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Course Overview

The A's

The Secret to Defining Your Target Accounts

Determine Your Ideal Ecosystem

KLT

Automate Target List Building Overview

Find Anyone's Email

Automate The List Building with Email Addresses

Automate the Email Sequence and have it look Natural

Validate anyone's email and Complete the Contact information

Find The Main Phone Number for Any Company

Connecting Overview

Why your current approach is not working

How to Find What to Connect Them on From Their WebSite

First Outreach with 90% Response rates

The Network

Feedback and Samples of a Cadence

How to Find Someone's Competitors, Funding, Employee Count and News Automatically

Have a Complete and Clean Brand to make a great first impression

How to complete and earn it

Starters

Make a determination

Building

Gold

Talking

Stages

Steps

Monitor Targets

Targeting

How to Get the Most Value from the course

Profile your prospect persona so that you will know what they care about

How to go from unknown to known

Office Hours - A group call on 2 pm EST via Zoom

Feb 02 2018 - Talked over different industries and examples

Feb 16 2018 - How to build interest and a System - Lots of great examples

How to Avoid a Bait and Switch Situation

March 2 2018 - LinkedIn, Time based selling - New Videos added to the course

Showing the location of the 3 new Videos that I have added so you can easily find them 03-09-18

Answer to how to handle accepts and non accepts and what to do next

First Conversation, Relationship Sellling and Outsourcing issues

Email Example of getting a VP level Meeting after 2 years of failing.

Office Hours 03-30-2018 Great case studies and success stories

04--06-18 Office Hours Success Stories and how to bridge into a conversation

Levels of Interest

Office Hours - 04-20-2018 building interest and starting the conversation

Office Hours 05-04-2018 getting in the mom and pops

Feedback on a pitch strategy

Office Hours 05-18-18 Success Stories

Office Hours 06-01-18 building engagement

Office hours 06-15-2018

Office Hours 06-29-2018 Success Stories

Q and A on Getting Enagement

Office Hours 07-13-18 Building interest

Office Hours 07-27-18 cadence and trust

Office Hours 08-10-18

Office Hours 08-23-18

Office Hours 09-07-18 Talking about why they need you

Office Hour 09-21-18

Office Hours 10-05-18

Office Hours 10-19-18 Pain

Office Hours 11-02-18

Office Hours 11-16-18 automating lists

Office Hours 12-07 Getting the conv started

Office Hours 12-21-18

OFFICE HOURS 01-04-19 AND QUESTIONS THAT SELL OFFER

Office Hours - Questions course and Selling to Marketing and IT

OFFICE HOURS 02-01-19 BUILDING YOUR SYSTEM

Office Hours 2-15-19 Profile and Interests.

03-15-19 Using content, questions, calendar and no internet presents

Office Hours 03-29-19 Case Studies and Success Stories

04-12-19 Office Hours Mindset and Strategy

04-26-19 Office Hours on Beliefs, priorities, tools and VAs

Office Hours 05-10-19 build awareness

Office Hours 05-24-19 email delivery, 3 magic words and list building

Automation options that scale

Office Hours - contact info and intell

Office Hours - contact info and intell

How to build lists fast and easy.

07-19-19 Office Hours new tools and questions

OFFICE HOURS DETERMINING YOUR A'S, SEVERAL CASE STUDIES AND TOOL EXAMPLES

STEP 1 AND 2, CASE STUDY ON FORTUNE 50 VP MEETING.

10-11-19 Case Study and Cadence for Closing a Meeting

10-25-19 VP of Eng Case study and Q&A

10-25-19 VP of Eng Case study and Q&A

11-08-19 Selling to many different lines of business and Q&A

11-22-19 Case study about time event deals and how to position yourself - success stories and Q&A

12-06-19 How to build a strategy with examples and then get the business conversation started.

