Sales Fundamentals Starter
Sales Fundamentals Starter is a practical program for SMB sales teams that want to build a more structured, consistent, and buyer-focused sales process. The program covers ideal customer profiling, modern prospecting, multi-channel outreach, discovery, qualification, value proposition development, competitive positioning, CRM management, pipeline tracking, and closing techniques.
This program is designed for business owners, sales leaders, account managers, and growing sales teams that want to improve how they identify opportunities, engage prospects, manage their pipeline, and close deals with greater confidence and consistency.
What to expect
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.
Timeline
Registrations open year round.
Registration details
Program Format
The program is delivered in-person and virtually
Price
$5,000 + HST per trainee
Duration
6 Weeks
Best 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
Registration is open
Registration is now open.
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Contact us
For more information, please contact us at
yspace@yorku.ca
416-736-2100 ext. 44940
