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:
  • 99 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 choose to not deal with an issue,then you give up your right of control over the issue and it will select the path of least resistance."
Susan Del Gatto

2
Tactical Training: Selling & Discovery

PACKAGE STRUCTURE
Six 90-Minute Tactical Sessions on Selling & Discovery and Six 30-Minute "Office Hours"

Topics Include:
  • What to "Discover" on DISCO Calls
  • The 7 Rules & 13 Types of Problems
  • How to Find a Misdiagnosis & a Missed Diagnosis
  • What to "Challenge" with a Buyer
  • How to Hold a Stellar Demo
  • The Questions to Ask in Discovery

Deliverables Include:

  • Follow Up Templates: For Pre-DISCO, Post DISCO, Demo, & Post-Demo
  • 99 Self-Prospecting Cadences
  • Deal Reviews
  • Follow Up Templates: For Ghosting, Closed-Lost, & Customer Referrals
  • Templates for 1:1s
  • Metrics: For Your Specific Buyer
  • Expansion Selling Tracker
  • Fields to Build in CRM: For Forecasting & Adoption
LET'S CONNECT

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

3
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

“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

Let’s Kick This Off

Have a project in mind? We’re here to help.