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MaRS Sales ABC Workshop - December, 2, 9 and 15, 2016
Fri, Dec 2, 2016, 9:00 AM
Sales Have Ended
Sales Have Ended
Sales is a process. To be successful at it you need to know the techniques and tools to define, track and analyze prospects.
This workshop will help you create a sales script and define a successful process for landing your first customers and keeping them engaged for further opportunities.
In each four-hour session you will generate a deliverable that will help you create your Sales strategy.
This workshop is ideal for startups that are ready to grow their sales pipeline.
How to Apply
There is no application or selection process for the Sales workshops. Any venture interested in creating a better Sales strategy is welcome.
Step 1: Click "Ticket" and select the appropriate ticket type. A fee of $100.00 will be required from each participant.
a) If you selected "General Attendance Fee", please provide you company and a detailed description of your business in the registration form. Note that this ticket is not refundable.
b) If you selected "ONE Client Refundable Deposit", please list the regional center of which you are a member and your current advisor’s name. You will be refunded your $100.00 at the end of the workshop series and upon completion of our post-workshop survey.
Step 2: Fill out the post-workshop survey.
We love to gain feedback on our workshop content and facilitators; hence, we are appreciative of the time you take to complete our survey.
Session 1 – The Sales Canvas Framework and the Sales Funnel // December 2, 2016 from 9:00a.m. to 1:00p.m. in Collaboration Room 2
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 // December 9, 2016 from 9:00a.m. to 1:00p.m. in Collaboration Room 2
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 various customer 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 // December 15, 2016 from 9:00a.m. to 1:00p.m. in Collaboration Room 2
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
Doors for this workshop open at 8:30am and facilitation begins at 9am.
All participants will need to sign a non-disclosure agreement (NDA). For more information, please contact firstname.lastname@example.org.
If you would like more information on our workshop programs or how to become a client of a regional innovation centre, please contact email@example.com.
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