Predictable Revenue Playbook: The Ultimate “Cold Calling 2.0” Course & Library – Aaron Ross

This 12-Week Certification Course and Ultimate collection of outbound training materials and guides is for anyone who wants to assess themselves or learn the specific steps of what a world-class prospector should do each day: how to send emails, make phone calls, keep your accounts organized, and be successful at outbound prospecting. Call for remote coaching support & in-person onsite training.

Why Certify Yourself Or Your Team?

• What Important Technique Are You Missing?
• Assess Strengths and Areas of Improvement.
• Increase Training Consistency.
• Understand Account-Based Prospecting & Differences From List-Based Prospecting.
• Learn Or Refresh Key Approaches: Referral emails. Personalized Emails. Email Response Handling. Mapping Calls. Voicemail Techniques.
• Overlooked Essentials: Account Mapping. Staying Organized. CRM/SFA Practices. Key Metrics. Time Management. How To Make Part-Time Prospecting Work. Day In A Life
• Meet Other Predictable Revenue Customers & Practitioners.

Assessment Overview:

• Nail your Niche
• Ideal Outbound Customer Profile
• Improve email & phone response rates
• Initial qualified opportunities in 60 days
• Steady creation of qualified opportunities 6 months
• Recurring revenue in 6-12 months

Three Capabilities

• Engage – Know who & how to reach key people, who can drive bigger deals..
• Intrigue – Non-threatening conversations that stimulate interest, curiosity & next steps
• Convert – Move the prospects through a repeatable process to predictably build your funnel + Scale – Build a process & team that breaks your lead generation and talent bottlenecks

Part 1 Key Topics:

• Nail A Niche & ICP
• Introduction: “Deep Dive 25”
• Primary Skill Building: Email Prospecting Process and Guide
• “Day In A Life” & Time Management
• List-Building
• Topic Examples: Email Prospecting:
• Client Guide: Predictable Revenue Email Templates
• Writing & Customizing Email Templates
• Response Handling – Email Organization & Sales Systems
• Simplifying Messaging To Intrigue Prospects & Differentiate
• Establish Realistic Email Benchmarks & Metrics

Part 2 Key Topics

• Primary Skill: Phone techniques (ie Mapping & AWF calls)
• Secondary skill: Social Media & Personalized Emails
• Converting Emails To Phone Calls
• “Popular Point Of Pain” Positioning
• Dashboards, Tools, Apps Tuned

Part 3 Key Topics

• Primary Skill: “Deep Dive 25” + “Selling The Dream”
• Passing The Baton (Prospector -> AE Handoff)
• Outbound Pipeline Conversion Rates
• Quality Control
• Follow Up Processes
• Nurturin

Here what you’ll get:

Module 01 – Getting Started 1: Nail your Niche, Personas, Outbound Emails, Phone Techniques.

• Quick Videos 1: Introduction Email 101, Cold Calling, Responses, Sending Enough Email.
• Quick Videos 2: Reasons People Respond, What Not to Send, Referral Email Breakdown, When to Send Email.
• Quick Videos 3: Negative Responses, Positive Responses, Personalized Emails, Body of Email, Insightful Questions, Conclusion.
• First Action: Jump in & Send your First Emails
• 5 short emails tips to get you started.
• How to increase Email Responses
• Initial Email Templates – Mass, Personalized, Customized, Enterprise.
• Advanced / Direct Email Template Crafting & Sequencing
• Example Cadence: Email, Phone, Social Media, Other….
• Mapping Calls vs. Are We a Fit Calls – Key Differences
• Mapping Calls Read Guide pptx
• Personas / Psychographics: Workbook
• Management & SDR(s) Prepared:
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Module 02: – Getting Started 2: Deep Dive 5-25 & ICP – Walk Before You Run!

• Overcoming Fear of Sales Calls
• Personality Types – how different folks communicate
• BDR MASTER WORKBOOK: Tracking Activities to Opportunities
• Read: Mapping Calls Guide pptx.pdf
• Mapping Call Cheat Sheet
• 3 Things every Enterprise Customer Wants to Know
• Customer Success Case-Study Interview Questions
• Review: Your ICP & Personas (Detailed)
• Homework: Ideal Customer Profiles: Guided Workbook
• Deep Dive Workbook Updated
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Module 03: Email Crafting – What To Do With Them

• Message Mastery – Checklist for creating engaging email, voice-mail and telephone conversations
• Direct Email Template Crafting & Sequencing – Advanced Level
• Keyword or Key Phrases
• How to Kill a Word – Patrick McLean
• Brainstorm First Email Template
• Build Your Email Templates Workbook
• Weekly Homework!!!
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Module 04: Learning: Success Requirements & Tripling Your Sales

