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321 Growth Academy: Lean Sales (YYC)

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Alastair Ross Technology Centre

3553 31 St NW

The Inc. - Programs Room

Calgary, AB T2L 2K7

Canada

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Description

An intensive program that takes an experiential approach to sales skill development. Think of it as a sales skills acquisition adventure: using the principles of lean management, applied to sales, you’ll work on addressing your actual sales challenges.


Required Prerequisites: Sales 101


Early Bird Deadline: August 15


"321 Sales Academy is a bit of a misnomer - the program went WELL beyond sales. In addition to knowing how to tackle sales, I also came away with a crystal clear understanding or our customer, the value we bring them, and critically, where to focus my efforts for greatest impact. That was unexpected - but huge - value!" - Taylor Assaly, Founder & CEO of IronHub


Lean Sales includes 8, ½ day sessions plus a 1:1 "ride-a-long" session.


Schedule:

Session 1: Thursday, September 27 from 9AM – 1PM

Session 2: Thursday, October 11 from 9AM – 1PM

Session 3: Thursday, October 18 from 9AM – 1PM

Session 4: Thursday, November 1 from 9AM – 1PM

Session 5: Thursday, November 8 from 9AM – 1PM

Session 6: Thursday, November 22 from 9AM – 1PM

Session 7: Thursday, November 29 from 9AM – 1PM

Session 8: Thursday, December 6 from 9AM – 1PM

Demo Day: Thursday, December 13 from 5:30PM – 8:30PM


What You’ll Cover:

  • Develop a deeper and nuanced understanding of your ideal customer, and how to engage them
  • Learn how to focus on your most promising prospects, and get the most yield from your prospecting efforts
  • Develop and implement a sales process that supports your buyers’ journeys
  • Nail your value proposition so your sales message in on target
  • Identify how to beat competitors and when to walk away
  • Get your pricing right – in context of your customer ROI and your margins
  • The role of a CRM in supporting your sales efforts, how much CRM do you need and when?
  • Learn how to deliver great demos and presentations
  • Understand how to negotiate, close and get to a signed contract more effectively


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:

  • Revamped ideal customer profile (ICP) assessment to guide your target customer acquisition, assess outliers (learn who to target and whom to say no to)
  • Detailed sales process development: create a sales process that works for your company
  • Improved prospecting tools and processes, including scripts that you’ve drafted, tested and iterated based on feedback from the facilitator and other participants
  • Clear articulation of your value proposition and sales narrative, that will inform all your sales and marketing assets
  • A fresh perspective on your pricing, and an ROI model
  • Feedback on your sales tools and CRM to ensure they support your sales process
  • An evaluation of your readiness to negotiate, close and contract – and prep of the tools you’ll need to make it happen


For more information, please contact:

hello@321growthsacademy.com

www.321growthacademy.com


Date and Time

Location

Alastair Ross Technology Centre

3553 31 St NW

The Inc. - Programs Room

Calgary, AB T2L 2K7

Canada

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