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Complete the form at the bottom of this page to apply for the 5th cohort of the FREE Butterfly Builder Sales Playbook Development Program (valued at $2,000) open to early-stage companies.
The deadline to apply is Saturday, December 17th.
The Butterfly Builder Sales Playbook Initiative is a free virtual 3-month sales development program that was originally 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).
Since then, the program has been 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.
The program is for those founders ready to take the next steps in their company’s growth and are looking to scale their business by building out a high-performing sales team.
It is designed to assist founders in creating a repeatable sales process and a related sales playbook that scales revenues and attracts early-stage investors.
Data shows that companies that follow a well-defined sales process are 33% MORE likely to be high performers, AND the win rate exceeds 50% for two-thirds of companies with a defined process in place.
This is NOT a sales training program.
This is a virtual sales playbook development program 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.
Valued at over $2,000 per participant, the program fee is waived for those who actively participate each week and create a sales playbook that scales sales inside their startup or scaleup.
All that is expected in return is full and active participation in the program, building a sales playbook, and candid feedback on what works and does not work for you.
Those accepted into the program learn from experts, coaches and authors like Joseph Fung, Colleen Stewart, Scott Sambucci, Katherine Shierman, George Urquhart, Lyndsay Barch, Shane Gibson, Pam Didner, Craig Elias, Drew Williams, Leslie Venetz, Graham D. Collins, Cory Bray, Hilmon Sorey, Geoffrey Moore, April Dunford, and Bob Moesta.
During the three-month-long 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
- Participate in weekly peer mentoring sessions with their counterparts in the program.
- Benefit from one-on-one coaching sessions with three experienced technology sales professionals
- Receive feedback on their sales strategy from a panel of experienced technology salespeople with over 100 years of combined technology sales experience
We attempt to pair participants with an aspiring sales development rep (SDR) who will attend the Tuesday sessions, have their own sales playbook mentoring sessions and assist in building that participant’s sales playbook. Details of the SDR internship opportunity can be found at 150startups.com/sdr.
Participants meet two or three hours a week for three months and are expected to work on their sales playbook between the bi-weekly group sessions.
Schedule
Below is the full schedule for the three months.
Company founders, additional company contacts and interns participate in every Tuesday session – the group sessions and Tech Sales Tuesdays.
Company founders are also expected to participate in the every week Thursday morning (7:00 a.m. to 8:00 a.m. MST) peer/pair mentoring sessions
Sales interns are also expected to participate in the every-other-week Friday morning playbook mentoring sessions.
* The schedule is subject to change based on the availability of speakers.
Week #1
Tuesday, Jan. 10: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)
Thursday, Jan 12: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #2
Tuesday, Jan 17: Core Content session (11:30 a.m. – 1:30 p.m.) Welcome, Problem/Pain & Competition – Craig Elias & Greg Boyd
Thursday, Jan 19: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #3
Tuesday, Jan 24: Core Content session (11:30 a.m. – 1:30 p.m.) Value Proposition & Objection Handling – Craig Elias & Leslie Venetz
Thursday, Jan 26: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Friday, Jan. 27: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)
Week #4
Tuesday, Jan 31: Special sales speaker (12:00 p.m. – 1:00 p.m.) – Josh Braun
Thursday, Feb 2: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #5
Tuesday, Feb 7: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)
Thursday, Feb 9: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Friday, Feb 10: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)
Week #6
Tuesday, Feb 14: Core Content session (11:30 a.m. – 1:30 p.m.) Demos & Customer Stories – Greg Boyd & Colleen Stewart
Thursday, Feb. 16: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #7
Tuesday, Feb 21: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)
Thursday, Feb 23: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Friday, Feb 24: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)
Week #8
Tuesday, Feb 28: Core Content session (11:30 a.m. – 1:30 p.m.) List Building, Communication Cadence & Ideal Client Profile (ICP) – Greg Boyd & Scott Sambucci
Thursday, March 2: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #9
Tuesday, March 7 : Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)
Thursday, March 9: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Friday, March 10: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)
Week #10
Tuesday, March 14: Core Content session (11:30 a.m. – 1:30 p.m.) Qualifying & Discovery – Shane Gibson
Thursday, March 16: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #11
Tuesday, March 21: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)
Thursday, March 23: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Friday, March 24: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)
Week #12
Tuesday, March 28: Core Content session (11:30 a.m. – 1:30 p.m.) Sales Enablement & Compensation – Pam Didner & Graham Collins
Thursday, March 30: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Week #13
Tuesday, April 4: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)
Thursday, April 6: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)
Friday, April 7: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)
Week #14
Tuesday, April 11: Core Content session (11:30 a.m. – 1:30 p.m.) WRAP UP – Hiring Your First Salesperson & Building a Sales Culture – Joseph Fung
* Means mandatory
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