Sales Playbook Development Program

Complete the form at the bottom of this page to apply to for cohort #2 of program. 

We will be accepting applications until 11:59 p.m. on Friday, December 10th. The 15-18 companies who are accepted will be notified via email by Tuesday, December 14th.

The Sales Playbook Development Program is a free virtual 13-week program 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 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 that have 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 $1,500 per participant, the program fee is waived for those who participate each week and create a sales playbook that scales sales inside their startup or scaleup.

During the 13-week program, participants will:

  • Be educated on the main components of a repeatable sales process
  • Develop an effective sales playbook that allows sales reps to be more effective
  • Be provided with the infrastructure needed to develop a living sales playbook
  • Receive feedback on their sales strategy from a panel of experienced technology sales people with over 100 years of combined technology sales experience
  • Benefit from one-on-one coaching sessions with three experienced technology sales professionals
  • Participate in weekly peer mentoring sessions with their counterparts in the program.

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

Week #1

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

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

Week #2 

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

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

Week #3

Tuesday, Jan. 25: Group session (11:30 a.m. – 1:30 p.m.) Ideal Client Profile (ICP) & value proposition

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

Week #4

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

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

Week #5

Tuesday, Feb. 8: Group session (11:30 a.m. – 1:30 p.m.) List building & communication cadence

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

Week #6

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

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

Week #7

Tuesday, Feb. 22: Group session (11:30 a.m. – 1:30 p.m.) Qualifying & discovery

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

Week #8

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

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

Week #9

Tuesday, March. 8: Group session (11:30 a.m. – 1:30 p.m.) Demos, customer stories & objection handling

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

Week #10

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

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

Week #11

Tuesday, March. 22: Group session (11:30 a.m. – 1:30 p.m.) Tech stack & compensation

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

Week #12

Tuesday, March. 29: Keynote speaker (12:00 p.m. – 1:00 p.m.) Fundraising

Thursday, March. 31: Peer mentoring (7:00 a.m. – 8:00 a.m.)

Week #13

Tuesday, April. 5: 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.

Sales Playbook Program - Cohort #2 - Application Form

"*" indicates required fields

Full Name*
Business Type*
Choose all that apply
Company revenue in the last 12 months*
Projected company revenue in the next 12 months*
Enter the number, not the word.
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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.
Explain why you believe you are a good fit for the program and why you should be selected to participate.
Personal Participation*
Do you personally commit to fully participate in the program and build a working sales playbook for your organization during the program?
Participation Conditions*
I agree that by not fully participating in, or being removed from, the program as promised above, that I may be asked to pay the $1,500 registration fee for the program.
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