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Sales ABC Workshop on December 5, 12 and 19, 2017

December 5, 2017 @ 9:00 am - 1:00 pm


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

The workshops offer ventures the tools, mentoring and peer feedback they need 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 your business development process.

What will you get out of the Sales ABC workshop series?

Workshop Schedule


Session 1 – The Sales Canvas Framework and the Sales Funnel // December 5, 2017 from 9:00 a.m. to 1:00 p.m.

This session will introduce the Sales Canvas Framework, which encompasses 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.


Session 2 – The Customer Sales Meeting // December 12, 2017 from 9:00 a.m. – 1:00 p.m.

Focus on how to move customer leads through the sales funnel in session two. 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 to meet with your customers.


Session 3 – Analyzing and Managing the Sales Process //December 19, 2017 from 9:00 a.m – 1:00 p.m.

The final session will focus on the technical aspects of measuring the sales process to improve the quality and quantity of sales activities, allowing you to adapt your methods and become more efficient at closing sales.

Define the stages of the sales cycle, as they relate to your customers, and map out your sales pipeline with some probabilities. You’ll 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.


Please note that doors for this workshop open at 8:30 a.m. and facilitation begins at 9:00 a.m.




December 5, 2017
9:00 am - 1:00 pm
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MaRS Discovery District
101 College Street
Toronto, Ontario M5G 1L7 Canada
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