Kent Summers — Co-Founder
I help B2B founders and startup teams master enterprise sales, and without behaving like salespeople. For 30 years, I've been in the trenches of the Boston tech ecosystem as a founder (3x), operator, and mentor. I've learned what actually works when you're selling to large enterprises with no sales background, limited resources, and everything on the line. What I Do: → Train founders and early teams on practical B2B sales execution (not theory) → Teach MIT's B2B Sales for Startups course (since 2008) → Lead Spinnaker Sales Group—hands-on coaching for startup-to-scaleup teams → Authored "Startup Sales Field Notes" based on real battle scars and wins Why This Matters: If you can't land your first paying customers, game over. If you cannot eventually figure out how to sell cost-effectively, you will never scale. My Approach: Block-and-tackle tactics you can put into practice immediately. No fluff. No "always be closing" or other sales BS nonsense. Just practical methodologies for landing your first enterprise customers and scaling from there. Currently: → Coaching early-stage B2B ventures through customer adoption and revenue growth → Leading Kellogg Executive Education's Mastering Sales program → Coaching at Harvard Business School's Advanced Leadership Initiative → Training organizations around the world in the MIT VMS team mentoring model Let's connect if you're a founder ready to build repeatable revenue.
Stackforce AI infers this person is a B2B sales expert specializing in SaaS and startup growth.
Location: Boston, MA, USA
Experience: 38 yrs 7 mos
Skills
- B2b Sales
- Coaching
- Leadership
- Sales Training
- Investment Banking
Career Highlights
- Trained over 2,000 B2B founders globally.
- Achieved average ARR increase of 40% for clients.
- Expert in practical B2B sales methodologies.
Work Experience
Kellogg Executive Education
Program Leader for Mastering Sales (6 yrs 2 mos)
Spinnaker Sales Group
Founder & Managing Partner (8 yrs 3 mos)
NextTrip
Member Board Of Directors (7 yrs 6 mos)
Harvard Business School
Executive Leadership Coach (8 yrs 10 mos)
IQ3Connect Inc.
Member Board Of Directors (6 yrs)
TiE Boston
Faculty, Charter Member (10 yrs 2 mos)
Massachusetts Institute of Technology
Lead Instructor (18 yrs 3 mos)
Practical Computer Applications, Inc.
Managing Partner (12 yrs 2 mos)
Garofalo & Associates
Operating Partner (25 yrs 1 mo)
Collego
CEO (1 yr)
MyHelpdesk
Founder & CEO (3 yrs)
PC Moving Van
Founder (2 yrs 3 mos)
Electronic Book Technologies
VP Marketing (4 yrs 7 mos)
EJV Partners
Technology Analyst (2 yrs 1 mo)
Bear Stearns
Associate Trader (2 yrs 5 mos)
Education
BA at University of Houston
