The Art of Prospecting: Happy Sales To You

Brian has spent his career selling and lead sales teams large and small before starting his own company ~4.5 years ago where he was tasked once again with building a brand new customer base that has now grown to over 200 companies! Through the breadth of his experiences and the experiences of his team, Victory Lap has developed impactful and repeatable methods for connecting with your ideal customer, set quality meetings, and close deals!

The first 30 minutes of the session will be a training on the topic of prospecting in 2021 and the last 15 minutes will be open Q&A for you to gain insight into how you can improve your methods and grow your customer base!


More About Brian

Brian is the Founder and CEO of Victory Lap, a leading sales education company based in Chicago, IL. He oversees the design and implementation of all the company’s training engagements including their Sales Bootcamps, University Partnerships, and Corporate Education engagements. He’s also a Guest Lecturer at Northwestern Kellogg School of Management on the topic of B2B Sales.

Victory Lap’s sales bootcamp has graduated over 1,000 students into sales roles at over 230 companies including Uber, LinkedIn, Salesforce, Oracle and many others. Their program and curriculum have been adopted by the University of California Berkeley and University of Pennsylvania to launch their own Business Development Certifications. His knowledge of learning design, sales, and leadership allow Victory Lap to create holistic training programs for companies looking to build competencies, confidence, and results quickly. Clients have ranged from Fortune 500 organizations to high growth tech companies.

Prior to Victory Lap, Brian served as the Vice President of Sales at ThinkCERCA, a fast growing Education Technology company and Head of Sales Onboarding at Groupon, where Brian created and led the onboarding department for the company.


Related upcoming events

  • 2021-07-29 11:30 am - 2021-07-29 1:30 pm

    Most technology startups fail. Why? They start executing before they have a sound business model. What about you? Have you discovered a scalable and profitable business model yet?

    Customer Discovery Lab is a Customer Discovery Bootcamp designed for entrepreneurs. Customer Discovery Lab uses a combination of teaching methodologies from Customer Discovery (get out of the building), Lean Startup (iterative loop of experimentation), Startup Engineering (disprove your assumptions) and the Business Model Canvas to uncover your compelling business model.

    After this program, you will have identified the core of your business model - your customer segment and value proposition. Or you may discover there isn't one. And that's OK too. It's better to find out now than after spending years and a fortune only to find out you were wrong.

    How does it work?

    1. Multi-week intensive program. You should commit to attend every week.
    2. Each week, make assumptions about what needs to be true about your business model to succeed.
    3. Design tests to disprove each assumptions.
    4. Collect data and interpret the results.
    5. Update your business model canvas based on what you have learned.
    6. Present your findings to the teaching team and get thoroughly thrashed.
    7. Repeat.

    You will be expected to talk to at least 10 potential customers each week.


    Both Customer Discovery Theory and Customer Discovery Tools are prerequisites to Customer Discovery Lab. Please take Customer Discovery Theory first which is offered the second and fourth Tuesday of every month. Once you begin Customer Discovery Lab, you are then expected to attend every subsequent Thursday until you graduate.