Sales Techniques and Strategies for Startups

January 3, 2023 | 7:00 pm - 8:30 pm ET | Science and Technology Center, Lasell University, 1844 Commonwealth Ave, Auburndale MA 02466, US

Speaker Slides

Sales Coaching Company, Valor Performance, Shares Their Startup Story

Sarah Milby, Founder & CEO, Valor Performance

How To Interview Salespeople Without Being Sold

Jay Webb, Founder & CEO, j.David Group

Strategies for Sales Process Success

Terry Davis, Business Development Director, Prime Marketing Experts

A recording of this webinar is available for ENET members only at Learn how to become a member here!



Attendees will have the option to join us in-person at Lasell University, Newton, MA or online via Zoom.

The lifeblood of any organization is sales revenue. This is especially true for startups. In addition, sales can help your startup secure investment and scale to the next level.

If you are a founder or pondering a startup of your own, you will want to join Boston ENET on Tuesday, January 3, 2023, as startup experts address “Sales Techniques and Strategies for Startups” then network with fellow founders, investors, and entrepreneurs from The ENET Community!

As a startup founder, you are the first salesperson for your organization. What does that look like? The event kicks off with Terry Davis, a founder of a sales consulting firm which helps startups and small businesses navigate how to prospect, qualify leads, and generate sales for success. Terry will walk us through the first sales steps, including:

• Implementing Marketing Research and Branding into Sales
• Prospecting and Cold Calling to Build a Sales Pipeline
• Compensation for Sales Professionals
• Time Management and Discipline

After initial sales it is time to grow the business, you will need to build a sales team. Our next expert panelist will show you how. Jay Webb, a founder of a staffing agency specializing in helping startups scale their sales teams, will share his experience helping startups with strategies to build sales efforts and sales team, including:

• Hiring the First Salesperson
• Sales Processes with SOPs and Playbooks
• Scaling Sales and Go-To-Market Teams
• Determining Impactful and Sustainable Sales Compensation

And finally, our expert panel will conclude with an inspiring sales success story showcasing a startup that focuses on this event’s topic: Sales! Successful startups often transcend their founders into a world of affluent opportunity, and Sarah Milby exemplifies just that. Sarah will share her journey of pursuing her passion, which enabled her to fulfill her dream of becoming a founder. This panel will display just how she managed to scale Valor Performance from the ground up; developing a thriving business that has gained national attention and distributing leadership coaching to some of the highest performing sales professionals in the world.

• From Solo to Scale: A Founder Start-up Success Story
• How Sales Experience Catalyzed the Formation of Valor
• Experience as an Athlete Translate into Startup Sustainability
• What Top Sales Leaders Discuss With Their Performance Coach

After each presentation, our expert panelists will answer your questions during what is anticipated to be lively Q&A session, moderated by Maureen Mansfield and Rob Durant, both who have extensive experience in sales and startups. Finally, these expert speakers will be available to meet you personally during the concluding networking session.

Book raffle at this event!

We will be giving away the book, Entering Startupland, to one lucky attendee. You must be in attendance in-person at this event to be entered into the raffle!

More information:

This is a hybrid event. You may choose to participate in-person or online.

In-person Participation (check-in begins at 6:00 PM):
LOCATION: Science and Technology Center, Lasell University, Newton, MA, Room 210B. (google map: The address is 1844 Commonwealth Ave., but the entrance to the parking lot is on Central Street. Setting your GPS to 11 Central Street, Auburndale would help.

PARKING: Free parking is available. After arriving at the parking lot, take the steps on the right side of the brick building with large windows in front of you. At the top of the steps, you’ll see Donahue Plaza. Enter the building and walk straight. You should see our check-in table.

REFRESHMENTS: Pizza will be served.

Online Participation:
Zoom links will be sent to all registrants after registration.

COST AND RESERVATIONS: This event is free for ENET members and $10 for non-members. Click here to learn how to become a member. To expedite sign-in for the event, we ask that everyone — members as well as non-members — pre-register. If you cannot pre-register, you are welcome to register in person at the door while seats are available.

Event Schedule

January 3, 2023
6:00 pm ET
In-person registration and networking
7:00 pm ET
ENET Chairperson's announcements
7:10 pm ET
eMinute Pitch
Up to 3 Startup pitches
7:25 pm ET
Expert Panel
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
Panelists will be available afterward for responses to individual questions.


