Aaron Ross – Predictable Revenue The Ultimate – Cold Calling 2.0 – Course & Library

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.

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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