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This 12-Week Certification Course Ultimate This collection of outbound training materials, guides and books is for anyone who wants an assessment of themselves or to learn the specific steps of what a global world looks like.-The following are the things every class prospector should do every day: send emails, make calls, organize your accounts, and outbound prospecting. Call for remote coaching support & in-Person-to-person training
Aaron Ross – Predictable Revenue The Ultimate “Cold Calling 2.0″ Course & Library
This 12-Week Certification Course Ultimate This collection of outbound training materials, guides and books is for anyone who wants an assessment of themselves or to learn the specific steps of what a global world looks like.-The following are the things every class prospector should do every day: send emails, make calls, organize your accounts, and outbound prospecting. Call for remote coaching support & in-Training on-site for individuals
Why not Certify Youself or Your Team?
- What Important Technique Are You Missing?
- Assess Strengths and Areas for Improvement.
- Increase training consistency.
- Understanding Account-Based Prospecting & Differences From List-Based prospecting.
- Learn or Refresh Key Approaches Referral emails. Emails personalized. 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 for 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
- Initial qualified opportunities within 60 Days
- Continuous creation of qualified opportunities 6 month
- Recurring revenue in 6-12 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
- List-Building
Topic Examples: Email Prospecting
- Guide for Clients: 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 mins: Are you stuck in the Coals?
How to use this course
Terminology Overview PDF
Project Plan – Solution Specifics (Outbound)
Outbound Project Timeline – Example Review with Your Coach
How Wpromote Doubles Outbound Revenue Each Year (5-10 min)
We highly recommend you watch: “Nail Your Niche” Video
Predictable Revenue Playbook: A new update in process
Management 01: Building an outbound team – Can it fail? What do you need to succeed (101 Video) Course)
Create your Business Case: ROI Revenue & Costs
Chapter 01 Videos: Introduction. What should I do outbound? Why could it fail? What is the secret to success?
Chapter 02 Videos – Results, Where do I start, People, How do I pay, Goals
Chapter 03 Videos: Onboarding and Territories, Quality Over Quantity. Why Hire?
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 comp: article on Quora
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: First training goals!!
Dashboards: Why do we use Metrics?
Read: NAIL YOUR NICHE chapter 1.
Video: How to 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 From Impossible Book to Inevitable Book
Quick Videos 1: Introduction Email 101, Cold Calling, Responses and Sending Enough Email.
Quick Videos 2 – Reasons People Respond, How to Send Email, Referral Email Breakdown, When To Send Email
Quick Videos 3: Negative and Positive Responses, Personalized Emails Body of Emails, Insightful Question, Conclusion
“High Response Email Templates”
First Action: Jump in & Send your First Emails
Here are five quick email tips to get you going.
How to Increase 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 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” / Arcof Attention / Enrollment and Pitching make all the difference.
Review: How Do I Find My Niche?
Review: 5 Aspects Of Your Niche
Prep: For Nailing 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: Take Action-25 Project Instructions
Deep Dive 5-25: Customer Interview Guide
Overcoming Fears of Sales Calls
How different people communicate
BDR MASTERWORKBOOK: Tracking Activities to Opportunity
Read: Mapping Calls Guide PPTX.
Mapping Call Cheat sheet
3 Things Every Enterprise Customer Needs to Know
Customer Success Case-Questions for Study Interviews
Review: Your ICP & Personas (Detailed)
Homework: Ideal Customer Profiles: Guided Book
Deep Dive Workbook Updated
Module 03: Email crafting – What to do with them
0. Message Mastery – Checklist to create engaging email, voice and video messages-Mail and telephone conversations
Review: High Response Email Templates
Review: Let’s jump in and start sending our first emails
Review: Predictable RevenueHow to Increase Email Responses
B. Direct Email Template Crafting & Sequencing – Advanced Level
C. Key Phrases and Keywords
Patrick McLean – D. How to Kill A Word
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 Crafting
12:53
Video 1: Red Herring
Video 3 Smash My Phone
Video 2 Email Template Obsession
E. If I had more to write, I would write shorter letters
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 trouble getting people onboard The Phone? (Email to receive a 10-minute Qual. Call 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 and CTA. Handoff Follow up Cadence/ Calibration
Step 4: Metrics Objection Deflection: Great training in email response
Step 5: Email Template: Objection Handling Tactics
Step 6: Email objection handling tactic (Insightful questions)
Comprehensive Milestones 1-5 Report
Explained: Domain, Web, & Email Hosting
Email Deliverability – Prospecting domains managed by Predictable Revenue / Carb.io
SMTP Sending Limit (Ramping & Email Sending Limits)
365 Works Hosted Email Service & Setup
Google Apps Hosted email Solution Setup
Spam Scoring & Email Deliverability Apps
Spam Spam Spam
Module 07: Phone Techniques Mapping Calls
Mapping Calls training video guide
Overcoming Fears of Sales Calls
Understanding Communication Styles: Personality Types
Mapping Calls Read Guide.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
Example Mapping Call Recording #2: Clio – Live Calls with Coaching from 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 for “Are We A Fit” Calls
How to make Prospecting Fun
AWAF Calls + Ideal SPD-AE Practices
AWAF: Qualification Criteria Sale Accepted Lead/Opportunity
Homework: Pass The Baton (Qualifying a Opportunity)
AWAF Calls / Be Prepared / Cal Flow Table / Objection handling
Insider Sales Tips and Why You Need To Feed the Squirrels
Objection Handling Guide
THE 8 MOST COMMON SALES OJECTIONS
Keys to Successful Pitching
Module 09: List Building, Targeting, Finding & Appending Companies & Contacts.
Step 1: Predictable Revenue: Building Your Initial 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 Will 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