Davis Terry 1

Terry Davis

Business Development Director, Prime Marketing Experts

Terry Davis is a Business Development Director with Prime Marketing Experts, a full-service digital marketing agency that accelerates companies’ growth. He provides advice to businesses on what business development and digital marketing services best attract, convert, and retain customers.

As a content writer, Terry provides well-researched, SEO-friendly copy. The content he produces for his clients focuses on providing readers with the information they need and a call to action to help his clients turn prospects into clients of their own. Terry also provides job search assistance. Because of his enduring partnerships with recruiters, coaches, human resource managers, and talent acquisition specialists, Terry helps his clients to design resumes that capitalize on opportunities in their field of interest.

Terry is a proud US Army veteran, and he also runs a martial arts facility that teaches discipline and self-defense to children and adults.


Webb Jay

Jay Webb

Founder & CEO, j.David Group

Jay Webb is the Founder & CEO of the j.David Group, a search firm that helps start-up and growth-stage companies recruit and build their go-to-market teams. He’s also the host of The GOATS of Growth podcast, where he interviews CEO’s, Founders, Sales Leaders, and other members of the GTM about their approaches to vision, leadership, strategy, and execution. Jay is married with 2 kids and has a dog named Buster.


ValorPerformance SarahMilby

Sarah Milby

Founder & CEO, Valor Performance

Sarah Milby is the Founder and CEO of Valor Performance, Inc. an enterprise software company that supports some of the highest performing global organizations in strategically igniting the best in every leader, manager and team.  Delivered through its high-tech, high-touch digital platform, Valor provides the skills, analytics and coaching for professionals to stay on top of their game, even under pressure.

Prior to starting Valor, Sarah was an Entrepreneur in Residence (EIR) at F-Prime Capital Partners.  She also launched Grokker’s enterprise division as VP of Business Development and Partnerships, and lead health plan relationships for Castlight Health from start-up through its IPO in 2014.  Sarah has a Yale University B.A., a Harvard Kennedy School of Government MPA, and a Stanford University Graduate School of Business MBA.

Sarah’s experiences as a business leader and athlete gave her the inspiration and conviction to start Valor, dedicated to supporting and igniting the best in every leader, team and organization.

Moderator & Organizers

mansfield maureen opt

Maureen Mansfield

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

Maureen Mansfield is an entrepreneur with a deep passion for all things innovative. Maureen is the Founder of ~ Protect Your Passion ~ always and is on a mission to educate entrepreneurs about protecting their passion from founding a company, to scaling their startup, including intellectual property patent protection, through commercialization and exits. After sharing her startup story as an expert panelist at Boston ENET (ENET), Maureen was asked to volunteer and currently serves as Vice-Chair, Alliance Partners, with the IEEE Boston ENET.

With over 20 years of working with founders and business owners, ranging from small businesses to F50s, Maureen brings wisdom from business development (marketing and sales), contracts, and building proprietary systems to automate data that has helped companies to enjoy their most profitable year to date, including a coveted award by a F50 that created a new, profitable cost center nationwide and saved over $1 million to its bottom line annually.

Maureen holds several degrees from the University of Iowa and Harvard University, with selective admission into each program, along with scholarships and honors. Never forgetting her roots and those who have helped along the way, Maureen knows the value of giving back and has volunteered through her alumni, communities, and church, including the founding of two holiday charities that continue today. After being offered a full-scholarship for music, Maureen continues to play the alto saxophone, thanks to her mother who bought her that first saxophone.

durant Rob

Rob Durant

Founder, Flywheel Results LLC

Rob Durant “At my core, I am a teacher.” A results-driven enablement leader with an exceptional track record, especially at fast-moving tech start-ups, my true nature is helping, mentoring, guiding. My company, Flywheel Results LLC, specializes in helping start-ups build new sales and go-to-market teams, establish impactful methodologies, and flourish through their hyper-growth phase. I can be seen weekly on The Digital Download, the longest running weekly business talk show on LinkedIn.


Science and Technology Center, Lasell University, Newton, MA, Room 210B. (google map:

The address is 1844 Commonwealth Ave., but the entrance to the parking lot is on Central Street. Setting your GPS to 11 Central Street, Auburndale would help.



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