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For professionals new to sales, the process can seem like an alchemy of glad-handling and interpersonal magic. In this workshop we will discuss customer pain: the fundamental reasons why people and companies make it to “the close.” This workshop will focus on identifying the three fundamental personas in every organization that impact your ability to make a sale so that you can avoid wasted time talking to the wrong people and more quickly identify the people within an organization who can help you close deals faster. 

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. 

On top of “business-as-usual”, company leaders must face very complex and uncertain geopolitical and macroeconomic challenges, particularly for global companies. Some of the macroeconomic uncertainties these leaders have to overcome are inflation, rising interest rates, and fear of recession. Businesses also have to deal with the diversification of its supply chains and potential relocation of manufacturing plants, energy supply restrictions and cybersecurity risks, while reaching its business, equity and sustainability goals.
 
Join us to hear from MIT faculty and MIT Startup Exchange entrepreneurs to learn about their views on how to deal with some of these pressing issues, lead creatively and innovate in times of uncertainty.