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MaRS Sales ABC Workshops – September 10, 19, 26 (Sep-2019)


MaRS Sales ABC Workshops – September 10, 19, 26 (Sep-2019)

MaRS Sales ABC (3 workshops, 4 hours each)

This series of workshops will run on September 10, 19, 26, 2019 from 9:00 to 1:00 p.m.

Entrepreneur's Toolkit Workshops are hands-on sessions brought to you by experienced entrepreneurs.

Get the tools, mentoring and peer feedback you need to solve specific problems and develop essential business components.

In each four-hour workshop you will generate a deliverable that you can actually use in your business development process.


Workshop Schedule 

September 10, 19, 26 from 9-1pm

Workshop 1: The Sales Canvas Framework and the Sales Funnel - Sept 10, 9-1pm

This workshop will introduce the Sales Canvas Framework which covers all aspects of inbound and outbound sales activities. Learn how each activity relates to customer prospects that are moving through the sales funnel. 

You will get the opportunity to explore the Leaky Sales Funnel, develop 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.


Workshop 2: The Customer Sales Meeting - Sept 19, 9-1pm

Learn how to move customer leads through the sales funnel. In preparation for your customer sales meeting, you will get the opportunity to identify customer stakeholders, learn new negotiation tactics and practice managing individual sales opportunities to successfully turn prospects into sales.

Deliverable: A sales process and stakeholder management chart that prepares you for customer meetings.

Workshop 3: Analyzing and Managing the Sales Process - Sept 26, 9-1pm

The final workshop will focus on the technical aspects of measuring the sales process. This will help you to improve the quality and quantity of sales activities and adapt your methods to become more efficient at closing sales. Define the stages of the sales cycle and map out your sales pipeline with some probabilities. You'll learn how to define, track, analyze and manage your sales process.

Deliverable: A spreadsheet approach for tracking sales with sales funnel data for a prospective customer.


Cost of Workshops

The Entrepreneur's Toolkit Workshops cost $100. There are two different ticket types:

1. ONE Client Refundable Deposit

Purchase this ticket if you are a client of a regional innovation centre (Ontario Network of Entrepreneurs). When prompted on the registration page, please list the regional centre 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 (only for clients of Regional Innovation Centres).

*If you are unable to attend a workshop, please let us know four business days in advance. We regret that failure to do so may result in the loss of your deposit.

**The post-workshop survey must be completed within five days of the last day of a workshop series for a registration deposit or discount to be refunded.

If you would like more information on our workshop programs or how to become a client of a regional innovation centre, please contact d29ya3Nob3BzIHwgbWFyc2RkICEgY29t.


Find out about new workshops by joining our mailing list. 
Ticket Information Ticket Price
ONE Client Refundable Deposit CAD 100

Map 401 Boardroom, 101 College Street , Toronto, Canada
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