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321 Growth Academy: Sales 101

  • Alastair Ross Technology Centre, The Inc. (Programs Room) 3553 31 Street Northwest Calgary, AB, T2L 2K7 Canada (map)

Hosted by Calgary Technologies Inc. & 321 Sales Academy


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Sales 101 is a full-day crash course in B2B sales for business and technical founders. You’ll learn how to create an effective sales capacity in your company, assess where you’re at, and develop an action plan to get you from here to there.

What You’ll Cover:

  • How startup sales are different – and how that changes what you focus on
  • How looking at your Business Model Canvas through a sales lens provides a very different perspective – and why this is so critical
  • The roles for marketing and business development, vs. sales, in driving revenue
  • The importance of getting crystal clear on your target customer
  • Different sales approaches and how to pick the right approach for your business – and for your target customer
  • Common startup sales mistakes – and how to avoid them
  • Ensuring you have all your bases covered on your sales team – even if it’s just you!
  • How to get your entire company aligned to drive revenue – from sales to marketing to product
  • Best practices required to win at sales

Who It’s For:

  • Founders or senior members of a startup team, with responsibility for sales
  • You work in a B2B startup that is for-profit or a social enterprise
  • You have already developed an MVP, are on your way (or have achieved) product/market fit, likely have a few customers (or are close to landing some), and may have early revenue.
  • You may have clients and revenue and want to ramp up sales to fuel growth and investment

What You’ll Come Away With:

  • An understanding of what sales is (and isn’t), different sales approaches and an assessment of the right approach for your company and your target customer
  • A detailed profile of your ideal customer profile to focus – and perhaps course correct – your sales, marketing and product efforts
  • An in-depth assessment of your current sales and marketing capacity, including identification of your key gaps
  • An action plan for the next 30, 60 and 90 days – where you need to focus your and your team’s efforts to move the needle on revenue