Fueling Growth: How to Build a Sales Team to Sell More

May 3, 2022 | 7:00 pm - 8:30 pm ET | Online Webinar

Speaker Slides

Five Questions to Answer As You Start to Sell

Don Drury, Principal and Founder, Drury Advisors LLC

Handling Objections

Marc Kitz, Sales Coach

Strategies for Sales Process Success

Terry Davis, Business Development Director, Prime Marketing Experts

Startup Sales – What Now?

David L. Hall, Managing Director, DLH Technology Advisors

 This event is free of charge.  However, prior registration is required to attend.

 ENET Members will also have the opportunity to view a recording of this webinar if you are unable to attend or wish to view it again.   

Following up from ENET’s event on marketing, this event will explore how to build a sales team to sell your startup’s product and services by collaborating with information and intelligence gathered from marketing efforts, as well as how to fuel growth for your company.  Now that your target market has been determined, which is one of your most important responsibilities as an entrepreneur, you now have the foundation of all the elements for your startup sales strategy, from developing and presenting your offerings to the tools to promote them. But then, the question is, to sell these offerings as a solo or to build out a sales team, that is the question. Whether you alone will wear the sales hat or you hire sales professionals, the goal should be creating and implementing a systematized, proven sales strategy to help you meet your sales goals and quotas, while documenting a sales process to iterate and improve your strategy with each sales interaction.  These efforts will ultimately enable your sales process to grow and scale your startup. The result should be a systematized, proven sales strategy that will help you accelerate through your sales quotas, meet your business growth goals, and, hopefully, exceed your sales and business goals.

Tonight’s expert panel of sales professionals and founders of companies will address these situations as founders determine whether to do sales by themselves or to build out a sales team.  You will also hear from one of the panelists who literally started his tech startup with “two guys in a garage” and his journey to an exit.  This panel will kick off with a sales professional focusing on how to ensure you have a compelling value message and understand why prospects will buy your product or services.  The next expert panelist will discuss how to overcome dreaded objections when you or your sales team hear that dreaded “No” answer.  The next panelist will give tips on how to use marketing materials in your sales calls including practical advice that can be used in your next sales call.  The final panelist will share his story about how he and his co-founder started a company in a garage, guided their startup to an exit, and is now helping other early-stage companies start and build out their sales process.  In addition, the ENET event will be moderated by professionals who collectively have co-founded a startup to a funding event, helped market and sell services that led to their most profitable years to date at several companies, joined intrapreneurial teams in enterprise companies leading to millions of dollars of savings to the bottom line while uncovering and opening up new, profitable cost centers nationwide, and raising millions for companies, from small, family-owned operations to international companies.

Please join ENET for this panel discussion on sales as these sales experts, who are also founders and entrepreneurs, share their knowledge about how to fuel growth for your startup using marketing materials and marketing intelligence, traditional sales skills,  and cutting-edge sales techniques to help you to build a sales team to sell more!

A Question and Answer (Q&A) Session will follow the panel discussion, and the Expert Panelists will be available afterward for responses to individual questions. All times are USA Eastern Daylight Time (EDT) as listed below.

Event Schedule

May 3, 2022
7:00 pm ET
Introduction
ENET Chairperson's announcements
7:10 pm ET
eMinute Pitch
Up to 3 Startup pitches
7:25 pm ET
Expert Panel
4 expert speakers on the night’s topic
8:10 pm ET
Q & A
Moderator and Audience Q & A with the speakers
8:30 pm ET
Networking
Panelists will be available afterward for responses to individual questions.

Speakers

Drury Don

Don Drury

Principal and Founder, Drury Advisors LLC

Don has over 30 years of experience focused on the Go-To-Market (GTM) side of the B2B enterprise software, SaaS, and technology sectors. Don spent three and a half years as a Senior Sales Consultant with SiriusDecisions before launching his own consulting business in 2018. Don has held leadership roles in multiple early-stage companies as well as large global organizations including Kronos (now UKG), Baan ERP, and Xerox. His work is focused on defining and clarifying high level GTM strategies for his clients and helping them design and deliver Sales and Marketing workstreams to acquire, retain, and grow revenue across the customer lifecycle.

