Startup Essentials: Prospecting 101

Platform Calgarybrings together the resources of Calgary’s tech ecosystem to help startups launch and grow at every step of their journey, from ideation through to scale. We focus on making all parts of Calgary’s startup ecosystem better resourced, connected, efficient, effective, and prominent.Through collaboration and targeted programming within a purpose-built home for innovators—thePlatform Innovation Centre—we are a community hub focused on inclusive tech-led economic diversification and job creation.Connect with us!

Platform Calgary

Tired of a dry sales pipeline? It all starts with prospecting, and mastering this skill is the key to consistent sales success.

Platform Innovation Centre

<h3>Prospecting: The First Step to a Full Pipeline</h3>Tired of a dry sales pipeline? It all starts with prospecting, and mastering this skill is the key to consistent sales success. In this hands-on, 3-hour workshop, we'll ditch the theory and get straight to the action. You'll learn the essential building blocks of effective prospecting and leave with a personalized sales script you can implement right away.Secure your spot today and start turning your prospecting efforts into real results.Registration is on a company basis, with a maximum of 2 attendees/company.<h3>What We'll Cover:</h3><ul><li>Finding Your People: Discover best practices for identifying your ideal prospects so you can stop wasting time and start connecting with the right people.</li><li>Building a Winning Strategy: Learn how to create a simple, repeatable prospecting cadence that keeps you top of mind without being annoying.</li><li>Crafting Messages That Get a Response: Say goodbye to generic emails. We'll show you how to write compelling messages for emails or calls that get prospects to actually reply.</li></ul><h3>The Outcome:</h3>By the end of this workshop, you will have started to build a personalized prospecting framework, and a vetted sales script. You'll walk away with actionable strategies and a clear plan to generate meaningful conversations and fill your pipeline with qualified opportunities.<h3>Is This Workshop Right For You?</h3>This session is designed for companies who have already identified who their customer is (Ideal Customer Profile). Your ICP is more than just a target audience—it's a detailed description of the type of company that gets the most value from your product or service and, in turn, provides the most value to you.A clear ICP allows you to:<ul><li>Focus Your Efforts: Instead of a broad, unfocused approach, you can concentrate your time and energy on accounts that are most likely to become happy, long-term customers.</li><li>Create Tailored Messaging: When you know the specific problems and goals of your ideal customers, you can craft messages that resonate and get a response.</li><li>Achieve Higher Success Rates: Companies with a well-defined ICP often see shorter sales cycles and higher win rates.</li></ul>If you don't have a clear ICP, this workshop will still provide valuable insights, but you will get the most out of the hands-on exercises if you come prepared with a solid understanding of who your best customers are.<h3>About the Facilitator:</h3>Sarah Morrill is a seasoned professional with 25 years of experience in sales and marketing. She has a proven track record of helping entrepreneurs enhance their customer growth strategies. As a former Partner at 321 Growth Academy, she developed and delivered courses that guided founders from acquiring their first customer to scaling their sales operations. Her expertise also extends to academia, where she taught the Channel and Customer modules in Mount Royal University’s Growth Catalyst program, providing students with practical knowledge and actionable frameworks.

<h4>Photo &amp; Video Disclaimer</h4>By registering for this event, you acknowledge and grant permission for Platform Calgary to capture photos, audio, and/or video recordings that may include your image or likeness during this event or program. These materials may be used by Platform Calgary for promotional and marketing purposes across print and digital platforms, including social media, newsletters, websites, and other communications channels.The collection and use of any personal information is conducted in accordance with <a href="https://www.alberta.ca/personal-information-protection-act" title="https://www.alberta.ca/personal-information-protection-act" target="_blank" data-msys-clicktrack="0" rel="nofollow noopener noreferrer">Alberta’s Personal Information Protection Act (PIPA)</a> and <a href="https://www.priv.gc.ca/en/privacy-topics/privacy-laws-in-canada/the-personal-information-protection-and-electronic-documents-act-pipeda/" title="https://www.priv.gc.ca/en/privacy-topics/privacy-laws-in-canada/the-personal-information-protection-and-electronic-documents-act-pipeda/" target="_blank" data-msys-clicktrack="0" rel="nofollow noopener noreferrer">Canada’s Personal Information Protection and Electronic Documents Act (PIPEDA)</a>. For more information, please review our <a href="https://www.platformcalgary.com/legal/privacy" title="https://www.platformcalgary.com/legal/privacy" target="_blank" data-msys-clicktrack="0" rel="nofollow noopener noreferrer">Privacy Policy</a>.If you have concerns or do not wish to be included in photography or recordings, please notify a Platform Calgary team member in advance or email <a href="mailto:communications@platformcalgary.com" title="mailto:communications@platformcalgary.com" target="_blank" data-msys-clicktrack="0" rel="nofollow noopener noreferrer">communications@platformcalgary.com</a>.Please note The Platform Innovation Centre is a shared public venue. While we aim to accommodate all requests, complete exclusion from photography or recordings cannot be guaranteed.<h4>Mission Statement</h4>As a non-profit, Platform Calgary is dedicated to fostering a vibrant tech ecosystem. Proceeds generated through our programs and events directly support our mission, enabling us to enhance Calgary's standing as a premier destination for tech innovation and entrepreneurship. We appreciate your continued support!AI Tools PolicyTo protect participant confidentiality, intellectual property, and ensure an equitable learning environment, AI-powered note-taking tools are not permitted during sessions. This includes any transcription, summarization, or recording tools operated by AI. We encourage manual note-taking (by hand or typed) to support focus, privacy, and active engagement.For any questions about this policy, please email <a href="mailto:info@platformcalgary.com" title="mailto:info@platformcalgary.com" target="_blank" data-msys-clicktrack="0" rel="nofollow noopener noreferrer">programs@platformcalgary.com</a>.

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Startup Essentials: Prospecting 101

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