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13.03.2014

Ambitious High Growth Companies learn to go global

 

Innovation and Entrepreneurship Expert Ken Morse leads workshops for ambitious Azerbaijani High-Tech and High Growth Companies in Baku

 

High-Tech Park Azerbaijan invites carefully selected CEOs and experienced sales and business development managers to participate in two advanced training workshops: “Building Globally Ambitious Management and Sales Teams” and “What Customers and International Investors look for in a Management Team”

 

Two workshops “Building Globally Ambitious Management and Sales Teams” and “What Customers and International Investors look for in a Management Team” are to be held on 14-15 April and 15-16 May in High-Tech Park Azerbaijan.

Entrepreneurs, CEOs and their senior executive team from innovative, fast-growing high-tech companies in Azerbaijan are invited to apply for participating in these workshops.

With the aim of sharing successful experience and exploring future cooperation the training workshops will provide challenging opportunities for experts and managers to exchange knowledge, ideas and networks.

Training workshops include case studies and lectures, interactive discussions, participants’ presentations, “hands-on” exercises, and the opportunity to practice “elevator sales and recruiting pitches” to potential customers and team members. The course will assist the CEO, and experienced sales and business development managers, to sharpen their skills and improve the customer focused culture of their organizations.

The Workshops will be led by Ken Morse, Serial Entrepreneur, Angel Investor, and Global High-Tech Sales Veteran. According to experts, attending workshops guarantees that CEO, and top sales and marketing executives will achieve the following improved results:.

- Increased sales
- Shorter sales cycle
-More dependable sales pipeline
-More repeat business, with larger orders
-Recruit and retain top sales talent

 

As it is known Ken Morse was CEO or Head of Sales of 6 tech companies, and was Managing Director of the MIT Entrepreneurship Center for 13 years.


 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, Middle East and Africa” . 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. He currently serves on the ‘National Advisory Council for Innovation and Entrepreneurship’ (US).

 

Ken Morse has been teaching these workshop for more than 10 years in Colombia, Canada, Europe (Norway, Romania, Scotland, Spain, the Netherlands), in Turkey, the Middle East (Lebanon, Jordan, Saudi Arabia, Syria, UAE), in Pakistan and New Zealand.

 

Quotes from attendees of the first workshop “Taking Ideas to Market-Globally” on 10 March in Baku:

 

-Andrew Tikhorow, IT specialist, Baku, Azerbaijan
“It was a very good experience, everything went excellent, please add more courses like this.”

-Ruslan Huseynov, Product Manager, Azercell, Baku, Azerbaijan
“You inspired me, thank you.”

 

-Shahin Aliyev, Project Manager, Butarek, Baku, Azerbaijan
“The workshop was very informative even in the limited time.”

 

 

Quotes from attendees of the workshops in Turkey, Germany, and business experts: 

 

-Bulent Celebi, Executive Chairman & Co-founder, AirTies, Istanbul and Board Member Endeavor Turkey

" The AirTies sales and marketing team attended Ken’s workshop on Global Sales Strategies. The insights we learned about the type of customer we should target -- “challengers” versus “defenders” -- significantly improved our performance. In the  meantime, we have won major contracts at BSkyB in the UK, at France Telecom/Orange in France, and at Swisscom.” ___

 

Michael Motta, Director Product Engineering, P. I. Works, Kocaeli, Turkey

”I highly recommend the workshop on Global  Sales Strategies to anyone interested in improving  their effectiveness and success rate. The material is excellent; the presentations are compelling. Ken and Laura are not only experienced business professionals, but also they are excellent teachers, focusing on the right material at the right level. Both give life to the challenges and needs which the contemporary sales person and the sales team are facing. I also appreciated the quantitative view on the sales process and, especially, on the need to quantify the value proposition. Great learning experience!”

 

Philipp Stelzer, Co-founder & CEO, Task36, Berlin, Germany

”The two-day global sales workshop with Ken  Morse was terrific! Many great insides into how sales really works from a great business leader. A great workshop that will definitely help us with our future sales and also to hire the right people for this job.”

 

Kenneth P. Morse, Course Instructor
“Sales results are clear, digital and brutal. They are easy to measure; there are no shades of gray. Either the sale was made - and the customer paid – or not.”

 

Howard Anderson, Founder, Yankee Group
“Everywhere in the world, the company with the best sales force usually wins, even if their competitors have better technology.”

 

Jim Brown, NFL Hall of Fame
 “Everyone wants to eat meat, but there are very few consistently successful hunters.”