12-20-19 CFO profile and interests - Q&A on strategy and talking points

01-03-20 HOW TO BUILD A Conversation into interest and action - how to prioritize your pipeline

Mindmap from 01-03-20 Office Hour

01-17-2020 Ice Breaker Questions to Start the conversation Tool

Targeting VP of Sales - Step by Step examples - how to get cell phone - get next meeting on calendar

02-14-2020 How to post a LinkedIn question, coming up with great Ice Breakers, Building a natural conversation

02-28-20 Examples and Success Stories - Transitioning to the Phone - New tools

03-13-20 Top Down vs. Bottom Up - Ecosystems - Call Recording

03-27-20 List of ideas to max your time - Review of 1on1's - Email vs. LinkedIn

4-10-20 New hack to go top down and get an intro to your target contact

4-24-20 Success stories and examples of exact step - Q&A

5-08-20 Q&A C-level success stories - How to manage time - How to quickly determine step 1

OH 5-22-20 Security Case study - Hacks - VA examples - success stories

How to build curiosity into interest into action

Defining your ICP and Priorities - Finding the right person - Seasonal cadences - Tons of example

How to Start where they are not where you are - examples - VA's - LinkedIn hacks no one talks about

CMO Case Study - Q&A about sell security - mindmap tools

How do I know what to sell - What everyone wants to talk about - How to manage the process 7-31-20

How to move to a virtual call - Focusing on the best - developing network - tools to track

Profiling both persona and targets so that we think like them

How to Profile your prospects - learn what they care about - how to be there goto partner

How to Max the course - Q&A - success stories

OH 9-25-20 HOW TO MAX THE COURSE mindmap pdf

Phone openers - CRM - Cadence tools

10-23 Focusing the Conversation - Examples of no digital footprint - How to get an update

How to treat that first conversation - mindset - case studies - Must listen to

11-20-20 MUST LISTEN TO - success stories - linkedin stories - networking - tools

OH 12-04-20 How to use "If you are?" questions to progress the conversation

OH 12-04-20 I had tech problems with the recording so I re-recorded the lesson part of meeting

12-18-20 Planning for 2021 - common mistakes - doing what most are bad at - the outward mindset

01-01-21 What is the perfect mindset to build a conversation

01-15-2021 Mindset, Profiling and Questions - How to make it fun and develop skills

01-29-2021 Success stories, case studies, using the competition, staying orginized

02-12-21 Success stories with c-suites and a VC billionaire - Case study of selling marketing services

02-26-21 Why the traditional approach does not work - Q&A and video success story of how and when to use

03-12-21 How to apply the course fast and get success fast

03-26-21 Must listen to - How to get email - clean contacts - success stories

04-09-21 Must Watch - case studies - Q&A - drop ins

04-23-21 How grade your success and continuously get more effective

5-7-21 MUST WATCH - FINDING THE RIGHT PEOPLE - QUESTIONS TO CREATE INTEREST - CASE STUDIES

5-21-21 Developing A-level stages and developing active pain - Must Watch

6-4-21 Financial Services Case study, Science instruments - Q&A

6-18-21 The fastest way to get started - cases studies - eng moving into sales - Must listen to

Automation case study with huge success - success stories

07-16-21 Applying the process to get a job and how to hijack your competitors followers

7-30-21 Shipping case study - Board of directors case study - Types of questions that work - tools - MUST LISTEN to

8-13-21 Case Studies Software testing, security, trucking - How to find topic the prospect cares about

8-27-21 How to build into the first live conversation - How to focus on them and build interest

09-10-21 Success stories using the Questions that sell course

How to sell a commodity and keep the conversation going over months - MUST LISTEN TO

10-08-21 Matching what we do with what the prospect wants/knows - several success stories

10-22-21 Bank Construction process to get C-Suite meeting - cyber security process - customer support

11-5-21 Building the conversation to the point where they ask what do you do - MUST LISTEN TO

11-19-21 CISO conversation - linkedin polls to prospect - call center questions #MUST LISTEN TO