Kitz Mark

Marc Kitz

Sales Coach

Marc has over 37 years of experience (including 18 at HPE) driving new technology solutions business as a Sales Representative, Manager and Coach (totaling over $200 Million). He has a strong track record for finding new business and managing thru complex sales processes. Marc lives in West Hartford, CT and grew up in Bellmore, NY. He attended the University of Rhode Island. He is now sharing his experience thru Sales Coaching, his Prime Marketing Experts, an international businessblog (https://marckitz.com/),and via subscriber e-mails – sign up on his home page!

linkedin.com/in/marckitz

Davis Terry

Terry Davis

Business Development Director, Prime Marketing Experts

Terry is a sales professional with Prime Marketing Experts, a full-service digital marketing agency that accelerates companies’ growth and only works remotely. He provides advice to businesses on what business development and digital marketing services best attract, convert, and retain customers, including sales training, sales process implementation, telesales, website design, social media management, and email marketing. Terry also provides job search assistance, including Applicant Tracking Software (ATS) Certified Resumes, cover letters, personalized LinkedIn profile makeovers, personal marketing and branding by staying up to date about job searches, market trends, ATS, and hiring processes. From establishing enduring partnerships with recruiters, coaches, human resource managers, and talent acquisition specialists, Terry partners with clients to design resumes for the job field of interest that capitalize on opportunities. As a content writer, Terry provides well-researched, SEO-friendly copy focused on providing prospects information and a call to action to move forward to help businesses turn prospects into clients. Terry also provides other specialized services, such as job search support, interview coaching, career coaching, and professional writing, and editing. Terry is also a veteran having served in our US Army and also runs a martial arts facility teaching kids and adults discipline and self-defense.

https://www.primemarketingexperts.com/

Hall David

David L. Hall

Managing Director, DLH Technology Advisors

Dave is a Sales, Business Development, Start-up Marketing and Entrepreneurial Professional, living in the Salesforce Community since 2010. He co-founded Kona DataSearch to enhance the productivity of the search experience in Salesforce. He founded DLH Technology Advisors to help startups and Salesforce partners drive sales, marketing and top line revenue. A native of Worcester, MA, Dave’s career started as a Mechanical Engineer out of the University of New Hampshire, working for Teradyne Connections in Nashua, NH. With 15 years running his own electro-mechanical rep business, Dave worked with multiple verticals including Industrial, Medical Device, Electronics, Robotics, Defense and Med-Tech accounts. Dave has worked at several high-tech firms including Fujitsu Consulting, Attivio, and Sadhana Salesforce Consulting. He’s always been passionate about driving deal flow and now advises and invests in other start-ups to support their marketing, brand awareness and go-to-market requirements.

linkedin.com/in/hallzy

Moderator & Organizers

MansfieldMaureen

Maureen Mansfield

Founder, ~ Protect Your Passion ~ Vice-Chair Alliance Partners, Boston ENET

Maureen is an entrepreneur with a deep passion for all things innovative. She founded ~ Protect Your Passion ~ to educate entrepreneurs about protecting their passion when starting a startup, scaling a business, and licensing intellectual property, including patent protection. After sharing her startup story at ENET, Maureen was asked to volunteer and is now Vice-Chair Alliance Partners for The IEEE Boston ENET. With over 30 years of working with founders, business owners, and C-suites, Maureen brings sage wisdom from marketing, sales, and business development, contracts and contract compliance, and building proprietary databases that helped several companies enjoy their most profitable years. This includes leading her intrapreneurial team to earn the top coveted award from a F50 by reducing fraud and discovering new markets while saving over $1 million to its bottom line annually, with a special thanks to her sister, a computer guru, who made Maureen learn computers in the 80s. Maureen holds several degrees in selective programs from The University of Iowa and Harvard University. Knowing the importance of giving back and honoring those who helped along the way, Maureen has given back her colleges, communities, and churches, including founding two charities that continue today. Despite not pursuing a full scholarship for music, Maureen continues to play the alto saxophone, thanks to her mother who bought her that first saxophone.

linkedin.com/in/maureenmansfield7813692020

skiba dan

Dan Skiba

Managing Director, Skiba Advisory Associates VP Printed Electronics, Chasm Advanced Materials Vice-Chair Programs, Boston ENET

As a Product Development Company Executive, I provide strategic leadership in product innovation, and managing global teams, delivering award-winning products to the international market. My ability to problem solve, direct the entire product development lifecycle, and gain commitment to a common goal have driven faster release of products and market penetration. By building synergies across all Product Life Cycle disciplines, we have delivered products that result in 100% product utilization and seamless integration into customer environments. My skills in optimizing international resources have significantly reduced costs and streamlined production, delivering product excellence.

linkedin.com/in/dtskiba

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