This 12-Week Certification Course And Ultimate This collection includes outbound training materials and guides for anyone who wishes to self-assess or learn the steps of being a global citizen.-The following are the things every class prospector should be doing each day: How to send emails, make calls, organize your accounts and outbound prospecting. Call for remote coaching support & in-Training on-site for individuals
Aaron Ross – Predictable Revenue The Ultimate “Cold Calling 2.0″ Course & Library
This 12-Week Certification Course And Ultimate This collection includes outbound training materials and guides for anyone who wishes to self-assess or learn the steps of being a global citizen.-What class prospectors should do every day: How to make phone calls, send emails, organize your accounts, and succeed at outbound prospecting. Call for remote coaching support & in-Training on-site for individuals
Certify You or Your Team!
- What Important Technique Are You Missing?
- Assess strengths and areas for improvement.
- Increase training consistency.
- Learn about Account-Based Prospecting & Differences From List-Based prospecting.
- Learn or Refresh Key Approaches Referral emails. Personalized Emails Email Response Handling. Mapping calls. Voicemail Techniques.
- Overlooked Essentials: Account Mapping. Staying Organized. CRM/SFA Practices. Key Metrics Time Management. How to make part-Time Prospecting Work. Day in a Life
- Meet Other Predictable Revenue Customers & Practitioners.
Assessment Overview
- Nail your Niche
- Ideal Outbound Customer Profile
- Improve email & phone response rates
- In 60 days, initial qualified opportunities
- 6-months of steady creation of qualified opportunities
- 6 recurring revenue-12 months
Three Capabilities
- Engage – Know who & how to reach key people, who can drive bigger deals..
- Intrigue – Non-threatening conversations that stimulate interest, curiosity & next steps
- Convert – Move prospects through a repeatable procedure to build your funnel predictably + Scale – Build a process & team that breaks your lead generation and talent bottlenecks
Part 1 Key Topics
- Nail A Niche & ICP
- Introduction: “Deep Dive 25”
- Primary Skill Building: Email Prospecting Process and Guide
- “Day In A Life” & Time Management
- Check out the List-Construction
Topic Examples: Email prospecting:
- Guide for the Client: Predictable Revenue Email templates
- Writing & Customizing Email Templates
- Response Handling – Email Organization & Sales Systems
- Simplifying Messaging To Intrigue Prospects & Differentiate
- Establish Realistic Email Benchmarks & Metrics
Part 2: Key Topics
- Primary Skill: Phone techniques (ie Mapping & AWF calls)
- Secondary skill: Social Media & Personalized Emails
- Converting emails to phone calls
- “Popular Point Of Pain” Positioning
- Dashboards, Tools, Apps Tuned
Part 3 Key Topics
- Primary Skill “Deep Dive 25” + “Selling The Dream”
- Passing The Baton (Prospector -> AE Handoff)
- Outbound Pipeline Conversion Rates
- Quality Control
- Follow up
- Nurturin
Course Curriculum
Intro: For Management & Team – How to Use This Course & Program Overview
16:50
Hot Coals Video 1.30 minutes: What’s the deal with coal?
How to use the course
Terminology Overview PDF
Project Plan – Solution Specifics (Outbound : Example Funnel Metrics).
Outbound Project Timeline. Example Review with your Coach
How Wpromote Doubles Outbound Revenues Each Year (5-10 min)
We highly recommend you watch: “Nail Your Niche” Video
Predictable Revenue Playbook: Update in Process
Management 01: Building a Outbound Team – Is it possible? (101 Video) Course)
Make your business case with ROI Revenue & Costs
Chapter 01 Videos: Introduction. What should I do outbound? Why it could fail, and what is the best way to succeed.
Chapter 02 Videos – Results, People, How Do You Pay, Goals
Chapter 03 Videos: Why Hire?, Onboarding, Territories and Quality Over Quantity.
Video For Management: Build your Team & Specializing Your Team (28 mins)
Management 02: Great SDR’s, Hiring Process, Comp Plans, Onboarding, Territories.
