Aaron Ross – Predictable Revenue The Ultimate “Cold Calling 2.0″ Course & Library

course outline

Send an email to [email protected] or text 310 343 8143 for further details.

Anyone who wants to assess themselves or learn the precise steps that a world-class prospector should take each day—how to send emails, make phone calls, keep your accounts organized, and be successful at outbound prospecting—should enroll in this 12-Week Certification Course and Ultimate collection of outbound training materials and guides. Request onsite training and remote coaching assistance.

Why Should You Or Your Team Be Certified?

What Critical Method Are You Missing?
Evaluation of Strong Points and Developmental Needs
Improve Your Training Routine.
Recognize the differences between list-based and account-based prospecting.
Learn or brush up Key strategies email recommendations Individualized emails. handling email responses. Organizing calls. Voicemail strategies
Unnoticed Essentials: Map accounts. Maintaining Order. CRM/SFA Techniques. Major Metrics. Management of time. How to Successfully Use Part-Time Prospecting. Meet Other Customers & Practitioners Of Predictable Revenue In A Day In A Life.

Overview of the assessment

Get the ideal outbound customer profile for your niche.
increase response times for calls and emails
first possibilities that qualify in 60 days
steady emergence of suitable possibilities sixty days
Revenue recurring in 6–12 months

Three Competencies

Engage – Recognize who to contact and how to do so in order to close greater sales.
Non-threatening talks that spark interest, curiosity, and next steps are described as intrigue.
Convert: Guide potential customers through a repeatable procedure to steadily fill your sales funnel. Build a team and method to scale that will eliminate your talent and lead creation constraints.

Key Issues in Part 1:

“Deep Dive 25” Nail A Niche & ICP Introduction
Building primary skills in list-building, time management, and the email prospecting process and guide “Day In A Life”

Subject Cases: Prospecting by email:

Client Guide: Response Handling – Email Organization & Sales Systems, Predictable Revenue Email Templates, Writing & Customizing Email Templates
Establishing Realistic Email Benchmarks & Metrics, Simplifying Messaging To Engage Prospects & Differentiate

Part 2’s Key Issues

Phone skills are the main skill (ie Mapping & AWF calls)
Social media and personalized emails are optional skills.
Email To Phone Call Conversion
Frequently Experienced Pain Adjusting Dashboards, Tools, and Apps

Part 3’s main points

“Deep Dive 25” and “Selling The Dream” are the primary skills.
The Baton Is Being Passed (Prospector to AE Handoff)
Rates of Outbound Pipeline Conversion
Quality Assurance
Monitoring Procedures
Nurturin

Course Outline

Introduction: How to Use This Course & Program Overview for Management & Team

Warm Coals 1.30 minute video: Stuck in the Coals?
Use of this course
Overview of Terminology PDF
Project Schedule – Details of the Fix (Example Funnel Metrics Outbound)
Example of an Outbound Project Timeline With your Coach, go over
How Wpromote Doubles Annual Outbound Sales (5-10 min)
You Should Definitely Watch the “Nail Your Niche” Video
Playbook for Predictable Revenue: New Update in the Works

Building an Outbound Team: What Will It Take to Succeed? Management 01 (101 Video Course)

Create your business case using ROI, revenue, and costs.
Videos for Chapter 1 include an introduction, should I do outbound, reasons why it can fail, and requirements for success.
Results, Where Do I Start, People, How Do I Pay, Goals: Videos for Chapter 2.
Videos for Chapter 3 include: Territories, Onboarding, Quality Over Quantity, Why Hire, and Conclusion.
Build your team and specialize your team in this management video (28 mins)

Management 02: Territories, Comp Plans, Territorial Hiring Procedures, and Great SDRs.

How to Hire Excellent Prospectors (Quick Review)
Hiring: Paul Fifield of Ceros’ Recruiting Process Hires Sales Stars to Speed Up Results
Prospector/SDR Comp needed Prospector comparison: “A Great Exercise for Hiring a Prospector” essay on Quora Hiring
“Sample Interview Questions” Recruitment
READ: Case Study: Tackle Territories & Outbound for Higher Revenue: Why Your Salespeople & Prospectors Need Territories.

Management #3: Prior to Site, review the Management Checklist!

New SDR’s First Steps: First Training Objectives!
Dashboards: Why We Use Metrics
Read chapter 1 of NAIL your NICHE.
Video: Basic Salesforce Setup Instructions: Transcript, Account Status, and Data Setup Management: Checklist for the Program Assignments (Pre-Onsite!)

Nail your Niche, Personas, Outbound Emails, and Phone Techniques are covered in Module 01: Getting Started 1.

