Sales Fundamentals Starter
Sales Fundamentals Starter helps SMB sales teams build a more structured and buyer-focused sales process. The program covers the modern fundamentals of finding the right buyers, earning their attention, asking stronger discovery questions, managing opportunities in CRM, and closing with confidence.
Program Detail
Online
$4,800 + HST per trainee
Duration
6 Weeks
Application Status
Open
Module 1: Ideal Customer Profile & Modern Prospecting
Module 2: Multi-Channel Outreach & Modern Sequencing
Module 3: Buyer-First Discovery & Qualification
Module 4: Value Proposition & Competitive Positioning
Module 5: CRM Mastery & Pipeline Management
Module 6: Closing Techniques for Modern Buyers
Sales Fundamentals Starter
A practical sales development program that helps SMB teams strengthen prospecting, discovery, pipeline management, CRM usage, and closing skills.
Highlights and Key Outcomes
Sales Fundamentals Starter instructor-led program designed for business owners, sales leaders, account managers, and teams that want a more structured, buyer-focused sales process.
The program helps participants identify the right buyers, earn their attention, ask stronger discovery questions, manage opportunities more effectively in CRM, and close with confidence without relying on pressure-based sales tactics. Each session includes practical exercises connected to the participant’s real customers, pipeline, and sales process.
By the end of this program, participants will be able to:
Build a targeted Ideal Customer Profile and data-informed prospecting plan
Design a modern multi-channel outreach cadence across email, LinkedIn, calls, and referrals
Use a buyer-first discovery framework to surface real customer pain before pitching
Create a sharper value proposition based on customer outcomes, not just features
Use CRM as a revenue intelligence tool for pipeline tracking, forecasting, and follow-up
Apply modern closing techniques that align with how today’s buyers make decisions
Curriculum Details
Module 1: Ideal Customer Profile & Modern Prospecting
Participants learn how to identify the right buyers using real sales data instead of guesswork. The module helps teams work backwards from revenue goals to create a practical prospecting plan that clarifies how many conversations are needed by channel, by week, and by rep.
Module 2: Multi-Channel Outreach & Modern Sequencing
Participants build a structured outreach cadence that combines personalized email, LinkedIn, warm calling, and referral outreach. The focus is on reaching prospects in a way that feels relevant and timely, instead of relying on disconnected or generic outreach.
Module 3: Buyer-First Discovery & Qualification
Participants learn how to ask stronger discovery questions, build trust, and uncover the real business issues behind a buying conversation. This module replaces outdated qualification scripts with a more practical buyer-first approach that helps sales teams qualify opportunities without making prospects feel interrogated.
Module 4: Value Proposition & Competitive Positioning
Participants develop customer-outcome-driven messaging that explains what changes for the buyer when they work with the company. The module also helps teams position against competitors and address the “status quo” objection without immediately relying on discounts.
Module 5: CRM Mastery & Pipeline Management
Participants learn how to use CRM as a live sales management tool, not just a contact database. The module focuses on pipeline stages, deal risk, follow-up visibility, and basic reporting habits that help teams manage opportunities more consistently.
Module 6: Closing Techniques for Modern Buyers
Participants practise closing conversations that are clear, confident, and aligned with how modern buyers make decisions. The module covers common late-stage objections, including price, timing, internal approval, competitor comparison, and status quo.
Who Should Attend
This program is designed for:
Business owners and sales leaders who want a structured, repeatable revenue engine
Inside sales reps and account managers ready to move beyond scripts
Operations and marketing leaders who support the sales function
SMB teams that want a more consistent, buyer-first sales process
What Participants Work On
Throughout the program, participants complete practical assignments tied to their own sales process, customers, and pipeline. Activities include ICP development, outreach sequence design, discovery question building, value proposition refinement, CRM pipeline review, objection handling, and closing practice.
Participants leave with a clearer sales process, practical sales tools, and stronger habits they can apply directly to active opportunities.