Tutorial No. 50
Start Up Selling

PENN WHARTON ENTREPRENEURS WORKSHOP FEATURING
JEFFREY GOODMAN, WG'96 AND VP OF SALES AT GENWEB2

September 30  |  7:15 – 9:00 am (PDT)
Wharton | San Francisco Campus
2 Harrison Street, 6th Floor
San Francisco, CA 94105

Who are the most strategic customers — in terms of companies and people — for a startup to target? And once you have decided who your best sales targets are, how do you connect with and sell to them as people? 

In this Entrepreneurial Workshop with Jeffrey Goodman, takeaways will include:

• A framework for relationship-based selling.

• Why it is important to be able to sell to people based on their social style instead of yours…and a structured approach for doing so.

• A powerful model for targeting the right kinds of customers — both companies and people — based on the growth stage of a technology company.

Our main presentation will conclude sharply at 9:00 am. However, if you are able to stay beyond 9:00 am, Herb Fockler of Wilson Sonsini Goodrich & Rosati will hold a question and answer session on fundamental issues relating to forming, capitalizing and managing startup companies.  

IN PARTNERSHIP WITH

ABOUT JEFFREY GOODMAN, WG'96

VP of Sales at Genweb2 and a co-founder of Esurance, which was sold to Allstate in 2011 for $1B. He is a serial entrepreneur who has sold semiconductor capital equipment, computer hardware, and software services over the years. Jeff holds an MBA from The Wharton School and a B.S. in Electrical Engineering from M.I.T. Read more about Jeff