Sales Playbook Development Program

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Complete the form at the bottom of this page to apply to for the Sept. 13th to Dec. 6th  cohort of the FREE Butterfly Builder Sales Playbook Development Program (valued at $2,000) open to
early-stage companies in Alberta, Saskatchewan and Manitoba.

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

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 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, Sept 13: Group session (11:30 a.m. – 1:30 p.m.) Welcome, problem/pain & competition

Thursday, Sept. 15: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #2 

Tuesday, Sept. 20Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, Sept. 22: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, Sept. 23: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #3

Tuesday, Sept. 27: Group session (11:30 a.m. – 1:30 p.m.) Ideal Client Profile (ICP) & value proposition

Thursday, Sept. 29: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #4

Tuesday, Oct. 4: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, Oct. 6: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

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

Week #5

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

Thursday, Oct. 13: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #6

Tuesday, Oct. 18: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, Oct. 20: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, Oct. 21: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #7

Tuesday, Oct. 25: Group session (11:30 a.m. – 1:30 p.m.) Qualifying & discovery

Thursday, Oct. 27: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #8

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

Thursday, Nov. 3: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, Nov. 5: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #9

Tuesday, Nov. 8: Demos & customer stories (11:30 p.m. – 1:30 p.m.)

Thursday, Nov. 10: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #10

Tuesday, Nov. 15: Tech Sales Tuesday participation (12:00 p.m. – 1:00 p.m.)

Thursday, Nov. 17: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Friday, Nov. 18: Sales Interns – Playbook mentoring (7:00 a.m. – 8:00 a.m.)

Week #11

Tuesday, Nov. 22: Special Innovation Week Sales Speaker (12:00 p.m. – 1:00 p.m.)

Thursday, Nov. 24: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #12

Tuesday, Nov. 29: Group session (11:30 a.m. – 1:30 p.m.) Sales Enablement & compensation

Thursday, Dec. 1: Founders – Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #13

Tuesday, Dec. 6: 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 and the Hunter Family Foundation.
 

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Full Name*
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Business Type*
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Company revenue in the last 12 months*
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List any entrepreneurship programs, cohorts, incubators or accelerators you have already completed and when you completed them or are currently part of and, if applicable, the expected completion date. E.g. TECTERRA, VMSA, GrowthX, Lean Stack, Digital Traction, Creative Destruction Labs (CDL), Platform, The Accelerator, Junction, 150 Startups, etc.
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