Workshops
Intensive, Informative & Always Interactive
The Centre for Family Business provides concentrated workshops designed as intensive forums that give participants top-tier skills and essential business knowledge, without a large time commitment.
Browse through our upcoming workshops below, and an archive of all past workshops.
Upcoming Workshops
BDR Level-Up Sales Lab Series
BDR Level Up is a practical, hands-on workshop series designed to build on the strong foundation your BDRs already have and help them convert more of their existing effort into meaningful conversations and qualified opportunities. Across four focused sessions, participants refine their approach by working on real accounts, sharpening messaging, structuring outreach, and practicing live sales conversations—leaving with a more focused, repeatable system to generate consistent pipeline in today’s complex buyer environment.
- Each session is 2 hours
- Scheduled every 2 weeks for momentum and continuity
- Evenings or Friday daytime
- 10 to 20 people is ideal size of cohort
- Includes work and concept application between sessions
Session 1: Who Are You & What Do You Sell?
Identity, psychology, and understanding your buyer’s world
Core concepts:
- The intrapreneurial mindset (selling like an owner, not an order-taker)
- The psychology of why sales feels hard right now (buyer skepticism,
information overload, the death of the generic pitch) - Reframing sales as a repeatable system rather than a personality trait
- The five-star research method for deeply understanding your buyer’s world before you ever reach out.
Workshop: participants define their seller identity and personal story, then pick a real target account and run the full five-star research method live. Introduction to using AI for research. Cold call practice focuses on a confident 30-second “who I am and what I do” opener.
Session 2: What Are You Saying to Your Prospects?
Messaging, value propositions, and speaking to your buyer’s market
Core concepts:
- Creating messaging that fits your market and prospects, (mapping your value props to specific buyer personas, pain points, and outcomes), crafting a problem statement pitch in language your buyer actually uses, and the anatomy of a first touch that gets opened and answered.
Workshop: participants build their own messaging matrix for 2–3 buyer personas, draft and peer-critique a one-sentence problem statement pitch, and write a real first-touch email or DM with AI-assisted prompts. Cold call practice focuses on delivering the problem statement pitch as a call opener with natural tone and
pacing.
Session 3: How Do You Reach Them?
List building, prospecting systems, and prioritizing your day
Core concepts:
- Building a quality prospect list using tiered logic (A/B/C accounts), the structure of a 3–5 touch outreach sequence (email, call, social, follow-up), how to prioritize your selling day when nobody is managing your calendar, and finding the right balance between volume and depth for your business.
Workshop: participants build a real 25–40 target prospect list, design a 3-touch outreach sequence for one persona, and create a daily prospecting rhythm that fits their actual workload. AI is used to accelerate list research and enrichment. Cold call practice is rapid-fire: 3–4 quick openers back-to-back to build speed and comfort with rejection.
Session 4: How Do You Close Them?
Handling the conversation, objections, and getting to yes
Core concepts:
- Running a qualification/discovery call that uncovers real pain, the psychology of objections (they’re requests for clarity, not rejection), closing as a natural next step rather than a trick, and pulling Sessions 1–4 together into a complete, repeatable sales motion with pipeline tracking and self-coaching.
Workshop: Discovery call simulations, rapid-fire objection handling drills, and a full system review where participants map their complete sales flow from research through close. Each participant builds a 30-day personal action plan. Cold call practice is a full simulation, opener through discovery to close attempts with feedback.
Workshop Series Package
- Each session is 2 hours – 1 hour coaching; 1 hour hands-on application – total
of 8 hours of workshops - Scheduled every 2 weeks for momentum and continuity
- Self-directed work provided to participants for time between workshops
- Final days/dates/times to be confirmed based on cohort concensus
Email your expression of interest to info@cffb.ca
Governing the Family Enterprise: Aligning Family, Ownership and Business for Long-Term Success
Why This Program?
Family enterprises rarely struggle because of strategy or commitment. They struggle when expectations, roles, and decision making across the family, ownership, and business are unclear. This program helps families build alignment before conflict escalates and before legal
agreements are drafted.
Who It Is For
- Founder led and first generation family businesses looking ahead
- Second generation families managing shared ownership or leadership
- Families who value relationships as much as results
What Makes This Different
This is not a legal, financial, or succession planning course. It is a guided governance readiness experience focused on shared language, productive dialogue, and foundational clarity across generations.
What Families Gain
- A shared understanding of governance roles and responsibilities
- Increased confidence having difficult conversations
- Reduced tension and greater trust across generations
- A clear roadmap for next steps
What This Program Is Not
- Not therapy
- Not legal advice
- Not forced consensus
Strong governance starts long before documents are signed. It starts with aligned thinking and respectful dialogue.
Program Structure
- 5 week and 8 week options available (2 hours per week)
- Real world family enterprise case discussions
- Practical tools and guided cross generational dialogue
- No pressure to make decisions during the program
Ready to take part?
Email your interest to info@cffb.ca.
What Skills Do You Want to Learn? Have a Say!