Get Better At B2B Sales: Prospecting & Finding New Business

A proven outbound B2B sales process and framework for finding new business and getting meetings

What you'll learn

Understanding where to start when beginning a B2B sales role, and how to hit the ground running

Stick to a consistent cadence of outreach, while being creative & fun in the B2B sales process

Develop deep insights into personas & companies to help complement your prospecting

Using your current relationships & network, and building off the people you will meet

Requirements

Small amount of sales experience, and/or interest in growing a B2B sales career

Description

B2B sales prospecting is hard, and millions of dollars are spent on technology to improve prospecting efficiencies.  Studies are done every year which show at least a third of companies consist of salespeople, with a large portion of those being "hunters" who are required to bring on new business, and quickly.However, I have learned that more calls or emails do not necessarily mean more meetings.  This program is built to teach a strong outbound framework & process, while allowing the learner to be creative in the process.  These frameworks include account research, prospect research, as well as building a strong account strategy, which I've honed over 10+ years and hundreds of thousands of prospecting emails & cold calls delivered.Once the research is completed, then we get to the specifics of what to say in an email, on a cold call, in a LinkedIn message, and other avenues.  Many sales manager will just say "send more emails", but that turns out to be inefficient and sows distrust if you send too many emails.  These strategies allow the learner to develop trust a build a foundation of respectAdditionally, there are quizzes & assessments which will help the learner apply what they learned in the sections & lectures.  They will immediately be able to implement these resources in their current role.

Overview

Section 1: Introduction - Starting a New B2B Sales Role

Lecture 1 Introduction - Starting a New B2B Sales Role

Lecture 2 Understanding What Your Sales Goals Are (Meetings versus Quotas, etc)

Lecture 3 How to Develop Your Territory or Target Account List

Lecture 4 Knowing Your Competition & Colleagues

Lecture 5 Understanding the Key Job Titles & Personas for Your Outbound Sales Strategy

Section 2: Building Your Account, Persona, and Outbound Strategy

Lecture 6 Process of Finding Your Prospect's Contact Information, and Getting In Touch

Lecture 7 What to Say in Your Outbound Email Cadence

Lecture 8 What to Say in a LinkedIn Connection Message or InMail

Lecture 9 What to Say in a Cold Call

Lecture 10 Making the Prospect "See Your Name"

Lecture 11 Creative Ways to Reach People From Webinars, Podcasts, Articles, and more

Section 3: When a Prospect Replies, Setting a Meeting They'll Be Excited About

Lecture 12 The Process of Booking the Meeting

Lecture 13 Once The Meeting Is Set, Getting Them Interested & Engaged to Keep the Meeting

Lecture 14 Conclusion: Getting Ready for the Meeting & Establishing Trust

Entry level & beginner salespeople who want to supercharge their value for a company