Complete the form found at the bottom of this page to access the recordings, handouts and other resources available on each session.
If you are still on this page after hitting submit, there was an error in your submission.Program Description
The virtual sales development program is designed to help founders in creating a repeatable sales process and a related sales playbook that scales revenues and attracts early-stage investors.
It was developed by Craig Elias (Entrepreneur-in-Residence at Bow Valley College and 20-year technology sales professional in Calgary, Alberta) and Joseph Fung (Founder and CEO of Uvaro, and successful serial entrepreneur, in Kitchener, Ontario) to educate founders on the need for and execution of a sales playbook.
The program was originally was a virtual 13-week pilot developed for founders of technology companies in and around Calgary that have, or in the next 12 months are expected to have, revenues of at least $100,000 in Annual Run Rate (ARR).
The program was then expanded to include founders of early-stage companies in western Canada and makes room for founders of promising non-tech and minority-owned companies from across Canada.
Today the recordings and resources from the fifth pilot of that program are available virtually as a self-directed program. Registration
Complete the form at the bottom of this page to apply for access to the recordings, slides and other resources mentioned in the session descriptions below.Content
The program includes the opportunity to get sales help from a panel of technology sales experts that over 100 years experience selling technology..
- During the program, participants will:
- Be educated on the main components of a repeatable sales process
- Develop a practical sales playbook that allows sales reps to be more effective
- Be provided with the infrastructure needed to develop a living sales playbook.
Sessions
Problem/Pain
& Competition
Craig Elias
EiR Bow Valley College
In this session you will learn:
- The difference between solving a problem and selling a solution.
- The difference between your Competition and your Competitors.
Resource Links
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to get access to the resources of this Session.
Battlecards
Greg Boyd
Uvaro
In this session, we will talk about the Battlecards concept. Where do we want to fight for Clients? Greg will help us understand where we are more likely to win clients to spend more of our time on places that are valuable.
Resource Links
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Ideal Client Profile
(ICP)
Scott Sambucci
Uvaro
In this session, we will help you to define your Ideal Customer Profile (ICP).
Through the “Q Framework”, Scott will teach us his methodology to identify the problem we are solving, which niche we are targeting and identifies our buyers.
Resource Links
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to get access to the resources of this Session.
Sales
Enablement
Pam Didner
Uvaro
In this session, we will teach you how to build messaging framework and how you can position your product/service.
Resource Links
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to get access to the resources of this Session.
List Building,
Communication
Cadence
Greg Boyd
Uvaro
In this session, we will review where to start your engagement strategy by identifying where your company currently is.
We will teach you a tool to build and structure your client engagement approach.
Resource Links
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to get access to the resources of this Session.
Value Proposition
Craig Elias
EiR Bow Valley College
In this session, we will help you to learn How to say the right things
(Value Proposition) to the right people at the right time.
Resource Links
Complete the form at the bottom of this page
to get access to the resources of this Session.
Customer
Stories
Colleen Stewart
Founder – Perfect Pitch Consulting
In this session, we will help you build a storytelling to align your demonstration to add values to your clients that are built on your strength.
Resource Links
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to get access to the resources of this Session.
Qualifying &
Discovery
Shane Gibson
Professional Sales Academy
In this session, Shane will walk us through how to apply “The Art of Asking Questions” in our sales process.
Resource Links
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to get access to the resources of this Session.
Objection Handling
Leslie Venetz
Founder – Sales Team Builder LLC
Leslie will introduce us to a series of Objection Handling frameworks and techniques for responses to objections. We will use them to respond to the objection we are currently handling.
Resource Links
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Demos
Greg Boyd
Uvaro
At the end of the session, you will learn how to build a frame and approach to run a demo.
Resource Links
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Compensation
Graham Collins
QuotaPath
In this session, we will discuss How we build a compensation plan your sales team can hack to get the outcome you want and your sales team get the outcome they want.
Resource Links
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to get access to the resources of this Session.
Hiring Your First Salesperson & Building a Sales Culture
Joseph Fung
Uvaro
A session with Joseph Fung, CEO of Uvaro.
During this session, Joseph will review what it means to be a Founder and how to build Systems and Sales Teams.
Resource Links
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Complete the Form to get access to the Online Sales Playbook Development Program
Online Sales Playbook Development Program
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