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Sales for Starters
Welcome!
Hi, I'm Josh.
Course Overview
Part 1: Define Your Ideal Customer
Why define your ideal customer?
Create your idea customer
Excercise: map your ideal customer
Part 2: Refine Your Sales Story
The story formula
Example: SalesDNA
Your turn
Part 3: Build Your List
Why build a list?
What a list looks like
Creating a Google Sheet
Two ways to build a list
Seamless.ai
DIY: Elucify
DIY: LimeLeads
DIY: Data.com
DIY: GetSidewalk
DIY: Lead Gibbon
DIY: TryProspect
DIY: Salestools.io
DIY: Rapportive
DIY: Referrals
DIY: Google Search
DIY: Steal from your competitors
DIY: Find similar sites
DIY: How to find phone numbers
How to outsource list buidling
Cold Email Setup
Cold email checklist
Configure SPF & DKIM
Part 4: Cold Emailing
Cold Email & Direct Mail Lecture
The 4T Email
7 Touch Sequence (with humor)
Sales DNA 7 Touch Direct Mail & Cold Email Sequence
Example: Cold Email Campaign
The fortune is in the follow up
28 subject lines that get opened
Trigger Example: Slack
Leveraging mutual connection to get meetings
Geico Cold Email
Cold Email - Verizon
Cold Email Sequence - Skill Scout
Cold Email - The Fixer Formula
Cold Email - The Quicky
Cold Email - Live Chat
Follow up email to revive a prospect that disappeared
Email for inbound lead
Cold email to determine product market fit validation
"Giving" - Cold Email
Rippling Killer Cold Email (not personalized)
B2B Cold Outreach Examples
Over the Shoulder Video: Jessica's Cold Email that Booked a Meeting
Video Voicemails
Example of a video voicemail that kicks ass
Video Voicemail Templates
How to make a video email
LinkedIn Lead Generation Templates
Over the shoulder video
LinkedIn outreach templates
Optimizing Your Profile to Attract Leads
Part 5: Cold Calling
Cold Call Mindset
Cold Call Blueprint
Sample Cold Call Script
Cold Call Script: Verizon
Leveraging the gatekeeper
Voicemail that get returned
Cold Call Script for Financial Services
Cold Call Script for SaaS Company
Cold Call Script for Hardware
Part 6: Podcast lead generation
Generating awareness by leveraging a similar audience
Creating a podcast to generate leads with your idea clients
Part 7: Referrals
Referral approach and templates
Over the should video of the referral system
Referral system playbook
Asking for a referral without LinkedIn Connections
Part 8: Leading the first conversation with a prospect
First Conversation Guide
Introduction
Part 1: Connect
More connecting questions
Part 2: Share Agenda
Part 3: Share Your Story
Example: Sales Story
Part 4: Understand your prospect's motivation
Part 5: Summarize
Part 6: Sell
Part 7: Qualify
Part 8: Schedule Next Step
Part 9: Post meeting summary
Part 9: Follow Up Templates
How to follow up without checking in
Email template for when prospects disappear
Part 10: Diffusing Objections
Objections Playbook - Know Your Lines
Introduction
Preventing objections
How to get better at diffusing objections
We don't have a budget
Can you send me some information
Your price is too high
We're using another vendor
What do you do?
What's the ROI?
I need to discuss this with X
Why should I choose you?
I need to think it over
The timing is off
What if your solution doesn't work?
What is your hourly rate?
We'll buy if you can match the price
I'd like to speak with some references
Part 11: Execute & Automate
Over the Shoulder Video: Prospecting with Sales Navigator, LeadIQ & Outreach.io
Using Outreach.io to execute outreach
Using Quickmail.io to automate outreach
Step 1: Enter leads into Google Sheets
Step 2: Sync Google Sheets with Quickmail
Step 3; Add email to Quickmail sequence
Step 4: Schedule sequence
Step 5: Hook up Zapier to Pipedrive CRM
Use Flow XO to create tasks based on opens or clicks
Part 12: Getting meetings at networking events
Introduction
Step 1: Research prospects
Build a list
Send email #1
Script to schedule demos with prospects
Part 13: How to respond to an inbound marketing lead
Cold Call technique
Follow up email after cold call
Part 14: How to ask for a testimonial
Cold email asking for testimonial
Video Testimonials
Video testimonial - interview questions
Part 15: How to Nurture Leads
How to Stay Top of Mind
Follow up email to revive a prospect that disappeared
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