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

Problem/Pain
& Competition

Craig Elias

EiR Bow Valley College

In this session you will learn:

  • The difference between solving a problem and selling a solution.
  • The difference between your Competition and your Competitors.
Resource Links

Recording

Slides

Battlecards

Greg Boyd

Uvaro

 

In this session, we will talk about the  Battlecards concept. Where do we want to fight for Clients? Greg will help us understand where we are more likely to win clients to spend more of our time on places that are valuable.

Resource Links

Recording

Slides

Ideal Client Profile
(ICP)

Scott-Sambucci-Book.jpg

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

Recording

WorkBook

Founder Fridays Fireside Chat 

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

Recording

Slides

Founder Fridays Fireside Chat

List Building,
Communication
Cadence

Greg Boyd

Uvaro

 

In this session, we will review where to start your engagement strategy by identifying where your company currently is.

We will teach you a tool to build and structure your client engagement approach.

Resource Links

Recording

Slides

Value Proposition

Craig Elias

EiR Bow Valley College

 

In this session, we will help you to learn How to say the right things
(Value Proposition) to the right people at the right time.

Resource Links

Recording

Slides

Customer
Stories

Collen-Stewart-Book-2.jpg

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

Recording

The Story Compass Online Workshop

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

Recording

Slides

Question Framework

 

Objection Handling

Leslie Venetz

Founder – Sales Team Builder LLC

 

Leslie will introduce us to a series of Objection Handling frameworks and techniques for responses to objections. We will use them to respond to the objection we are currently handling.

Resource Links

Recording

Slides

Demos

Greg Boyd

Uvaro

 

At the end of the session, you will learn how to build a frame and approach to run a demo.

Resource Links

Recording

Slides

Demo Preparation Template

Compensation

Graham Collins

QuotaPath

 

In this session, we will discuss How we build a compensation plan your sales team can hack to get the outcome you want and your sales team get the outcome they want.

Resource Links

Recording

Slides

Hiring Your First Salesperson & Building a Sales Culture

Joseph Fung

Uvaro

 

A session with Joseph Fung, CEO of Uvaro.

During this session, Joseph will review what it means to be a Founder and how to build Systems and Sales Teams.

Resource Links

Recording

Slides