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Global Sales Strategies for Ambitious Entrepreneurs

Global Sales Strategies for Ambitious Entrepreneurs

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A high quality seminar and workshop for Entrepreneurs, CEOs and senior sales
executives from innovative, fast-growing companies, featuring case studies and
lectures, interactive discussions, participants presentations, “hands-on” exercises, and the opportunity to practice “elevator sales pitches” to potential customers.
A high quality seminar and workshop for Entrepreneurs, CEOs and senior sales
executives from innovative, fast-growing companies, featuring case studies and
lectures, interactive discussions, participants presentations, “hands-on” exercises, and the opportunity to practice “elevator sales pitches” to potential customers.

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Published by: rajanand.biz Limited on May 19, 2009
Copyright:Attribution Non-commercial


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In collaboration with:Primary sponsor:
High Value Sales Management
Global Sales Strategies for  Ambitious Entrepreneurs
 A high quality seminar and workshop for Entrepreneurs, CEOs and senior salesexecutives from innovative, fast-growing companies, featuring case studies andlectures, interactive discussions, participants presentations, “hands-on” exercises,and the opportunity to practice “elevator sales pitches” to potential customers.
Monday & Tuesday, 15 – 16 June 2009, LONDON - UK 
Led by:
Senior Lecturer & Managing Director,MIT Entrepreneurship Center, Cambridge, MA, USA Chair in Entrepreneurship, Innovation and Competitiveness,Delft Technical University, Delft, The Netherlands
Managing Director,Entrepreneurship Ventures, Inc., Boston, MA, USA Visiting Lecturer,MIT Sloan School of Management, Cambridge, MA, USA 
“Ken’s Class was very timely, ocused and o great value or all o us at Traceall, as we develop our  international sales strategy. A ‘must attend’ or all high growth technology-based companies looking to scale globally.”
- Scot McRae, Commercial Director, Traceall Ltd, UK 
In collaboration with:Primary sponsor:
Improving the effectiveness of salesmanagement processes, and theoverall speed of decision making inyoung companies, large and small, isconsistently cited by business expertsas one of the highest priorities, yearafter year. In the current tough climate,every purchase by any prospective
customer must be triple-justied at all
levels of management. Therefore,having the best ROI-based salesapproach is essential to shorteningthe sales cycle and therefore to thesurvival of most young companies. Attending this course can help ensurethat your company succeeds.
“The Global Sales Strategies program or AmbitiousScottish Entrepreneurs was a turning point or me.It has helped me attain condence in overcoming previously daunting challenges at a critical time or my  business. I now have the tools in place to expand both locally and globally.”
- Ian Drysdale, Managing Director, DanMedical Ltd,Inverness, UK 
This course is designed to enableentrepreneurs, CEOs and their top salesexecutives - - and the fast-growingcompanies from which they come - - tobe more effective in establishing long
term, dependable, predictable, protable,referenceable and mutually benecial,
customer relationships.The course will assist entrepreneurs,CEOs and experienced businessdevelopment managers to sharpen theirskills and improve the customer focusedculture of their organizations.The course is highly interactive andfeatures case studies of fast growingcompanies as well as “live” exerciseswith real time feedback.
“Sales results are clear, digital and brutal. They areeasy to measure; there are no shades o gray. Either the sale was made - and the customer  paid - or not.”
- Kenneth P. Morse, Managing Director, MIT EntrepreneurshipCenter 
“Everywhere in the world, the company withthe best sales orce usually wins, even i their competitors have better technology.”
- Howard Anderson, Founder, Yankee Group
“Everyone wants to eat meat, but there are very ew consistently successul hunters.”
- Jim Brown, NFL Hall o Fame
“Excellent, thought-provoking, and insightul content. An incredibly passionate, knowledgeable and indeed  inspiring entrepreneur and educator. Ken delivered what I classiy as one o the best courses I have ever  attended. I have started to apply some o the learningon my rst day back at the oce, and I was astounded when I observed a series o people-driven eventsunolding exactly how Ken told us during the course!THANK YOU!”
- Marco Busi, CEO and Head o Research, carisma rctLtd, Dingwall, UK 
Effective Sales isMission Critical
In collaboration with:Primary sponsor:
Managing Director,MIT Entrepreneurship Center
Senior Lecturer,MIT Sloan School of Management
Chair in Entrepreneurship, Innovationand Competitiveness,Delft Technical University, Delft,The Netherlands
Serial Entrepreneur
Bachelor of Science, MIT, 1968
MBA, Harvard BusinessSchool, 1972
Kenneth P. Morse
Ken has been a high performanceleader in global high tech salesand sales management for over35 years.
Track Record
Prior to joining the MIT Entrepreneurship Center in 1996,Ken Morse was a co-founder of six high-tech companies,together with MIT friends and classmates. Five of theseventures had successful IPOs or mergers; one wasa disaster. They included 3Com Corporation, AspenTechnology, Inc., a China Trade Company, a biotechventure, and an expert systems company. Ken waseither the CEO or responsible for part or all of the Salesorganization in each of these new enterprises. Duringhis 4+ years as Managing Director of AspenTech (AZPN)Europe SA/NV, Ken’s team achieved 18 consecutivequarters of on-target sales performance by buildingclose strategic relationships with the leading chemicaland pharma companies throughout the region. Hegrew the AspenTech EMEA organization from 22 to200+ employees with basically zero staff turnover, andexpanded sales revenue 600% - 900% with key clientrelationships.Ken’s interest in international high tech ventures beganat MIT, where he graduated with a BS in Political Sciencein 1968 followed in 1972 with an MBA from HarvardBusiness School. Upon graduation, he joined Schroders,the UK-based merchant bank, where he was personalassistant to Jim Wolfensohn, former President of theWorld Bank.In 1975 Ken formed a trading advisory company underthe aegis of Chase Manhattan Bank to assist U.S.technology-based companies such as IBM, GeneralMotors, Gilette, Hughes Aircraft, Mine Safety Appliances,Waters Associates, and others to enter the China market.
Ken lived in Beijing for ve years during the latter half of
the Cultural Revolution.In 1980, Morse relocated to Silicon Valley as a foundingmember of 3Com Corporation. Since Ken joined the MITEntrepreneurship Center in 1996, the number of studentstaking Entrepreneurship Courses has increased from 220to 1,500 per year while the number of professors hasgrown from 3 to over 30. Ken was named “Education AllStar” by “
Mass High Tech
” magazine.Ken is a member of the Council on Foreign Relations(New York City) and the Cercle Royal Gaulois Artistique& Littéraire (Brussels). Ken is a member of the Boardof Advisors of three early-stage Venture Capital Firms:PolyTechnos Venture-Partners (Munich), RudyardPartners, LLC (Boston), and The Entrepreneurs FundIII (Silicon Valley). Ken serves on the Board of Advisorsof Denkwerk GmbH in Germany, iMotions - EmotionTechnology A/S and Zylinc ApS in Denmark, Naseeb
Networks and Sozar in Pakistan, and several MIT
spin-offs, including Terrafugia, Inc.
Ken speaks uent French and some Chinese. When he
is not helping young companies to succeed, Ken enjoyssailing his wooden boat with his family around Cape Cod.
“Ken’s vast, real world experience and eective, inspirational teaching style brought to lie executive- level relationship planning, value added elevator  speeches, and other topics that are o tremendousvalue to any sales proessional.”
- Mark Denissen, Texas Instruments, USA
“Ken Morse is a charismatic man. I learned a lotrom him – also intuitively. “ 
- Christian Dittrich, Step Ahead AG

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