Program Description
The virtual sales development program is designed to help founders in creating a repeatable sales process and a related sales playbook that scales revenues and attracts early-stage investors.
It was developed by Craig Elias (Technology Development Advisor at Alberta Innovates and highly successful 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 on the need for and execution of a sales playbook.
The program was originally a virtual 13-week pilot 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).
The program was then expanded to include founders of early-stage companies in western Canada and makes room for founders of promising non-tech and minority-owned companies from across Canada.
Today, the best recordings and resources from that program are available virtually as a self-directed program.
Content
The program includes the opportunity to get sales help from a panel of technology sales experts that over 100 years experience selling technology.
During the 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.
Sessions
Ideal Client Profile
(ICP)
Scott Sambucci
Uvaro
In this session, we will help you to define your Ideal Customer Profile (ICP).
Through the “Q Framework”, Scott will teach us his methodology to identify the problem we are solving, which niche we are targeting and identifies our buyers.
Resource Links
Sales
Enablement
Pam Didner
Uvaro
In this session, we will teach you how to build messaging framework and how you can position your product/service.
Resource Links
Customer
Stories
Colleen Stewart
Founder – Perfect Pitch Consulting
In this session, we will help you build a storytelling to align your demonstration to add values to your clients that are built on your strength.
Resource Links
Qualifying &
Discovery
Shane Gibson
Professional Sales Academy
- In this session, Shane will walk us through how to apply “The Art of Asking Questions” in our sales process.
Resource Links
Qualifying &
Discovery
Greg Boyd
Uvaro
At the end of the session, you will learn how to build a frame and approach to run a demo.
