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Exploring the Essential Features of “Aaron Ross – Predictable Revenue The Ultimate “Cold Calling 2.0″ Course & Library”
Course 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.
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:
- 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
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 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
- 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
Aaron Ross
Author & CEO
Aaron Ross is the best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com and his newest book with Jason Lemkin, From Impossible To Inevitable, called my many “the best business book i’ve ever read” (read Amazon reviews here).
Aaron cofouned Predictable Revenue Inc. to help companies get their outbound programs off the ground. He graduated from Stanford University, and is an ex-Ironman triathlete. Aaron lives in Los Angeles with his wife and 9-going-on-12 children.
Course Curriculum
Intro: For Management & Team – How to Use This Course & Program Overview
16:50
Hot Coals Video 1.30 Mins: Stuck in the Coals?
How to use this course
Terminology Overview PDF
Example Project Plan – Solution Specifics (Outbound: Funnel / Pipeline Monthly)
Build your Business Case: ROI, Revenue & Costs – “I Want To Copy What You Did At Salesforce.com”
How Wpromote Doubles Outbound Sales Each Year (5-10 min)
We Highly Recommend you Watch: “Nail Your Niche” Video
Management 01: Building an Outbound Team – Could it fail, What does take to Succeed (101 Video Course)
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)
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
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
12:53
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)
A/B Significance Test
Comprehensive Milestones 1-5 Report
Domain, Web, and Email Hosting Explained
Email Deliverability – Prospecting Domains Managed by Carb
SMTP Sending Limit (Ramping & Email Sending Limits)
365 Works Hosted Email Service & Setup
Google Apps Hosted Email Solution Setup
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 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 Enjoyable
AWAF Calls + Ideal SDR-AE Practices
AWAF: Qualification Criteria Sale Accepted Lead/Opportunity
Homework: Pass The Baton (Qualifying an Opportunity)
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
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
45:10
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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