Innovate Niagara: Sales A.B.C - May 26, June 2, and June 9, 2017

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Cairns Building, Room 207

Brock University

1812 Sir Isaac Brock Way

St Catharines, ON L2S 3A1


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Event description


Sales A.B.C

(3 sessions, 4 hours each)
*Doors open at 12:00pm. Workshops start at 12:30 pm.

Entrepreneur's Toolkit Workshops are experiential, hands-on workshops facilitated by experienced entrepreneurs. The workshops offer ventures tools, mentoring and peer feedback 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 the business development process.

Sales are fundamental to a successful business, but often misunderstood--like every other business function, it is a process. This workshop series focuses on the sales process within a business-to-business (B2B) environment. It’s also important to remember the saying, Sales A.B.C (always be closing!).

For new ventures ready to start selling, it will provide you with techniques to map out your sales process and tools to manage, influence and track sales opportunities. This workshop will also provide you with the opportunity to refine and practice your cold calling and sales meeting techniques to improve outcomes and demonstrate repeatable sales.

Workshop Schedule

Session 1: The Sales Canvas Framework and the Sales Funnel

May 26, 2017 // 12:30-4:30pm

This session will introduce the Sales Canvas Framework, which encompasses all aspects of inbound and outbound sales activities, and how these activities relate to moving customer prospects through the sales funnel. You will get the opportunity to explore the “Leaky Sales Funnel,” learn about 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

June 2, 2017 // 12:30-4:30pm

This session will focus on how to move customers’ leads through the sales funnel. In preparation for your customer sales meeting, you will get the opportunity to identify variouscustomer stakeholders, learn new negotiation tactics and practice managing individual sales opportunities to successfully turn customer prospects into sales.

Deliverable: A Sales Process and Stakeholder Management Chart to prepare you to meet with your customers

Session 3 Analyzing and Managing the Sales Process

June 9, 2017 // 12:30-4:30pm

The final session will focus on the technical aspects of measuring the sales process to improve the quality and quantity of sales activities and make changes to become more efficient in closing sales. You will define the stages of the sales cycle for your customers and map out your sales pipeline with some sales cycle probabilities. You will 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

Cost of Workshops

The Entrepreneur's Toolkit Workshops cost $100 to attend. There are two different ticket types that can be purchased:

1. ONE Client Refundable Deposit

Purchase this ticket if you are a client of:

  • Innovate Niagara
  • St. Catharines Small Business Enterprise Centre
  • Niagara Falls Small Business Enterprise Centre

Purchase this ticket if you are a client of a regional innovation centre (Ontario Network of Entrepreneurs). When prompted on the registration page, please list the organization of which you are a member and your current advisor’s name. You will be refunded your full ticket price at the end of the workshop series and upon completion of our post-workshop survey..

2. General Attendance Fee

Purchase this ticket if you are not currently a member of an organization with the Ontario Network of Entrepreneurs.

**If you are unable to attend a workshop session, please let us know four business days in advance. We regret that failure to do so may result in the loss of your deposit.

**The post-workshop survey must be completed within four days of the last day of a workshop series for a registration deposit or discount to be refunded.

If you would like more information on our workshop programs or how to become a client of a regional innovation centre, please contact

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Cairns Building, Room 207

Brock University

1812 Sir Isaac Brock Way

St Catharines, ON L2S 3A1


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