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Aaron Ross – Predictable Revenue – Cold Calling 2.0

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
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
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
Example Project Plan – Solution Specifics (Outbound: Funnel / Pipeline Monthly)
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
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Management 01: Building an Outbound Team – Could it fail, What does take to Succeed (101 Video Course)
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)
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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.
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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!)
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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 [IMG]https://***Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam******Marked As Spam***/wp-includes/images/smilies/simple-smile.png[/IMG]
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:
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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
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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!!!
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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!
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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?”
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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
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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)
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Module 08: ‘Are We A Fit’ Calls & ‘Sales Qualified Lead’ Criteria
-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)
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
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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..
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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
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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
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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)
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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
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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
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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)
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Module 16: Bonus Reading Materials – PR / Impossible to Inevitable / Revenue Funnel Science
Predictable Revenue Book
Read: From Impossible To Inevitable
Revenue Funnel Science