Introduction
- Intro to the Course!
- How this course works
My 5 Key Principles of Prospecting
- Introduction
- Principle 1: Sell a meeting, not your product
- Principle 2: Make a campaign
- Principle 3: Tier your accounts
- Exercise Time: Tier your accounts
- Principle 4: Get personal
- Exercise Time: Find a few personal facts about a Tier A accounts
- Principle 5: Be human
- Section Conclusion
How to Find the Right People
- Introduction
- Know your buyer and go high
- Leveraging company websites
- Mining LinkedIn
- Get Organized
- Exercise Time: Find 5 high-level contacts
How to Find People's Contact Info
- Introduction
- Email format is the key
- Email Hunter
- Other email tools
- Exercise Time: Find emails for 5 contacts
- Finding phone numbers
Crafting a Cold Email Message
- Introduction
- Subject lines
- The components of a great email
- Exercise Time: Draft a great cold email
- Follow-up emails
- Examples of other great emails
- Exercise Time: Draft another great cold email
Mass Emailing
- Introduction
- Mass emailing rules of thumb
- The best times to email
- Building a mass email campaign with Yesware
Picking Up the Phone
- Introduction
- Phone calling is not dead!
- Leaving a voicemail
- Exercise Time: Practice leaving a voicemail
- Selling a meeting over the phone
- Exercise Time: Practice selling a meeting over the phone
Other Forms of Prospecting
- Introduction
- Warm intros
- A few other forms of prospecting
You Got a Response! Now What?
- Introduction
- When they say "no": Common meeting objections and how to overcome them
- Exercise Time: Draft a crafty response to a "no"
- When they say "yes": Confirming a meeting
- How to handle a meeting no show
Putting it all Together
- Introduction
- What we've covered
- Go-to Tools and Resources
- Building your prospecting strategy
- Final Exercise Time: Build your strategy
- Thanks!