Read “Predictable Revenue Book” Chapters 1 through 4.
Read Chapter 1 of “Nail Your Niche” The Book From Impossible to Inevitable
Short Videos 1: Introduction Sending Enough Email, Cold Calling, Responses, and Email 101.
Short Videos 2: Email Timing, Referral Email Breakdown, What Not to Send, and Reasons People Respond.
Short Videos 3: Reactions (negative, positive, personalized, email body, insightful questions, and conclusion).
Templates for High Response Emails
First Step: Send your First Emails! Here are 5 quick email suggestions to get you going.
How to boost email response rates
Initial Email Templates: Enterprise, Mass, Personalized, etc.
Email Template Crafting & Sequencing for Advanced / Direct Email
Example Email, phone, social media, and other are the cadence.
Selling ideas rather than goods (2 mins)
Are We a Fit Calls vs. Mapping Calls: Key Differences
Organizing Calls Guide pptx to read
Prepare – On-Site Live Training with Talking Points for Mapping Calls
Prep Video: The importance of “Nailing Your Niche,” “Arc of Attention,” and “Enrollment vs. Pitching.”
How Do I Find My Niche? Review
5 Elements of Your Niche Review
Prepare: Workbook, Exercise Personas, and Psychographics for Nailing Your Niche: SDR & Workbook Management (s) Prepared:

Module 02: Deep Dive 5-25 & ICP (Getting Started 2) – Walk Rather Than Run!

Video: Walk Before You Can Run from the Deep Dive 5-25 Project
Deep Dive 5-25 Project Specifications
Guide for Customer Interviews, Deep Dive 5-25
Getting Over the Fear of Sales Calls
Communication styles according to personality types BDR MASTER WORKBOOK: Tracking Activities to Opportunities
Consult the Mapping Calls Guide pptx.pdf.
Call Mapping Cheat Sheet
Case Study: Three Questions Every Enterprise Customer Wants Answered Interview Issues
Your ICP & Personas, reviewed (Detailed)
Assignment: Develop ideal client profiles. Exercise Workbook
Updated Deep Dive Workbook

Module #3: What to Do With Email Crafting

0. Message Mastery – A checklist for crafting interesting voicemails, emails, and phone calls
High Response Email Templates Review
Review: Get started by sending a few test emails.
Review: How To Get More Email Responses And Predictable Revenue
B. Advanced Level Direct Email Template Crafting & Sequencing
C. Use of Key Words or Phrases
Patrick McLean’s “How to Kill a Word,” in D.
E: Create a draft of the first email
F. Weekly Homework: Build Your Email Templates Workbook!

Learning: Success Requirements & Tripling Your Sales in Module 4

Video for Step One: Success Conditions Specialize in your Roles and Comply with the Process (& transcripts)
Video for Step 2A: Success criteria “Smart Targeting,” three (& transcript)
Video for Step 2B: Success criteria Moving accounts through the funnel, section 4, (& transcript)
Step: 3 Video: Success Precondition 5 “Target Prospect Quality” (& transcript)
Videos for Step 4: Tripling Your Sales
Review the five-step outbound process in Step 5A.
Outgoing Day In A Life – Weekly Homework – Update Your Workbook is Step 5B.

Advanced Email Crafting Module 05

Red Herring Video 1, Email Template Obsession Video 3, Smash My Phone
E. I would write a shorter letter if I had more time.
F. Templates & Types: Common Response Handling for Email
G. Signature Design
H. Email Direct/Personalized Templates
I. Rebuttal or Inquiring Questions
101 Sales Email Templates J.
K. Personalized Email Template Example
L. Nurture Campaigns & Status Responses
4. Are You Having Trouble Dialing People?
(Email to a 10 min Qual. Call with a Decision Maker) (Email to a 10 min Qual. Call with a Decision Maker)
5. I’m not meeting quota: How To Break A Rep’s Bottleneck What’s not right?

Email Metrics (A/B Testing: Where Is the Bottleneck) Module 6

Email testing in Step 2: Order of Operations
Step 3: Handoff, CTA, and Loop in A follow-up Calibration / Cadence Fourth Step: Metrics Deflection of an objection Excellent email response instruction
Approaches for handling objections in emails, step 5
The sixth step is handling email objections (Insightful Questions)
All-inclusive Milestones Domain, Web, and Email Hosting 1–5 Report Email Deliverability Explanation – Prospecting Domains Run by Predictable Revenue / Carb.io
Sending Limit for SMTP (Ramping & Email Sending Limits)
365 Works Setup & Hosted Email Service
Configure Spam Scoring & Email Deliverability Apps for Google Apps Hosted Email Solution
a lot of spam

Phone Techniques Module 7: Call Mapping

Mapping Calls video tutorial manual
Getting Over the Fear of Sales Calls
Understanding Communication Styles: Personality Types
Reading Guide for Mapping Calls pptx.pdf
Call Mapping Playbook: Preparedness Discussion Beginnings and Talking Points
Call for Mapping: Cheat Sheet/Script
How to Leave a Message on a Voicemail
Call Recording Mapping Example #1 Example Mapping Instruction Call Recording #2 (Clio – Live Calls with Coaching from Aaron) and Example Mapping Training Call Recording #3 (Clio + Mobileworks) feature training by Alicia and Aaron.

