DescriptionAn intensive two-day course for KAUST engineers and scientists who want to see their breakthrough ideas and inventions move successfully and swiftly from the cool comfort of the laboratory to the cruel crucible of the marketplace.;;Topic covered will be:;;a) Framework and Definition of High Value Sales, Sales Management, and Building Predictable, High Performance, Strategic Customer Relationships;;b) Quantifying the Value Proposition and Preparing your Elevator Pitch;;c) Sales Elevator Pitch Exercise: Communicating Your Value Proposition in a Live, Competitive Network;;d) Managing a Sales Organization in Tough Times;;e) Creating a Sales and Customer Focused Culture in your Company and with your Customers;;f) Recruiting, Motivating, and Building a World Class Sales Team;;PLEASE NOTE THAT THERE IS AN APPLICATION PROCESS FOR THIS COURSE WHICH IS LISTED BELOW
Ken Morse was a co-founder of six high-tech companies, together with MIT friends and classmates. Five of these ventures had successful IPOs or mergers; one was a disaster. They included 3Com Corporation, Aspen Technology, Inc., a China Trade Company, a biotech venture, and an expert systems company. Ken was either the CEO or responsible for part or all of the Sales organization in each of these new enterprises. During his 4+ years as Managing Director of AspenTech (AZPN) Europe SA/NV, Ken’s team achieved 18 consecutive quarters of on-target sales performance by building close strategic relationships with the leading chemical and pharma companies throughout Europe and The Middle East. He grew the AspenTech EMEA organization from 22 to 200+ employees with basically zero staff turnover, and expanded sales revenue 600% - 900% with key client relationships. In the thirteen years that Ken served as Founding Managing Director of the MIT Entrepreneurship Center (1996 – 2009), the number of students taking Entrepreneurship Courses increased from 220 to 1,600 per year while the number of professors grew from 3 to over 36. He conceived and led the weeklong MIT Entrepreneurship Development Program, which over the past ten years trained more than 1,000 global entrepreneurs in an intensive on campus executive education program. Ken was named “Education All Star” by “Mass High Tech” magazine, and was a member of the MIT Enterprise Forum Global Board (2009-2011).
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