Hiring: How to hire great prospectors (Quick Review).
Hiring: Recruiting Process by Paul Fifield of Ceros to Hire Sales Stars & Speed Up Results
Prospector/SDR Comp Prospector hiring: Quora article
Hiring “A Great Exercise for Hiring a Prospector”
Hiring “Sample Interview Questions”
READ: Why Your Salespeople & Prospectors Need Territories
Case-Study: tackling Territories & Outbound resulted in higher Revenue.
Management 03: Management Checklist Before Onsite
First steps for a new SDR: The first training goals!!
Dashboards: Why do we use Metrics?
Read: NAIL YOUR NICHE chapter 1
Video: Setup Salesforce Basics (Account Status, Data Setup + Transcript).
Management: Program Checklist Homework- (Pre-Onsite!)
Module 01 – Getting Started 1: Nail your Niche, Personas, Outbound Emails, Phone Techniques.
Read Chapters 1 through 4 “Predictable Revenue Book”
Read “Nail Your Niche” Chapter 1: Impossible Book to Inevitable Book
Quick Videos 1: Introduction Email 101, Cold Calling, Responses, Sending Enough Mail.
Quick Videos 2 – Reasons People Respond. What to Send. Referral Email Breakdown. When to Email.
Quick Videos 3 – Negative Responses and Positive Responses to Personalized Emails. Body of Email. Insightful questions. Conclusion.
“High Response Email Templates”
First Action: Jump in & Send your First Emails
These are 5 quick emails tips to get your started.
How to get more email responses
Email Templates for Initial Emails – Mass, Personalized, Customized, Enterprise
Advanced / Direct Email Template Crafting & Sequencing
Example Cadence: Email, Phone, Social Media, Other….
Prep Video – Sell Ideas Not Stuff (2.5 mins)
Mapping calls vs. Are we a Fit Calls? Key Differences
Mapping Calls Read Guide, pptx
Talking Points to Mapping Calls-Site Live Training
Prep Video “Nail your Niche” / Arc Of Attention / Enrollment or Pitching can make all the difference.
Review: How Do I Find My Niche?
Review: 5 aspects of your niche
Prep for Nail Your Niche: Workbook/Exercise
Personas / Psychographics: Workbook
Management & SDR(s) Prepared:
Module 02: – Getting Started 2: Deep Dive 5-25 & ICP – Walk Before You Run!
Video: Deep Dive 5-25 Project – Run before You Can Walk
Deep Dive 5: Action-25 Project Instructions
Deep Dive 5-25: Customer Interview guide
Becoming comfortable with sales calls
Different personalities communicate differently
BDR MASTERWORKBOOK: Tracking Opportunities to Activities
Check out the Mapping Calls Guide PDF.
Mapping Call Cheat sheet
Three Things Every Enterprise Customer Wants To Know
Customer Success Case-Questions for Study Interviews
Review: Your ICP & Personas (Detailed)
Guided Workbook: Homework: Ideal Customer Profiles
Deep Dive Workbook Updated
Module 03: Email crafting – What should you do with them
0. Message Mastery: Checklist for creating engaging voicemail, email and voice mail-Talk by telephone and mail
Review: High-Response Email Templates
Review: Send your first email and jump in
Review: Predictable RevenueHow to increase email responses
B. Direct Email Template Crafting & Sequencing – Advanced Level
C. Key Phrases or Keywords
Patrick McLean, D. How to Kill Words
E: Brainstorm First Email Template
F. Create Your Email Templates Workbook
Weekly Homework!
