Startup Essentials: Prospecting 101

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.

• Finding Your People: Discover best practices for identifying your ideal prospects so you can stop wasting time and start connecting with the right people.
• Building a Winning Strategy: Learn how to create a simple, repeatable prospecting cadence that keeps you top of mind without being annoying.
• 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.

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.

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:

• 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.
• 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.
• Achieve Higher Success Rates: Companies with a well-defined ICP often see shorter sales cycles and higher win rates.

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.

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.

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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 Policy

To 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 [email protected].

Event Venue & Nearby Stays

Platform Innovation Centre, 407 9 Avenue Southeast, Calgary, Canada