Session Packages

“If I had asked people what they wanted, they would have said faster horses.”
Henry Ford

1
Tactical Training: Prospecting

PACKAGE STRUCTURE
Six 90-Minute Tactical Sessions on Prospecting and Six 30-Minute "Office Hours"
Topics Include:
  • Cold Email
  • Cold Calls
  • Objection Handling
  • How to Personalize at Scale
  • How to Build Relevance
  • The Difference of "Pain" v. "Problem"
Deliverables Include:
  • 13 Sequences / Cadences
  • Email Templates
  • Cold Call Infrastructure
  • Suggested Activity Metrics
  • Templates for 1:1s
  • Low Hanging Fruit of Common Mistakes
LET'S CONNECT

"If you define the problem correctly, you almost have the solution."
Steve Jobs

2
Tactical Training: Expansion Selling

PACKAGE STRUCTURE
Six 90-Minute Tactical Sessions on Expansion Selling topics and Six 30-Minute "Office Hours"
Topics Include:
  • The 2 Types of Cross-Sell
  • The 2 Types of Up-Sell
  • How to Drive Referrals
  • How to Protect Re-Sell
  • How to Ensure Renewal
LET'S CONNECT

“Expect the unexpected. And whenever possible, be the unexpected.”
Jack Dorsey

3
Extended Tactical Training: Virtual and On-Site Sessions

PACKAGE STRUCTURE
Three 90-Minute Training Sessions On-Site, Six 90-Minutes Virtual Tactical Sessions: On Prospecting or Expansion Selling, and Six 30-Minute Virtual "Office Hours"
Live Workshops, to develop:
  • Client Specific Cold Email Inserts
  • Client Specific Cold Call Elevator Inserts
  • Client Specific Questions to Ask Buyers
  • Client Specific Content to Send Buyers
Live Rold Plays, on:
  • Shallow Objection Handling
  • Real-Invalid Objection Handling
  • Cold Call Pivots (Based on Responses)
LET'S CONNECT

“We cannot solve our problems with the same thinking that we used to create them.” Albert Einstein

4
Audit: Rep Efficacy

AUDIT STRUCTURE
Full Audit of Rep Efficacy
  • Playbook Efficacy Diagnosis
  • Activity Metric Diagnosis
  • No-Show % Diagnosis
  • Reply Rate Diagnosis
  • Open Rate Diagnosis
  • Call Connection Rate Diagnosis
  • Conversion % to Opportunity
  • Conversion % to Closed-Won
  • Time of Outreach Diagnosis

**Includes recommendations to drive improvement**

LET'S CONNECT

“Good things take time… As they should.”
John Wooden

5
Audit: Overall Process

AUDIT STRUCTURE
Full Audit of Process Items
  • AE/SDR Handoff
  • What Does "Qualified" Mean
  • KPI Systems
  • Who Gets Credit for "Demo Requests"
  • Eliminating List Cleaning / Prospect Loads
  • SDR: AE Mapping
  • Lead Routing (Content Downloads etc.)
  • Territory Allocation & Account Totals

**Includes recommendations to drive improvement**

LET'S CONNECT

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