Boot Camp Curriculum

  • 1

    Introduction

    • START HERE

    • Blissful Prospecting Framework™

    • The Five Desires

    • The Hero's Journey
  • 2

    Week 1: Finding the Perfect-Fit Prospect

    • 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
  • 3

    Week 2: The REPLY Method™

    • 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)
  • 4

    Week 3: KISS (Keep It Simple Sequencing)™

    • 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
  • 5

    Week 4: Cold Calling - From Reluctant to Confident™

    • Intro

    • The Call Reluctance Minimizer™

    • Working with Gatekeepers (Let's call them "assistants" okay?)

    • Voicemails

    • Cold Calling Decision-Makers

    • 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: 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
  • 6

    Week 5: Deflating Objections™

    • Intro

    • Objection / Rebuttal Infinity Loop

    • The Path to Empathy

    • Label Emotions

    • 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: "I'm not the right person"

    • BONUS: "We'll contact you” with Josh Braun

    • BONUS "We already have a solution" with Josh Braun
  • 7

    Week 6 & Beyond: The Outbound Scaling Blueprint™

    • Intro

    • The Optimization Sprint Builder™

    • Habits: Make It Stick

    • The Five Rights

    • The Accountability Trifecta
  • 8

    LinkedIn

    • How to prospect on LinkedIn

    • How I generate dozens of qualified meetings without being pitchy or spammy with Marcus Chan
  • 9

    Need some motivation?

    • Mary Grothe on the Behavioral Quotient

    • Taking extreme ownership over your success
  • 10

    Bonuses

    • 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
  • 11

    Boot Camp Recordings

    • Weekly Call Recordings & Notes