TechAlliance: Sales ABC Workshop on May 17, 24 and 31, 2018
Sales ABC (Always be closing)
(3 sessions, 4 hours each)
Entrepreneur's Toolkit Workshops are experiential, hands-on workshops facilitated by experienced entrepreneurs. The workshops offer ventures tools, mentoring and peer feedback to solve specific problems and develop essential business components.
In each four-hour session you will generate a deliverable that you will use frequently in the business development process.
What will you get out of the Sales ABC workshop series?
Session 1 – The Sales Canvas Framework and the Sales Funnel // May 17, 2018 from 1:00 p.m. to 5:00 p.m.
This session will introduce the Sales Canvas Framework, which encompasses all aspects of inbound and outbound sales activities, and how these activities relate to moving customer prospects through the sales funnel.
You will get the opportunity to explore the “Leaky Sales Funnel,” learn about cold calling techniques and practice managing individual sales opportunities to turn leads into prospects.
Deliverable: Techniques to book, prepare for and conduct a sales call
Session 2 – The Customer Sales Meeting // May 24, 2018 from 1:00 p.m. to 5:00p.m.
This session will focus on how to move customers’ leads through the sales funnel. In preparation for your customer sales meeting, you will get the opportunity to identify various customer stakeholders, learn new negotiation tactics and practice managing individual sales opportunities to successfully turn customer prospects into sales.
Deliverable: A Sales Process and Stakeholder Management Chart to prepare you to meet with your customers
Session 3 – Analyzing and Managing the Sales Process // May 31, 2018 from 1:00p.m. to 5:00p.m.
The final session will focus on the technical aspects of measuring the sales process to improve the quality and quantity of sales activities and make changes to become more efficient in closing sales.
You will define the stages of the sales cycle for your customers and map out your sales pipeline with some sales cycle probabilities. You will learn about how to define, track, analyze and manage your sales process.
Deliverable: A spreadsheet approach to tracking sales with sales funnel data for a prospective customer
Doors for this workshop open at 12:30pm and facilitation begins at 1:00pm.
From the foyer of The Convergence Centre, please go left and head downstairs. From the bottom of the stairs, turn left and the MVP Lab will be on your right.
Cost of Workshops
The Entrepreneur's Toolkit Workshops cost $50.00 to attend. There are two different ticket types that can be purchased:
1. RIC Client Refundable Deposit
Purchase this ticket if you are a client of a Regional Innovation Centre (RIC). When prompted on the registration page, please list the regional centre of where you are a member and your current advisor’s name. You will be refunded your full ticket price at the end of the workshop series and upon completion of our post-workshop survey. The post-workshop survey must be completed within five days of the last day of a workshop series for a registration deposit to be refunded.
2. General Attendance Fee
Purchase this ticket if you are not currently a member of a regional innovation centre.
If you would like more information on our workshop programs or how to become a client of a regional innovation centre, please contact d29ya3Nob3BzIHwgbWFyc2RkICEgY29t.
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