Prospecting Boot Camp
A 6-week program 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.
Weekly Call Recordings & Notes
Welcome
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
Prospecting Play: 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 Identifier: How to Better Empathize With Your Prospects
Summary Key Principle #3 - Know Why Your Prospects Buy
Recap: What to bring into the coaching call
BONUS: 6 steps to finding your buyer with Becc Holland
Week 2 Slides
The REPLY Method™
Email Call-to-Actions
Email Subject Lines
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
Recap: What to bring into the coaching call
BONUS: Finding world-class insights to share with your prospects with Jeff Bajorek
BONUS: Radical transparency in your cold emails with Sarah Drake
BONUS: The formula for a winning cold email with Kevin Dorsey
Intro
Fundamentals of Sequencing
Sequence Builder
The 7-second bump email with Zoe Hartsfield from BombBomb
Identifying Activity Level
Weekly Activity Planner
Recipe For A Killer Week
Summary
Recap: What to bring into the coaching call
BONUS: Triple touch with Sam Crew
BONUS: 16 steps over 21 business days with Becc Holland
BONUS: Follow up emails with Becc Holland
Intro
The Call Reluctance Minimizer™
Working with Gatekeepers (Let's call them "assistants" okay?)
Voicemails
Cold Calling Decision-Makers
Question Stacking
Building a Talk Track (template included)
Recap: What to bring into the coaching call
Cold Call Breakdown #1
Cold Call Breakdown #2
Cold Call Breakdown #3
BONUS: 27 seconds cold call opener with Richard Harris
BONUS: Handling fear of rejection with Sarah Drake
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: When you forget what to say with Josh Braun
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"
BONUS: "We'll contact you” with Josh Braun
BONUS "We already have a solution" with Josh Braun
Intro
The Optimization Sprint Builder™
Habits: Make It Stick
The Five Rights
The Accountability Trifecta
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