• STEP 1 Video: Success Requirements 1) Specialise your Roles – 2) Follow the Process (& transcripts)
• Step 2A Video: Success requirement 3 “Smart Targeting” (& transcript)
• Step 2B Video: Success requirement 4 “Moving Accounts through the Funnel” (& transcript)
• Step: 3 Video: Success Requirement 5 “Quality of Target Prospects” (& transcript)
• Step 4 Videos: Tripling Your Sales
• Step 5A: Review 5 Step Outbound Process
• Step 5B: Outbound Day In A Life – Day Planner
• Weekly Homework – Update Your Workbook!t

Module 05: Advanced Email Crafting

• If I had more time I would write a shorter letter
• Types & Templates: Email Common Response Handling
• Signature Template
• Email Personalized/Direct Templates
• Objection or Insightful Questions
• 101-sales-email-templates_attach
• Example Personalized Email Templates
• Nurture Status Responses & Nurture Campaigns
• Having Trouble Getting People On The Phone? (Email to a 10 min Qual. Call with a Decision Maker)
• How To Break A Rep’s Bottleneck – “I’m not hitting quota. What’s wrong?”
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Module 06. Email Metrics (A/B Testing – Where’s the Bottleneck)

• Step 2: Email Testing Order of Operations
• Step 3: Loop in, CTA, and Handoff Follow up Cadence / Calibration
• Step 4: Metrics: Objection Deflection: Great email response training
• Step 5: Email Template: Objection Handling Tactics
• Step 6: Email Objection Handling Tactic (Insightful Questions)

Module 07: Phone Techniques Mapping Calls

• Mapping Calls training video guide
• Overcoming Fear of Sales Calls
• Personality Types – Understanding Communication Styles
• Mapping Calls Read Guide pptx.pdf
• Mapping Calls Playbook: Be Prepared Conversation Starters & Talking Points
• Mapping Call: Cheat Sheet/Script
• How to Leave a Voicemail Message

Module 08: ‘Are We A Fit’ Calls & ‘Sales Qualified Lead’ Criteria

• -Are We A Fit- AWAF Call Guide v4
• Green Flags – AWAF
• 7 Tips For “Are We A Fit” Calls
• How to Make Prospecting Enjoyable
• Objection Handling Guide
• THE 8 MOST COMMON SALES OBJECTIONs
• Keys to Successful Pitching

Module 09: List Building, Targeting, Finding & Appending Companies & Contacts.

• Step 1: Predictable Revenue: Building Your First List
• Step 2: List Building Drill Down
• Step 3: List Building & Advanced Resources – Company Insights, Contacts, Analytics etc..
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• Aaron Ross – Predictable Revenue The Ultimate – Cold Calling 2.0 – Course & Library

Module 10: “Prospector Sales Stacks” Apps, Tools, Software…

• Sales & Marketing Technology Stack: blog post (tools & apps)
• Predictable Revenue’s Acceleration Software: Carb.io (Classifying & Answering Emails)
• Predictable Revenue Acceleration Software – Product Client Playbook
• Predictable Revenue Acceleration Software: Wiki Platform Support FAQ’s

Module 11: CRM Part 1 SFDC Setup

• Video: 3 mins Why Track Aaron (& Transcript)
• Video: How to Use Salesforce: Data Setup SFDC (& Transcript)
• Video: 8 Tips To Use SalesForce Effectively (& Transcript)
• CRM Data Cleaning & Data Migration – tools
• Video: Inbound lead dashboard configuration – by Aaron (& Transcript)
• Video: Mass Email SetUp SFDC (& Transcript)
• Video: BCC Email to SFDC (& Transcript)
• Video: SFDC Aaron Undeliverable Email (& Transcript)

Module 12: CRM Part 2 – SFDC (Account Status & Email Response Handling)

• Video: SFDC Account Status ML (& Transcript)
• Video: SFDC Mass Email Negative Response (& transcript)
• Video: SFDC Mass Email Positive No Contact (& Transcript)
• Video: SFDC Mass Email Response Handling (& Transcript)
• Video: SFDC Mass Email Undeliverable ML (& Transcript)
• Video: SFDC Positive Response ML (& Transcript)

Module 13: CRM Inbound / Configure SFDC Dashboard / Lead Scoring / Funnels / Qualification Improvement

• A/B Significance Test
• Lead Funnel
• Video: Create an Inbound Lead Dashboard
• Lead Scoring: Marketo cheat sheet
• Review: career path inbound outbound
• Build a Bridge Between Sales and Marketing
• Marketo Example Marketing Solutions

Module 14: Time to Build Your Company Playbook

• Time to Start Create Your Workbook: Example Playbook WorkFlow – (work as a team to build best practices!!)
• Example Predictable Revenue Playbook
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Module 15: Why is Customer Success a Revenue Generator?

• Customer Success is not about increasing customer satisfaction, but creating revenue growth.
• Read: Customer Success – Predictable Revenue ebook
• Read: Customer Success (for more information & case-studies)
• Customer Interviews Guide: Sample Questions
• How to Write a Case Study (longer explanation)
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Module 16: Bonus Reading Materials – PR / Impossible to Inevitable / Revenue Funnel Science

• Predictable Revenue Book
• Read: From Impossible To Inevitable
• Revenue Funnel Science

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