Training

“If I had asked people what they wanted, they would have said faster horses.”
Henry Ford

1
Tactical Training: Prospecting

PACKAGE STRUCTURE
Six 90-Minute Tactical Sessions on Prospecting and Six 30-Minute "Office Hours"
Topics Include:
  • Cold Email
  • Cold Calls
  • Objection Handling
  • How to Personalize at Scale
  • How to Build Relevance
  • The Difference of "Pain" v. "Problem"
Deliverables Include:
  • 99 Sequences / Cadences
  • Email Templates
  • Cold Call Infrastructure
  • Suggested Activity Metrics
  • Templates for 1:1s
  • Low Hanging Fruit of Common Mistakes
LET'S CONNECT



“Expect the unexpected. And whenever possible, be the unexpected.”
Jack Dorsey


2
Tactical Training: Selling & Discovery

PACKAGE STRUCTURE
Six 90-Minute Tactical Sessions on Selling & Discovery and Six 30-Minute "Office Hours"
Topics Include:
  • What to "Discover" on DISCO Calls
  • The 7 Rules & 13 Types of Problems
  • How to Find a Misdiagnosis & a Missed Diagnosis
  • What to "Challenge" with a Buyer
  • How to Hold a Stellar Demo
  • The Questions to Ask in Discovery

Deliverables Include:

  • Follow Up Templates: For Pre-DISCO, Post DISCO, Demo, & Post-Demo
  • 99 Self-Prospecting Cadences
  • Deal Reviews
  • Follow Up Templates: For Ghosting, Closed-Lost, & Customer Referrals
  • Templates for 1:1s
  • Metrics: For Your Specific Buyer
  • Expansion Selling Tracker
  • Fields to Build in CRM: For Forecasting & Adoption
LET'S CONNECT

"To be in 'vogue' has to mean something. And what it has to mean, is change. The unexpected, the unpredictable, the surprise."
Anna Wintour

3
Tactical Training: Expansion Selling

PACKAGE STRUCTURE
Six 90-Minute Tactical Sessions on Expansion Selling topics and Six 30-Minute "Office Hours"
Topics Include:
  • The 2 Types of Cross-Sell
  • The 2 Types of Up-Sell
  • How to Drive Referrals
  • How to Protect Re-Sell
  • How to Ensure Renewal
LET'S CONNECT

“We cannot solve our problems with the same thinking that we used to create them.” Albert Einstein

4
Audit: Rep Efficacy

AUDIT STRUCTURE
Full Audit of Rep Efficacy
  • Playbook Efficacy Diagnosis
  • Activity Metric Diagnosis
  • No-Show % Diagnosis
  • Reply Rate Diagnosis
  • Open Rate Diagnosis
  • Call Connection Rate Diagnosis
  • Conversion % to Opportunity
  • Conversion % to Closed-Won
  • Time of Outreach Diagnosis

**Includes recommendations to drive improvement**

LET'S CONNECT

“Good things take time… As they should.”
John Wooden

5
Audit: Overall Process

AUDIT STRUCTURE
Full Audit of Process Items
  • AE/SDR Handoff
  • What Does "Qualified" Mean
  • KPI Systems
  • Who Gets Credit for "Demo Requests"
  • Eliminating List Cleaning / Prospect Loads
  • SDR: AE Mapping
  • Lead Routing (Content Downloads etc.)
  • Territory Allocation & Account Totals

**Includes recommendations to drive improvement**

LET'S CONNECT

Let’s Kick This Off

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