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

Assessment Overview:

1. Nail your Niche
2. Ideal Outbound Customer Profile
3. Improve email & phone response rates
4. Initial qualified opportunities in 60 days
5. Steady creation of qualified opportunities 6 months
6. Recurring revenue in 6-12 months

Three Capabilities

1. Engage – Know who & how to reach key people, who can drive bigger deals..
2. Intrigue – Non-threatening conversations that stimulate interest, curiosity & next steps
3. 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:

1. Nail A Niche & ICP
2. Introduction: “Deep Dive 25”
3. Primary Skill Building: Email Prospecting Process and Guide
4. “Day In A Life” & Time Management
5. List-Building

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
• Nurturin

Course Curriculum

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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