Outbound Foundations Course
For B2B reps and sales teams who love landing big meetings, but hate it when prospects don't respond to their cold emails and cold calls.
START HERE
Blissful Prospecting Framework™
The Five Desires
The Hero's Journey
Key Principle #2 - Target Good Fit ICPs & Personas
The Perfect-Fit Identifier™
ICP & Personas Worksheet
Prioritizing: Don't Treat Prospects Equally
Task Batching
LinkedIn: Find the low-hanging fruit
Summary Key Principle #2 - Target Good Fit ICPs & Personas
Key Principle #3 - Know Why Your Prospects Buy
Is, Does, Means
The Buyer's Journey
The Prospect Path™
The Problem Pyramid: The Three Levels of Problems
The Problem & Priority Finder
BONUS: 6 steps to finding your buyer with Becc Holland
BONUS: Two ways to find low-hanging outbound opportunities
BONUS: What questions to ask in a customer interview with Ned Arick
Week 2 Slides
The REPLY Method™
Email Call-to-Actions
Email Subject Lines
The "Short and C-Suite" Cold Email™
Bonus Training: Steal these 3 subject line formulas for 57%+ open rates with Belal Batrawy
Personalization at Scale
Finding Triggers
Personalization Examples
Pro Tips + More Cold Email Breakdowns
The Video Prospecting Advantage™
BONUS: Finding world-class insights to share with your prospects with Jeff Bajorek
BONUS: Radical transparency in your cold emails with Sarah Drake
Bonus Training: The formula for a winning cold email with Kevin Dorsey
BONUS: Why most value prop statements suck and what to do instead (featuring Nick & Armand)
Intro
Fundamentals of Sequencing
Sequence Builder
The 7-second video bump email from BombBomb
Email Response Templates
Identifying Activity Level
Weekly Activity Planner
Recipe For A Killer Week
Summary
BONUS: Triple touch with Sam Crew
BONUS: 16 steps over 21 business days with Becc Holland
BONUS: How top SDR at Panda, Jed Mahrle, structures his day
BONUS: Follow up emails with Becc Holland
BONUS: What a badass sequence looks like with Ned Arick
Intro
Call Reluctance
How to increase pick-up rates
Working with Gatekeepers (Let's call them "assistants" okay?)
Voicemails
Cold Calling: Target Contacts
Question Stacking
The Courtesy Call Technique
Building a Talk Track (template included)
Cold Call Breakdown #1
Cold Call Breakdown #2
Cold Call Breakdown #3
BONUS: 27 seconds cold call opener with Richard Harris
Bonus Training: Cold Calling Workshop with Sales Hacker
Bonus training: From 7.5% to 30%+ meeting booked rate (ft. Ethan Parker)
BONUS: Handling fear of rejection with Sarah Drake
BONUS: How to be disarmingly blunt and drop the formality with Nick and Armand
BONUS: How to get better at handling rejection
BONUS: Likeability and gatekeepers with Art Sobczak
BONUS: Permission-based openers with Sarah Brazier
BONUS: Radical transparency in your cold calls with Sarah Drake
BONUS: The Anatomy of a Winning Cold Call with Richard Smith from Refract
BONUS: The "Someone picked up!" cold call opener with Richard Harris
Bonus Training: Steal this formula if you hate making mediocre cold calls with Belal Batrawy
BONUS: Try these two cold call openers (featuring Nick & Armand)
BONUS: When you forget what to say with Josh Braun
Intro
Objection / Rebuttal Infinity Loop
The E.V.O. Framework
Shallow Objections
Timing-Based Objections
Need-Based Objections
COVID-Related Objections
BONUS: Budget objections with Sarah Brazier
BONUS: Handling "not interested" (via cold call)
BONUS: Handling "not interested" (via email)
BONUS: How to prevent "We already do that"
BONUS: "I'm not the right person"
BONUS: Objection Handling - How to stop being so nice (and stand your ground) ft. Belal Batrawy
BONUS: "We'll contact you” with Josh Braun
BONUS "We already have a solution" with Josh Braun
Intro
The Optimization Sprint Builder™
The art of hustling less to achieve more
Habits: Make It Stick
The Five Rights
The Accountability Trifecta
How to prospect on LinkedIn
How I generate dozens of qualified meetings without being pitchy or spammy with Marcus Chan
Mary Grothe on the Behavioral Quotient
Taking extreme ownership over your success
Direct letter campaigns and cadences with Dale Dupree
In the trenches with Alexine Mudawar & Jeremy Leveille
In the Trenches with Sarah Brazier and Sarah Jane Hicks
Justin Michael — Unorthodox Methods for Visual Prospecting
The "not so business cards" with Dale Dupree
Weekly Call Recordings & Notes