Module 08: Sales Qualified Lead Criteria and “Are We A Fit” Calls

AWAF Call Guide v4 3.15 scoping procedure “Are We A Fit”

tiff
AWAF Green Flags
Seven Pointers For “Are We A Fit?” Calls
How to Have Fun Prospecting
AWAF Calls + Recommended SDR-AE Procedures
AWAF: Sale Qualification Requirements Accepted the Lead/Chance
Assignment: Pass the baton (Qualifying an Opportunity)
the AWAF calls Be ready; call flow table; handling of objections Objection Handling Guide: Insider Sales Secrets and Why You Need to Feed the Squirrels THE 8 MOST USUAL OBJECTIONS TO SALES
The Secrets of Effective Pitching

List building, targeting, locating, and adding companies and contacts is covered in Module 9.

Step 1: Creating Your First List to Generate Predictable Revenue

List Building Drill Down in Step 2
List-building and advanced resources, such as company insights, contacts, and analytics, are covered in Step 3.

Module 10: Apps, Tools, and Software for “Prospector Sales Stacks”

software, tools, applications, data, etc. for prospecting.
Technology stack for sales and marketing: blog post (tools & apps)
Software for Accelerating Predictable Revenue: Carb.io (Classifying & Responding to Emails)
Software to Predictably Accelerate Revenue – Product Client Playbook
Software for Predictable Revenue Acceleration: FAQs for Wiki Platform Support

Module 11: SFDC Setup for CRM Part 1

3 minutes of Why Track Aaron (& Transcript)
How to Use Salesforce Video: SFDC Data Setup (& Transcript)
Cold Calling 2.0 Configuring Your Sales System Guide for CRM (Fields, Dashboards & Declutter)
What to Put On Your Dashboards & Key Metrics
Tips for Views and Workflow Organization
8 Tips For Using SalesForce Efficiently (& Transcript)
*Control through dashboard (build Reports & Dashboards – how to Documentation & Videos)
SFDC Aaron’s deduping
CRM Tools for Data Migration and Cleaning
Creating an inbound lead dashboard, by Aaron (& Transcript)
Mass Email Setup for SFDC (& Transcript)
BCC Email to SFDC in Video (& Transcript)
YouTube: SFDC Undeliverable Email from Aaron (& Transcript)
Opportunities at SFDC Assignment of Sales Stages and Processes: What is Managed by Measurement

Module 12: SFDC (CRM Part 2) (Account Status & Email Response Handling)

ML Account Status in SFDC (& Transcript)
Video: Negative Reaction to SFDC Mass Email (& transcript)
Video: Positive No Contact from SFDC Mass Email (& Transcript)
SFDC Mass Email Response Handling in Video (& Transcript)
Video: Undeliverable SFDC Mass Email (& Transcript)
ML Positive Response to SFDC in a Video (& Transcript)

CRM Inbound, Configure SFDC Dashboard, Lead Scoring, Funnels, and Qualification Improvement are all covered in Module 13.

A/B Importance Lead funnel test
Making an Inbound Lead Dashboard and Lead Scoring with Marketo
Review: inbound and outbound careers
Increase Communication Between Sales and Marketing
Example Marketo Marketing Solutions

Building Your Company Playbook in Module 14

Time to begin Publish Your Workbook: Work together as a team to develop best practices, for example.
An example of a revenue playbook

Why is Customer Success a Revenue Generator in Module 15?

Customer success is about generating revenue growth rather than improving customer happiness.
Check out the booklet Customer Success (Flip to Slide 17) – Predictable Revenue.
Guide for Customer Interviews: Model Questions
Consult Customer Success (for more information & case-studies)
Case Study Writing Guidelines (longer explanation)

Bonus Readings for Module 16: Public Relations, Impossible to Inevitable, and Revenue Funnel Science

From Impossible to Inevitable from the Predictable Revenue Book
A pretty interesting book that breaks down the many sales and marketing role specialization funnel metrics