Predictable Revenue The Ultimate “Cold Calling 2.0″ Course & Library

This 12-Week Certification Course and Ultimate collection of outbound training materials and guides is for anyone who wants to assess themselves or learn the specific steps of what a world-class prospector should do each day: how to send emails, make phone calls, keep your accounts organized, and be successful at outbound prospecting. Call for remote coaching support & in-person onsite training.Why Certify Yourself Or Your Team?What Important Technique Are You Missing? Assess Strengths and Areas of Improvement.Increase Training Consistency.Understand 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 LifeMeet Other Predictable Revenue Customers & Practitioners.Assessment Overview:Nail your NicheIdeal Outbound Customer ProfileImprove email & phone response ratesInitial qualified opportunities in 60 daysSteady creation of qualified opportunities 6 monthsRecurring revenue in 6-12 monthsThree CapabilitiesEngage – Know who & how to reach key people, who can drive bigger deals..Intrigue – Non-threatening conversations that stimulate interest, curiosity & next stepsConvert – Move the prospects through a repeatable process to predictably build your funnel + Scale – Build a process & team that breaks your lead generation and talent bottlenecksPart 1 Key Topics:Nail A Niche & ICPIntroduction: “Deep Dive 25”Primary Skill Building: Email Prospecting Process and Guide“Day In A Life” & Time ManagementList-BuildingTopic Examples: Email Prospecting:Client Guide: Predictable Revenue Email TemplatesWriting & Customizing Email TemplatesResponse Handling – Email Organization & Sales SystemsSimplifying Messaging To Intrigue Prospects & DifferentiateEstablish Realistic Email Benchmarks & MetricsPart 2 Key TopicsPrimary Skill: Phone techniques (ie Mapping & AWF calls)Secondary skill: Social Media & Personalized EmailsConverting Emails To Phone Calls“Popular Point Of Pain” PositioningDashboards, Tools, Apps TunedPart 3 Key TopicsPrimary Skill: “Deep Dive 25” + “Selling The Dream”Passing The Baton (Prospector -> AE Handoff)Outbound Pipeline Conversion RatesQuality ControlFollow Up ProcessesNurturinCourse CurriculumIntro: For Management & Team – How to Use This Course & Program OverviewHot Coals Video 1.30 Mins: Stuck in the Coals?How to use this courseTerminology Overview PDFProject Plan – Solution Specifics (Outbound: Example Funnel Metrics)Outbound Project Timeline – Example Review with your CoachHow Wpromote Doubles Outbound Sales Each Year (5-10 min)We Highly Recommend you Watch: “Nail Your Niche” VideoPredictable Revenue Playbook: New Update in ProcessManagement 01: Building an Outbound Team – Could it fail, What does take to SucceedBuild your Business Case: ROI, Revenue & CostsChapter 01 Videos: Introduction, Should I Do Outbound, Why It Could Fail, What Does It Take To Succeed.Chapter 02 Videos: Results, Where Do I Begin, People, How Do I Pay, Goals.Chapter 03 Videos: Onboarding, Territories, Quality Over Quantity, Why Hire, Conclusion.Video For Management: Build your Team & Specializing Your Team (28 mins)Hide ContentManagement 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 ResultsHiring: Prospector/SDR Comp Prospector comp: article on QuoraHiring “A Great Exercise for Hiring a Prospector”Hiring “Sample Interview Questions”READ: Why Your Salespeople & Prospectors Need TerritoriesCase-Study: tackling Territories & Outbound resulted in higher Revenue.Management 03: Management Checklist before Onsite!First Steps for New SDR: First training Goals!!Metrics – Why we use DashboardsRead: NAIL your NICHE chapter 1Video: 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 to 4 “Predictable Revenue Book”Read “Nail Your Niche” Chapter 1 From Impossible to Inevitable BookQuick Videos 1: Introduction Email 101, Cold Calling, Responses, Sending Enough Email.Quick Videos 2: Reasons People Respond, What Not to Send, Referral Email Breakdown, When to Send Email.Quick Videos 3: Negative Responses, Positive Responses, Personalized Emails, Body of Email, Insightful Questions, Conclusion.