High Value Sales Strategy

Workshops for Entrepreneurs, CEOs and senior sales executives from innovative fast growing companies.


NOTE: Buying a ticket for Technoport 2016 entitles you to attend these workshops. Please indicate in your registration if you wish to participate in this workshop before and/or after lunch on the 3rd of March.


This year Technoport cracks the code of successful sales. Customer acquisition is a crucial first step for startups as well as a primary objective for well-established businesses. It’s harder than ever to stand out in today’s crowded marketplace.

That is why we have invited high performance leaders who have helped hundreds of businesses to thrive.

Jennifer Vessels

CEO of Next Step, Silicon Valley. A sought after speaker for GartnerGroup, Investor Conferences, Executive Leadership Groups. Jennifer led Tandberg’s international expansion and launch of Tandberg USA prior to founding Next Step, a 40 person global consultancy based in Silicon Valley. Since 1997, Next Step’s team has led successful revenue growth for global companies including Adobe, Cisco, Google, Ticketmaster and many Nordic companies including GiPS, TiFic, Opera, BMenu, Nevion.

Next Step Europe, based in Norway provides best practices in commercialisation to leading entrepreneurial companies across the Nordic, Europe and Israel. Jennifer holds a MBA from San Jose State and a Masters of Occupational Psychology from the University of London, as well as being a Certified Management Consultant.

“Without Next Step’s assistance Adobe‘s transition to the new business model and strategy would not have been as successful. No other firm could provide the breadth and depth of Go to Market support we needed through the 3—5 year transition period.” Lisa Graham, VP Sales Adobe

“Jennifer’s approach to sales excellence, dedication to results and passion for bringing great Nordic innovations to the global market have made a real difference for Tandberg, TiFiC, OneMobileTools and many other Norwegian companies – we have a lot to learn from her.” Terje Rogne, Prior COO Tandberg

Ken Morse

Serial Entrepreneur, CEO or head of sales & marketing of 6 technology-based startups: 5 either went public or were successfully merged; 1 was a complete disaster.

Founding Managing Director, MIT Entrepreneurship Center, Boston MA 1996-2009

Visiting professor, ESADE Business School, Barcelona, Spain

Ken and colleagues from MIT provide coaching and training courses specifically geared to experienced entrepreneurs. A particular focus has been assisting firms in Québec, Spain, Scotland, Turkey, the Middle East, and Pakistan. Ken serves on the Board of Advisors of 19 ambitious technology startups like Hubspot Internet Marketing (US), Zylinc Ltd (Denmark), Denkwerk GmbH (Germany) and Increnta (Spain).

Ken has a Bachelor of Science from MIT and MBA from Harvard Business School

“Ken’s vast, real world experience and effective, inspirational teaching style brought to life executive-level relationship planning, value added elevator speeches, and other topics that are of tremendous value to any sales professional.” – Mark Denissen, Vice President of Strategic Worldwide Marketing, Texas Instruments, USA

"The workshop by Ken was the most fabulous course for international commercialisation I have ever attended since we commercialised our business with parallel grants and support from Scottish Enterprise and Innovation Norway. It is also the most engaging and inspiring, and so very well organised." - Hans Myrhaug, Director, AmbieSense Ltd, Aberdeen, UK


10.00-12.00 with Jennifer Vessels

  • Define the business model and pricing structure to scale and deliver
  • Validate the value proposition for all stakeholders in the value chain
  • Identify and test the sales strategy and approach to gain greatest results
  • Build and leverage global network to initiate market expansion

12.00-13.00 Lunch

13.00-17.00 with Ken Morse

  • Framework and definition of High Value Sales
  • Sales Management and building predictable, high performance, strategic customer relationship
  • Quantifying the Value Proposition, ROI-based Value Justification Model, Preparing your Elevator Pitch
  • Elevator Sales Pitch Exercise: Communicating Your Value Proposition in a Live, Competitive Network


Photo: CheapFullCoverageAutoInsurance


Thursday 03. Mar.
10:00 - 17:00
Clarion Hotel & Congress

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Jennifer Vessels

Jennifer Vessels

CEO, Next Step
Ken Morse

Ken Morse

Serial Entrepreneur, Entrepreneurship Ventures