Sales 201: Go-To-Market Strategy & Building a Sales Pipeline

Led by Tim Duthie at Platform Innovation Centre, this session guides early-stage founders in turning initial customer traction into a repeatable, scalable sales pipeline.

Ready to move beyond the basics and start building a repeatable, scalable sales motion?

Getting your first few customers is one thing. Building a system that keeps bringing customers in predictably, without reinventing the process every time is another. That's where most early-stage founders get stuck. The initial traction was real, but it happened through hustle, not process. This session is about fixing that: turning scattered outreach into an actual pipeline, one you can manage, repeat, and hand off as your team grows. We'll also look at where AI tools can realistically speed up the work of building and running that pipeline — from qualifying leads to keeping follow-ups on track — without losing the human judgment that makes sales actually work. 🤝 Facilitated By Tim Duthie – Sales Transformation Leader | Capability Builder Tim helps founders and leaders scale their businesses with a simple, practical, people-first approach. He's worked with startups and established organizations across resources, agriculture, retail, and the public sector. Tim is the founder of Morningbird Solutions, built on the belief that "tools don't change businesses; people do," and hosts The Accidental Salesperson podcast. Is this the right time for you? Sales 201 is built for founders who are already doing some outreach or selling, even if it feels inconsistent — this session assumes a first sales motion already exists. If that's not quite where you're at yet, Discover 101 or Sales 101 is the bett

Organizer: Platform Calgary

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