The Closer: Tips and Tools on Making the Sale

Want to get closing and keep closing? Then join us on September 17th as MITEF NW kicks off the new Venture Lab season with a workshop featuring a panel of experienced sales experts who will reveal the key learnings on how to best close business in Q4 and beyond. In addition, the event will also feature a group of two-minute How I closed THAT sale! lessons from local entrepreneurs who wrestled with a stalled sales opportunity and got it unstuck!

Our panelists include:

Dave Parker – Partner, OneAccord Partners, a Bellevue-based strategic sales practices consultancy. Dave has enjoyed success in product and service industries, selling both tangible and intangible products in such segments as hardware, software, and wireless. For the last 10 years, he has held executive positions in IT services, software distribution and hardware development companies, including founding and CEO / President roles at License Online, Inc., created in 1997 and sold to Synnex Information Technologies (SNX) in 2002. Dave has served on the boards of Classmates.com, Digital Marketing, and the Software Information Industry Association (SIIA). An Alumnus of the University of Washington, Dave has been recognized by the World Technology Network for Innovation in the Software Industry, Forbes Best of the Web and the Puget Sound Business Journal's 40 under 40.

Matt Close – Vice President, Global Sales, The TAS Group, a sales performance automation company enabling organizations, both large and small, with the process, tools and technology to exponentially impact account growth and sales performance. Matt has spent the past 20 years in sales and strategic account management leadership roles in both the entrepreneurial environment and with Fortune 100 companies. He has led sales organizations for The Coca-Cola Company, later founding a management and leadership training practice. Matt has a Masters in BA-History from UC-Irvine, and an MBA in Business Leadership from Azusa Pacific University.

Jeff Lehman – Former Chief Revenue Officer and award-winning author. Jeff has over 20 years of experience in selling, managing and mentoring others who sell. He is a former start-up CEO, and has been the CRO of two companies. He has been a consultant, board advisor or VP at such companies as AltaVista, Avenue A, BidClix, Classmates.com, DoubleClick, eBay, RealNetworks, SpecificMEDIA, Softbank, ZDNet, and Ziff-Davis Publishing. Jeff attended the University of Central Florida where he earned a BSBA and an MBA. There, he was also awarded the Professional Achievement Award from the Dean of the College of Business. Jeff is a mentor to UCF's National Collegiate Sales Competition team, and a former judge for the annual competition.

Panel moderated by:

Lori Richardson – Founder, Score More Sales. Lori is a sales effectiveness professional with 25 years of experience who has held senior positions in IT, financial services, and SaaS companies. Founded in 2002, Score More Sales works with companies under $25M in sales, specifically on tactical tips, strategies, and foundational attitudes needed to successfully win and develop business. A top sales expert, Lori blogs for Dun & Bradstreet, and is an established author who will publish her third book on sales in October.

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