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Duration
3 hours
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Skill Level
Beginner
Course Brochure
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Course Description

Who is this bundle for?

  • Sales Development Reps
  • Business Development Reps
  • Inside Sales Reps
  • Account Executives
  • Startup Founders
  • Business Owners
  • Sales Management
  • Sales Leadership

Cold Calling

We've never seen a client fail at cold calling. We've only seen them fail to make the calls. And why is that?  Because for some reason that phone looks like wrestling with an 800 pound gorilla; it's laced with the potential for rejection, tons of self- doubt, and an inaccurate perception that other technologies "work better in 2021. Let's prove that's not the case.

Cold calling is great for testing your messages, it's great for reaching a ton of people very quickly, and there's no more cost effective means of getting meetings on the calendar.

Learn how to make these calls effectively without sounding like every other salesperson.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • How to move Buyers out of the comfort zone of "No!"
  • Understand the Five key drivers in measuring rapport
  • What is the most compelling emotion we are trying to identify in prospects
  • How to avoid pitching features and benefits and talk about the things Buyers care about
  • How to position yourself as a respected peer instead of a pesky vendor
  • How to avoid rejection altogether by positioning questions as an advisor not a seller
  • How to develop the Compelling Reason which engages prospects immediately
  • How to make meetings stick and get Buyers to keep their commitments
  • How to create velocity and hand-off from meeting to meeting
  • The secret to leaving voicemails that get returned... even from cold calls!
  • How to never handle objections again.

Email Advantage

Email typically fails when a salesperson tries to apply disconnected tips and tricks to get a fast "yes" instead of developing a program which creates consistently performing campaigns leveraging the best practices that have been used in direct marketing to sell BILLIONS in products and services.

This course is being used by thousands of salespeople worldwide sending millions of emails and consistently booking meetings. Stop making email difficult and get everything you need to develop professional B2B campaigns that convert consistently.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • The history of direct marketing and the origins of email marketing
  • How to define the specific goals of your email campaign
  • Understand the Five key drivers in creating trust in email
  • How to write subject lines that get emails opened
  • The six highest-converting frameworks for email content that coverts
  • What split testing is and why it's key to optimizing performance
  • Beyond the first email... how to create a sequence that converts

Active Listening Techniques

Active Listening involves six specific techniques employed by journalists, law enforcement and others to be able to naturally probe for answers in a conversational way. No more awkward searching for the next question, or annoying prospects with a checklist of qualifying criteria. Here's how B2B pros expertly navigate conversations to get what they need and keep prospects engaged.

Start having natural conversations with prospects to uncover whether there is a problem you can solve.

You'll learn

  • How to avoid planning "interesting questions" in advance of your calls
  • How to be authentic and have quality conversations
  • Understand how to use the 6 active listening techniques employed by journalists and investigators
  • How to let your prospects do the work of uncovering pain

Teachers / Speakers

No teachers scheduled yet.

Professional Prospecting Bundle

$99

Who is this bundle for?

  • Sales Development Reps
  • Business Development Reps
  • Inside Sales Reps
  • Account Executives
  • Startup Founders
  • Business Owners
  • Sales Management
  • Sales Leadership

Cold Calling

We've never seen a client fail at cold calling. We've only seen them fail to make the calls. And why is that?  Because for some reason that phone looks like wrestling with an 800 pound gorilla; it's laced with the potential for rejection, tons of self- doubt, and an inaccurate perception that other technologies "work better in 2021. Let's prove that's not the case.

Cold calling is great for testing your messages, it's great for reaching a ton of people very quickly, and there's no more cost effective means of getting meetings on the calendar.

Learn how to make these calls effectively without sounding like every other salesperson.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • How to move Buyers out of the comfort zone of "No!"
  • Understand the Five key drivers in measuring rapport
  • What is the most compelling emotion we are trying to identify in prospects
  • How to avoid pitching features and benefits and talk about the things Buyers care about
  • How to position yourself as a respected peer instead of a pesky vendor
  • How to avoid rejection altogether by positioning questions as an advisor not a seller
  • How to develop the Compelling Reason which engages prospects immediately
  • How to make meetings stick and get Buyers to keep their commitments
  • How to create velocity and hand-off from meeting to meeting
  • The secret to leaving voicemails that get returned... even from cold calls!
  • How to never handle objections again.

Email Advantage

Email typically fails when a salesperson tries to apply disconnected tips and tricks to get a fast "yes" instead of developing a program which creates consistently performing campaigns leveraging the best practices that have been used in direct marketing to sell BILLIONS in products and services.

This course is being used by thousands of salespeople worldwide sending millions of emails and consistently booking meetings. Stop making email difficult and get everything you need to develop professional B2B campaigns that convert consistently.

You'll learn

  • Why the tips and tricks you find on social media don't work
  • The history of direct marketing and the origins of email marketing
  • How to define the specific goals of your email campaign
  • Understand the Five key drivers in creating trust in email
  • How to write subject lines that get emails opened
  • The six highest-converting frameworks for email content that coverts
  • What split testing is and why it's key to optimizing performance
  • Beyond the first email... how to create a sequence that converts

Active Listening Techniques

Active Listening involves six specific techniques employed by journalists, law enforcement and others to be able to naturally probe for answers in a conversational way. No more awkward searching for the next question, or annoying prospects with a checklist of qualifying criteria. Here's how B2B pros expertly navigate conversations to get what they need and keep prospects engaged.

Start having natural conversations with prospects to uncover whether there is a problem you can solve.

You'll learn

  • How to avoid planning "interesting questions" in advance of your calls
  • How to be authentic and have quality conversations
  • Understand how to use the 6 active listening techniques employed by journalists and investigators
  • How to let your prospects do the work of uncovering pain
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