“High Response Email Templates”First Action: Jump in & Send your First Emails5 short emails tips to get you started.How to increase Email ResponsesInitial Email Templates – Mass, Personalized, Customized, Enterprise.Advanced / Direct Email Template Crafting & SequencingExample Cadence: Email, Phone, Social Media, Other….Prep Video: Sell Ideas Not Stuff (2 mins)Mapping Calls vs. Are We a Fit Calls – Key DifferencesMapping Calls Read Guide pptxPrepare – Talking Points for Mapping Calls On-Site Live TrainingPrep Video: Why “Nail your Niche” / Arc of Attention / Enrollment vs Pitching makes all the difference.Review: How Do I Find My Niche?Review: 5 Aspects of your NichePrep: for Nailing Your Niche – Workbook / ExercisePersonas / Psychographics: WorkbookManagement & SDR(s) Prepared:Module 02: – Getting Started 2: Deep Dive 5-25 & ICP – Walk Before You Run!Video: Deep Dive 5-25 Project – Walk before you Can RunAction: Deep Dive 5-25 Project InstructionsDeep Dive 5-25: Customer Interview GuideOvercoming Fear of Sales CallsPersonality Types – how different folks communicateBDR MASTER WORKBOOK: Tracking Activities to OpportunitiesRead: Mapping Calls Guide pptx.pdfMapping Call Cheat Sheet3 Things every Enterprise Customer Wants to KnowCustomer Success Case-Study Interview QuestionsReview: Your ICP & Personas (Detailed)Homework: Ideal Customer Profiles: Guided WorkbookDeep Dive Workbook UpdatedModule 03: Email Crafting – What To Do With Them0. Message Mastery – Checklist for creating engaging email, voice-mail and telephone conversationsReview: High Response Email TemplatesReview: Jump in and send some first emailsReview: Predictable Revenue: How To Increase Email ResponsesB. Direct Email Template Crafting & Sequencing – Advanced LevelC. Keyword or Key PhrasesD. How to Kill a Word – Patrick McLeanE: Brainstorm First Email TemplateF. Build Your Email Templates WorkbookWeekly Homework!!!Module 04: Learning: Success Requirements & Tripling Your SalesSTEP 1 Video: Success Requirements 1) Specialise your Roles – 2) Follow the Process (& transcripts)Step 2A Video: Success requirement 3 “Smart Targeting” (& transcript)Step 2B Video: Success requirement 4 “Moving Accounts through the Funnel” (& transcript)Step: 3 Video: Success Requirement 5 “Quality of Target Prospects” (& transcript)Step 4 Videos: Tripling Your SalesStep 5A: Review 5 Step Outbound ProcessStep 5B: Outbound Day In A Life – Day PlannerWeekly Homework – Update Your Workbook!Module 05: Advanced Email CraftingVideo 1: Red HerringVideo 3 Smash My PhoneVideo 2 Email Template ObsessionE. If I had more time I would write a shorter letterF. Types & Templates: Email Common Response HandlingG. Signature TemplateH. Email Personalized/Direct TemplatesI. Objection or Insightful QuestionsJ. 101-sales-email-templates_attachK. Example Personalized Email TemplatesL. Nurture Status Responses & Nurture Campaigns4. Having Trouble Getting People On The Phone? (Email to a 10 min Qual. Call with 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 OperationsStep 3: Loop in, CTA, and Handoff Follow up Cadence / CalibrationStep 4: Metrics: Objection Deflection: Great email response trainingStep 5: Email Template: Objection Handling TacticsStep 6: Email Objection Handling Tactic (Insightful Questions)Comprehensive Milestones 1-5 ReportDomain, Web, and Email Hosting ExplainedEmail Deliverability – Prospecting Domains Managed by Predictable Revenue / Carb.ioSMTP Sending Limit (Ramping & Email Sending Limits)365 Works Hosted Email Service & SetupGoogle Apps Hosted