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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
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
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
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
Getting meetings at networking events
Introduction
Step 1: Research prospects
Build a list
Send email #1
Script to schedule demos with prospects
How to respond to an inbound marketing lead
Cold Call technique
Follow up email after cold call
How to ask for a tesimonial
Cold email asking for testimonial
Video Testimonials
Video testimonial - interview questions
Video Testimonials
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