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.




Product Description

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.

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 /
  • 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
  • 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: (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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