The B2B Sales Process

This workshop series gives entrepreneurs techniques to map out their sales process as well as tools to manage and influence sales opportunities.

(3 workshops, 4 hours each)

Upcoming Workshop:
Day 1 – November 11, 2014 – 8:30 AM – 1:00 PM
Day 2 – November 18, 2014 – 8:30 AM – 1:00 PM
Day 3 – November 25, 2014 – 8:30 AM – 1:00 PM

Day 1 – November 11, 2014 8:30 AM – 1:00 PM
The Sales Funnel
Define the stages of the sales cycle for your customers and map out your sales pipeline. Deliverable: A spreadsheet with sales-funnel data for a prospective customer.
 Pre-reading Materials
Building an Early B2B Sales Forecast
Stages of the Sales Funnel
Sales Metrics
The Characteristics of a B2B Technology Sale


Day 2 - November 18, 2014 8:30 AM – 1:00 PM
The Sales Call
Practice managing individual sales opportunities in order to turn leads into prospects. Deliverable: Techniques to book, prepare for, and conduct a sales call.
 Pre-reading Materials
Sales Call Talk Track
Preparing for a Sales Call
Booking a Sales Call
Conducting a Sales Call


Day 3 – November 25, 20148:30 AM – 1:00 PM
Understanding Negotiations
Practice managing individual sales opportunities in order to turn prospects into closed transactions. Deliverable: Techniques to negotiate with customers and close a deal.
Pre-reading Materials
Closing a Sale
Following up a Sales Call
Negotiate This!
Deal or No Deal: The Art of Successful Negotiations


Cost of workshops

The Entrepreneur Workshops are valued at $560 per session but are free for RIC Centre clients!

  • Although the workshops are free of charge, a $50 deposit will be held at registration, which is fully refunded upon completion of all sessions in the series and a feedback survey.
  • If you are unable to attend a workshop session, please let us know four business days ahead of time. We regret that failure to do so may result in the loss of your deposit.
  • Non-clients are welcome to attend workshops at the cost of $100 per series, and can receive 10% off with completion of the feedback survey.

 For more information, please contact