Module 04: Learning: Success Requirements & Tripling Your Sales
STEP 1 Video: Success Requirements 1) Specialise your Roles – 2) Follow the Process (& transcripts)
Step 2A: Success requirement 3 “Smart Targeting” (& transcript)
Step 2B Video – Success requirement 4 “Moving Accounts through the Funnel” (& transcript)
Step: 3 Video: Success Requirement No 5 “Quality of Target Prospects” (& transcript)
Step 4 Videos: Tripling Your Sales
Step 5A: Review 5 Step Outbound Process
Step 5B: Outbound Day In A Life – Day Planner
Weekly Homework – Update your Workbook
Module 05: Advanced Email Writing
12:53
Video 1: Red Herring
Video 3 Smash My Phone
Video 2 Email Template Obsession
E. I would like to write a shorter letter if I had more time
F. Types & Templates: Email Common Response Handling
G. Signature Template
H. Email Personalized/Direct Templates
I. Objection or Insightful Question
J. 101-sales-Email-templates_attach
K. Example of Personalized Email Templates
L. Nurture Status Responses & Nurture Campaigns
4. Having a hard time getting people to agree The Phone? Email to get a 10-minute Qual. Talk to a decision maker
5. How To Break A Rep’s Bottleneck – “I’m not hitting quota. What’s wrong?”
Module 06. Email Metrics (A/B Testing – Where’s the Bottleneck)
Step 2: Email Testing Order of Operations
Step 3: Loop In, CTA and Handoff Follow Up Cadence/ Calibration
Step 4: Metatrics: Objection Deletion: Excellent email response training
Step 5: Email Template: Objection Handling Tactics
Step 6: Email objection handling tactic (Insightful questions)
Comprehensive Milestones 1-5 Report
Explaining Domain, Web and Email Hosting
Email Delivery – Managed Prospecting Domains Predictable Revenue / Carb.io
SMTP Sending Limit (Ramping & Email Sending Limits)
365 Works Hosted Email Service & Setup
Google Apps Hosted Mail Solution Setup
Spam Scoring & Email Deliverability Apps
Spam Spam Spam
Module 07: Phone Techniques Mapping Calls
Mapping Calls training video guide
Becoming comfortable with sales calls
Understanding Communication Styles and Personality Types
Mapping calls Read Guide pptx.pdf
Mapping Calls Playbook: Be Prepared Conversation Starters & Talking Points
Mapping Call: Cheat Sheet/Script
How to leave a voicemail message
Example Mapping Call Recording #1 Alicia & Aaron Training
Recording of Example Mapping Call #2 (clio-live calls with coaching by aaron).
Example Mapping Training Call Recording #3 (Clio + Mobileworks)
Module 08: ‘Are We A Fit’ Calls & ‘Sales Qualified Lead’ Criteria
07:51
-Are We A Fit- AWAF Call Guide v4
3.15 scoping process.tiff
Green Flags – AWAF
7 Tips to Help You Get Your Business Off The Ground “Are We A Fit” Calls
How to make prospecting enjoyable
AWAF calls + Ideal SDR-AE Practices
AWAF: Qualification Criteria Sale Accepted Lead/Opportunity
Pass your Homework The Baton (Qualifying a Opportunity)
AWAF calls : Be prepared / Call Flow Table / Opinion Handling
Insider Sales Tips and Why You Should Feed the Squirrels
Objection Handling Guide
THE 8 MOST COMMON SALES OJECTIONS
Success in Pitching
Module 09: List Building, Targeting, Finding & Appending Companies & Contacts.
Step 1 Predictable RevenueBuilding Your First List
Step 2: List building drill down
Step 3: List Building & Advanced Resources – Company Insights, Contacts, Analytics etc..
Module 10: “Prospector Sales Stacks” Apps, Tools, Software…
Prospecting software / tools / apps /data etc.
Sales & Marketing Technology Stack: blog post (tools & apps)
Predictable Revenue’s Acceleration Software: Carb.io (Classifying & Answering Emails)
Predictable Revenue Acceleration Software – Product Client Playbook
Predictable Revenue Acceleration Software: Wiki Platform Support FAQ’s
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Here’s what you’ll get in Aaron Ross – Predictable Revenue The Ultimate “Cold Calling 2.0″ Course & Library
Course Features
- Lectures 1
- Quizzes 0
- Duration 50 hours
- Skill level All levels
- Language English
- Students 117
- Assessments Yes