Sales Playbook Development Program

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Complete the form at the bottom of this page to apply to cohort #3 of the FREE Butterfly Builder Sales Playbook Development program (valued at $2,000) open to early-stage companies in Alberta, Saskatchewan and Manitoba.

The deadline to apply is 11:59 p.m. on Friday, March 11, 2022, and the program starts on Tuesday, April 5th.

The 18-20 companies who are accepted can expect to be notified via email by Tuesday, March 15th.

The Butterfly Builder Sales Playbook Initiative is a free virtual 13-week 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 early-stage companies in Saskatchewan and Manitoba.

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 of technology companies 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 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 FungColleen StewartScott SambucciKatherine ShiermanGeorge UrquhartShane GibsonPam DidnerDrew WilliamsGraham D. CollinsCory BrayHilmon SoreyGeoffrey MooreApril Dunford and Kristen Hadeed.

During the 13-week 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

For this cohort, we will also 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 13 weeks and are expected to work on their sales playbook between the bi-weekly group sessions.

Schedule

Below is the full schedule for the 13 weeks. Company founders and interns participate in every Tuesday session. Company founders are expected to participate in the every week Thursday morning peer mentoring sessions and sales interns are expected to participate in the every other week Friday morning playbook mentoring sessions. 

Week #1

Tuesday, April. 12: Group session (11:30 a.m. – 1:30 p.m.) Welcome, problem/pain & competition

Thursday, April 14: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #2 

Tuesday, April 19Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, April 21: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, April 22: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #3

Tuesday, April 26: Group session (11:30 a.m. – 1:30 p.m.) Ideal Client Profile (ICP) & value proposition

Thursday, April 28: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #4

Tuesday, May 3: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, May 5: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, May 6: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #5

Tuesday, May 10: Group session (11:30 a.m. – 1:30 p.m.) List building & communication cadence

Thursday, May 12: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #6

Tuesday, May 17: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, May 19: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, May20: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #7

Tuesday, May 24: Group session (11:30 a.m. – 1:30 p.m.) Qualifying & discovery

Thursday, May 26: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #8

Tuesday, May 31: Special Speaker Presentation – TBA (12:00 p.m. – 1:00 p.m.)

Thursday, June 2: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, June 3: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #9

Tuesday, June 7: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, June 9: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #10

Tuesday, June 14: Group session (11:30 a.m. – 1:30 p.m.) Demos, customer stories & objection handling

Thursday, June 16: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, June17: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #11

Tuesday, June 21: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, June 23: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #12

Tuesday, June 28: Group session (11:30 a.m. – 1:30 p.m.) Sales Enablement & compensation

Thursday, June 30: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #13

Tuesday, July 2: Group session (11:30 a.m. – 1:30 p.m.) WRAP UP – Hiring your first salesperson & building a sales culture

Bow Valley College and Uvaro spearhead this program. It is made possible by the generous support of RBC, the Hunter Family Foundation, Alberta Innovates, the Calgary Innovation Coalition, the Government of Alberta and the Ministry of Jobs, Economy and Innovation.

The deadline to apply has now passed. Please email Craig Elias (CElias@BowValleyCollege) to be notified when the application form for the next cohort is opened.