Data-Driven Prospecting
Learn how to build a scalable outbound prospecting system.
A great inbound strategy will certainly get prospects in the door, but most businesses unfortunately end up with little to no control over who walks in. Data-Driven Prospecting will teach sales professionals the tools and techniques they need to proactively find and land meetings with their ideal prospects in a targeted, process-driven and scalable manner.
This program is designed for anyone who is responsible for outbound prospecting, whether to build pipeline in new accounts or to generate more business from existing accounts.
Start with 3 core modules then choose from 4 optional modules or coaching add-ons to personalize your training.
1.
THE OUTBOUND FUNNEL
In this session, we discuss the importance of taking a process-driven approach to outbound prospecting, the components of an effective prospecting system, and how to get started by defining your ideal customer profile.
2.
BUILDING PROSPECT LISTS AT SCALE
OPTIONAL
In this session, we explore two non-technical web scraping techniques that will help you efficiently build large lists of relevant prospects, how to use freelancers to drastically increase your efficiency, and how you can personalize your lists at scale.
3.
AUTOMATING YOUR OUTREACH
In this session, we introduce the concept of a sales sequence and discuss the role of sales engagement software in automating your outbound prospecting system.
Coaching Add-On: 1-1 sequence design workshop
4.
CREATING YOUR MESSAGE
In this session, we discuss the difference between 'me' vs. 'you' messaging and how to create a value proposition that aligns with your prospect's priorities and challenges.
Coaching Add-On: 1-1 message creation workshop
5.
DELIVERING YOUR MESSAGE (EMAIL)
OPTIONAL
In this session, we look at the structure of an effective cold email sequence, share the principles of writing compelling email copy, and bring it all together to help you practice writing and editing your own cold and follow-up emails.
Coaching Add-On: 1-1 email editing workshop
6.
DELIVERING YOUR MESSAGE (PHONE)
OPTIONAL
In this session, we examine the flow of an effective 'cold' call and share techniques to get your prospect to talking and agreeing to take action.
Coaching Add-On: 1-1 live cold calling session
7.
SEGMENTING YOUR ACCOUNTS
OPTIONAL
In this session, we introduce and apply the concept of account segmentation to your existing accounts to help you better target your outreach and prioritize your time.
Coaching Add-On: 1-1 Account Segmentation review
We'll deliver in any format you need.
ON-SITE
On-site training is delivered with small group exercises and a number of customized hands-on activities.
REMOTE
Remote training is delivered live over Zoom with individual exercises and activities curated to increase engagement.
ONLINE
This program is available for on-demand licensing, which can be used to train new staff or as a reinforcement tool.
"
At the beginning it took a long time for me to find leads. After taking this training, I'm very confident that I can find loads of new leads, loads of new contacts.
Petra Gauthey
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