Email Solution SetupSpam Scoring & Email Deliverability AppsSpam Spam SpamModule 07: Phone Techniques Mapping CallsMapping Calls training video guideOvercoming Fear of Sales CallsPersonality Types – Understanding Communication StylesMapping Calls Read Guide pptx.pdfMapping Calls Playbook: Be Prepared Conversation Starters & Talking PointsMapping Call: Cheat Sheet/ScriptHow to Leave a Voicemail MessageExample Mapping Call Recording #1 Alicia & Aaron trainingExample 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’ CriteriaAre We A Fit- AWAF Call Guide v4scoping process.tiffGreen Flags – AWAF7 Tips For “Are We A Fit” CallsHow to Make Prospecting EnjoyableAWAF Calls + Ideal SDR-AE PracticesAWAF: Qualification Criteria Sale Accepted Lead/OpportunityHomework: Pass The Baton (Qualifying an Opportunity)AWAF Calls : Be Prepared / Call Flow Table / Objection HandlingInsider Sales Secrets and Why You Need to Feed the SquirrelsObjection Handling GuideTHE 8 MOST COMMON SALES OBJECTIONsKeys to Successful PitchingModule 09: List Building, Targeting, Finding & Appending Companies & Contacts.Step 1: Predictable Revenue: Building Your First ListStep 2: List Building Drill DownStep 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 PlaybookPredictable Revenue Acceleration Software: Wiki Platform Support FAQ’sModule 11: CRM Part 1 SFDC SetupVideo: 3 mins Why Track Aaron (& Transcript)Video: How to Use Salesforce: Data Setup SFDC (& Transcript)CRM – “Configuring Your Sales System For Cold Calling 2.0” guide (Fields, Dashboards & Declutter)Key Metrics & What To Put On Your DashboardsOrganizing Tips for Views and WorkflowVideo: 8 Tips To Use SalesForce Effectively (& Transcript)*Manage by Dashboard (build Reports & Dashboards – how to Documentation & Videos)SFDC Deduping by AaronCRM Data Cleaning & Data Migration – toolsVideo: Inbound lead dashboard configuration – by Aaron (& Transcript)Video: Mass Email SetUp SFDC (& Transcript)Video: BCC Email to SFDC (& Transcript)Video: SFDC Aaron Undeliverable Email (& Transcript)SFDC Opportunities Sales Stages/ProcessAssignment – What Gets Measured Gets ManagedModule 12: CRM Part 2 – SFDC (Account Status & Email Response Handling)Video: SFDC Account Status ML (& Transcript)Video: SFDC Mass Email Negative Response (& transcript)Video: SFDC Mass Email Positive No Contact (& Transcript)Video: SFDC Mass Email Response Handling (& Transcript)Video: SFDC Mass Email Undeliverable ML (& Transcript)Video: SFDC Positive Response ML (& Transcript)Module 13: CRM Inbound / Configure SFDC Dashboard / Lead Scoring / Funnels / Qualification ImprovementA/B Significance TestLead FunnelVideo: Create an Inbound Lead DashboardLead Scoring: Marketo cheat sheetReview: career path inbound outboundBuild a Bridge Between Sales and MarketingMarketo Example Marketing SolutionsModule 14: Time to Build Your Company PlaybookTime to Start Create Your Workbook: Example Playbook WorkFlow – (work as a team to build best practices!!)Example Predictable Revenue PlaybookModule 15: Why is Customer Success a Revenue Generator?Customer Success is not about increasing customer satisfaction, but creating revenue growth.Read: Customer Success (Flip to Slide 17) – Predictable Revenue ebookRead: Customer Success (for more information & case-studies)Customer Interviews Guide: Sample QuestionsHow to Write a Case Study (longer explanation)Module 16: Bonus Reading Materials – PR / Impossible to Inevitable / Revenue Funnel SciencePredictable Revenue BookRead: From Impossible To InevitableRevenue Funnel ScienceTag: sales acceleration formula. predictable revenue pdf. predictable revenue pdf. predictable revenue book. predictable revenue summary. predictable revenue amazon. predictable revenue audiobook. predictable revenue ebook. predictable prospecting. predictable university.