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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 Life
- Meet Other Predictable Revenue Customers & Practitioners.
- Nail your Niche
- Ideal Outbound Customer Profile
- Improve email & phone response rates
- Initial qualified opportunities in 60 days
- Steady creation of qualified opportunities 6 months
- Recurring revenue in 6-12 months
- 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 the prospects through a repeatable process to predictably build your funnel + 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
Topic Examples: Email Prospecting:
- Client Guide: 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 Processes
Intro: For Management & Team – How to Use This Course & Program Overview
- Hot Coals Video 1.30 Mins: Stuck in the Coals?
- How to use this course
- Terminology Overview PDF
- Project Plan – Solution Specifics (Outbound: Example Funnel Metrics)
- Outbound Project Timeline – Example Review with your Coach
- How Wpromote Doubles Outbound Sales Each Year (5-10 min)
- We Highly Recommend you Watch: “Nail Your Niche” Video
- Predictable Revenue Playbook: New Update in Process
Management 01: Building an Outbound Team – Could it fail, What does take to Succeed
- Build your Business Case: ROI, Revenue & Costs
- Chapter 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 Content
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
- Hiring: 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 New SDR: First training Goals!!
- Metrics – Why we use Dashboards
- 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 to 4 “Predictable Revenue Book”
- Read “Nail Your Niche” Chapter 1 From Impossible to Inevitable Book
- Quick 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 Emails
- 5 short emails tips to get you started.
- How to increase Email Responses
- Initial Email Templates – 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
- Prepare – Talking Points for Mapping Calls On-Site Live Training
- Prep 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 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 – Walk before you Can Run
- Action: Deep Dive 5-25 Project Instructions
- Deep Dive 5-25: Customer Interview Guide
- Overcoming Fear of Sales Calls
- Personality Types – how different folks communicate
- BDR MASTER WORKBOOK: Tracking Activities to Opportunities
- Read: Mapping Calls Guide pptx.pdf
- Mapping Call Cheat Sheet
- 3 Things every Enterprise Customer Wants to Know
- Customer Success Case-Study Interview Questions
- Review: Your ICP & Personas (Detailed)
- Homework: Ideal Customer Profiles: Guided Workbook
- Deep Dive Workbook Updated
Module 03: Email Crafting – What To Do With Them
- 0. Message Mastery – Checklist for creating engaging email, voice-mail and telephone conversations
- Review: High Response Email Templates
- Review: Jump in and send some first emails
- Review: Predictable Revenue: How To Increase Email Responses
- B. Direct Email Template Crafting & Sequencing – Advanced Level
- C. Keyword or Key Phrases
- D. How to Kill a Word – Patrick McLean
- E: Brainstorm First Email Template
- F. Build 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 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 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
- Video 1: Red Herring
- Video 3 Smash My Phone
- Video 2 Email Template Obsession
- E. If I had more time I would write a shorter letter
- F. Types & Templates: Email Common Response Handling
- G. Signature Template
- H. Email Personalized/Direct Templates
- I. Objection or Insightful Questions
- J. 101-sales-email-templates_attach
- K. Example Personalized Email Templates
- L. Nurture Status Responses & Nurture Campaigns
- 4. 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 Operations
- Step 3: Loop in, CTA, and Handoff Follow up Cadence / Calibration
- Step 4: Metrics: Objection Deflection: Great email response training
- Step 5: Email Template: Objection Handling Tactics
- Step 6: Email Objection Handling Tactic (Insightful Questions)
- Comprehensive Milestones 1-5 Report
- Domain, Web, and Email Hosting Explained
- 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 Fear of Sales Calls
- Personality Types – Understanding Communication Styles
- 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
- 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
- Are We A Fit- AWAF Call Guide v4
- scoping process.tiff
- Green Flags – AWAF
- 7 Tips For “Are We A Fit” Calls
- How to Make Prospecting Enjoyable
- AWAF Calls + Ideal SDR-AE Practices
- AWAF: Qualification Criteria Sale Accepted Lead/Opportunity
- Homework: Pass The Baton (Qualifying an Opportunity)
- AWAF Calls : Be Prepared / Call Flow Table / Objection Handling
- Insider Sales Secrets and Why You Need to Feed the Squirrels
- Objection Handling Guide
- THE 8 MOST COMMON SALES OBJECTIONs
- Keys to Successful Pitching
Module 09: List Building, Targeting, Finding & Appending Companies & Contacts.
- Step 1: Predictable Revenue: Building 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
Module 11: CRM Part 1 SFDC Setup
- Video: 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 Dashboards
- Organizing Tips for Views and Workflow
- Video: 8 Tips To Use SalesForce Effectively (& Transcript)
- *Manage by Dashboard (build Reports & Dashboards – how to Documentation & Videos)
- SFDC Deduping by Aaron
- CRM Data Cleaning & Data Migration – tools
- Video: 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/Process
- Assignment – What Gets Measured Gets Managed
Module 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 Improvement
- A/B Significance Test
- Lead Funnel
- Video: Create an Inbound Lead Dashboard
- Lead Scoring: Marketo cheat sheet
- Review: career path inbound outbound
- Build a Bridge Between Sales and Marketing
- Marketo Example Marketing Solutions
Module 14: Time to Build Your Company Playbook
- Time to Start Create Your Workbook: Example Playbook WorkFlow – (work as a team to build best practices!!)
- Example Predictable Revenue Playbook
Module 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 ebook
- Read: Customer Success (for more information & case-studies)
- Customer Interviews Guide: Sample Questions
- How to Write a Case Study (longer explanation)
Module 16: Bonus Reading Materials – PR / Impossible to Inevitable / Revenue Funnel Science
- Predictable Revenue Book
- Read: From Impossible To Inevitable
- Revenue Funnel Science
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