This session will discuss how to increase the speed of your sales by improving your qualification process. This workshop will help you deepen your understanding of the qualities that determine the likelihood of a prospect or potential partner to commit. We will talk about how to decide who is qualified to buy from you and how to quickly qualify prospective customers and partners. Tricky issues like budget and decision-making authority will be addressed.
Understanding and refining your marketing and sales funnels are an ongoing part of building a successful business. In many ways the job of an early stage start-up is to identify and structure a funnel that works. This session will be a practical workshop to help you better understand how sales funnels work. The emphasis will be on using funnels to build better sales processes and allocate your time more effectively.
John Andrews, CEO, Celect
JC Gutiérrez-Ramos, President and CEO, Synlogic
David Knezevic, CTO, Akselos
Sales Training - Session V: Decision Making
Introduced by Marcus Dahllof, Associate Program Director, MIT Startup Exchange; Cliff Reid, PhD, CEO, Travera; Todd Gierahn, PhD, Cofounder, Honeycomb; Laura Indolfi, PhD, CEO & Cofounder, PanTher Therapeutics; Ulrik Nielsen, PhD, CEO & Cofounder, Torque; Jason Norris, Cofounder, Elektrofi; Patrick Stern, PhD, CEO & Founder, Sextant; Carlos Castro-Gonzalez, PhD, CEO & Cofounder, Leuko Labs; and Alec Nielsen, PhD, Cofounder, Asimov.
Robots inspired by animals," Sangbae Kim, Associate Professor of Mechanical Engineering, Biomimetic Robotics Lab, MIT