Selling for Entrepreneurs

Selling for Entrepreneurs
​Become an expert sales person for your startup company.

Resource Outline

Unit 1: Sales fundamentals

  1. Selling for entrepreneurs overview
  2. What is sales?
  3. Why do we need sales?
  4. Useful facts about sales
  5. Types of selling scenarios
  6. What’s changed about sales?
  7. The sales process
  8. How sales can go wrong
  9. Recommended resources

Unit 2: Prospecting

  1. The sales funnel
  2. Building target personas
  3. Lead generation tactics
  4. Strategies to make contact
  5. Build a sales script
  6. Telephone & email best practices
  7. Social selling best practices
  8. Tools for the sales process

Unit 3: Qualifying opportunities & closing deals

  1. Qualifying opportunities
  2. Establishing credibility
  3. Building your sales pitch
  4. Handling objections
  5. What to charge?
  6. Asking for the sale
  7. What to do post-sale
  8. Final thoughts
  9. Course feedback

About the Resource

Become an expert sales person for your startup company. Kevin will help you learn the essentials for success in B2C and B2B sales. You’ll learn how to build a sales strategy and model for technology products and services.

Key takeaways

  • Learn core sales tactics
  • Find and evaluate leads
  • Identify key metrics

Meet your instructor

Kevin Smith, Facilitator, Entrepreneurship Programs at MaRS Discovery District