In this session, you will learn the dynamics of the buyer-seller relationship and how to avoid the pitfalls that cause chasing, unpaid consulting, and missed forecasts.

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

    Prospects have a system for engaging sellers. Their approach gives them control of the sales process, which often conflicts with your objectives. In this session, you will learn the dynamics of the buyer-seller relationship and how to avoid the pitfalls that cause chasing, unpaid consulting, and missed forecasts.

    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

11:00AM
The Reasons Prospects Buy

Learn how to identify the prospect’s problems, and the implications to align proposals and close business.

Moderator

Principal

Joe Ippolito headshot
Joe Ippolito

Principal

For over 18 years, Joe Ippolito has been an award-winning Sandler trainer, consultant, and speaker. Before joining Sandler, Joe had a 25+ year career in Sales and Sales Leadership, building and leading direct sales teams, customer success teams, and channel partners. From startups building and scaling their sales organizations to established companies trying to maximize revenue, Joe has worked in various industries helping them develop high-performance Sales, Customer Success/Implementation, and Leadership teams. Joe has written numerous articles on cutting-edge revenue growth topics.


 

12:30 PM
Lunch

 

1:30 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
    11:00AM
    The Reasons Prospects Buy

    Learn how to identify the prospect’s problems, and the implications to align proposals and close business.

    Moderator

    Principal

    Joe Ippolito headshot
    Joe Ippolito

    Principal

    For over 18 years, Joe Ippolito has been an award-winning Sandler trainer, consultant, and speaker. Before joining Sandler, Joe had a 25+ year career in Sales and Sales Leadership, building and leading direct sales teams, customer success teams, and channel partners. From startups building and scaling their sales organizations to established companies trying to maximize revenue, Joe has worked in various industries helping them develop high-performance Sales, Customer Success/Implementation, and Leadership teams. Joe has written numerous articles on cutting-edge revenue growth topics.


     

    12:30 PM
    Lunch

     

    1:30 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.