12-03-21 How to handle inbound leads - Video email and how to use it - Questions review

12-17-21 Strategy review - Security topic - Profile your ICP

12-31-21 Top down vs. bottom up - What long terms skill you will get out of the course

01-14-22 Marketing case study - how to build trust - industrial case study

01-28-22 A Great bridge question to engage the C-Suite - Sell services in a new territory and where to start

02-11-22 Kingpin and networking strategy - using humor to attach prospects

02-25-22 Success story - How to get into large accounts - why the steps matter - how to connect on linkedin

03-11-22 Ice Breaker questions and feedback with examples - MUCH WATCH

03-25-22 how to reverse engineer your prospect to help know what they want to talk about

How to Fast Start the course - How to leap from customer to a prospect MUST WATCH

04-22-22 How to build symptom questions for each person in the decision making process - MUST WATCH

05-06-22 How to maximize linkedin and data to know when and what to talk about

05-20-22 Case study selling radio advertising and a Great addition to step one

06-03-22 The Talent code and how we learn in sales - MUST LISTEN TOO

How to design your symptom questions to move the focus towards the problem you solve - MUST WATCH

07-01-22 Case study of how to bridge to a demo and build up curiosity and interest - MUST LISTEN TOO

07-15-22 Great examples of questions - how to make it a thinking game vs. a Numbers game

07-29-22 How to identify to best opportunities - How to prove you are in the same tribe - Creating questions to get them talking

08-12-22 Why cold outreach is hard and how to make it work - Several examples of the whole process - MUST LISTEN TO

08-26-22 How to quickly build out your process and case studies selling to CFO's

09-09-22 The Status game and why this approach is so successful - How to leverage other salespeople

09-23-22 Shortcuts to getting great at the course - How to use questions vs. messaging - How to focus on the client and get them talking

10-07-22 How to build the WANT to talk with me - Case study in construction industry - MUST

10-21-22 The psychology behind prospecting - a process to know where you are and how to get better

11-04-22 How to contrast how prospects view cold-outreach and how salespeople view it

11-18-22 Building up YOUR WHY - How to do a discovery call without the Sales Resistance - Must Listen to the last 25 min

12-02-22 Subject line - How to make this a Habit - Several example - How to leverage video

12-16-22 Large company case study - Selling e-commerce software - HR and Payroll - How to leverage LinkedIn

12-30-22 How to switch to symptom question to get them talking - How to quickly build a prospecting habit - #MUST LISTEN TOO

01-13-23 How to determine what your prospect cares about and how to talk about it = MUST LISTEN TOO

01-27-22 Case study of how to get a meeting with a engineer lead - lots of examples #MUST LISTEN TOO

02-10-23 CFO case study - Several wins - How to build your eco-system

02-24-23 How to make your prospecting feel automatic without motivation or discipline #MUST LISTEN TO

03-10-23 Case Study on eco-system selling and great Q&A - MUST LISTEN TO

How to work with a difficult channel Partner

Feedback on getting stuck and how to move forward

12-12-18 Review of the process

1-16-19 Selling to technical people

Activity review and coaching

Email Review and Next Steps

How to segment and pick the right targets

BUILDING A CONVERSATION

Personalize, next step and manage your manager

Office Hours 03-01-19 Pricing and Getting into Dissatisfied account

Process Review and successes.

Break the ICE

How to get a referral

What to do if they have little to no digital footprint

Building interest in a cold account

Automating and Connecting with new people

How to get into a dream account

Example next step and dealing with different contacts

How to get started and compare it to cold calling

Start up interview conversation and strategy

Inmail and building interest

What do you solve?

How to manage my manager

How to prevent overload

How to prevent overload

How to automate list building and connections

How to leverage their culture to get more leverage.

HOW TO USE THE PHONE WITH THIS SYSTEM

08-03-19 CASE STUDY AND Q&A CONNECTION DROPPED AT 40 MIN POINT.

Prioritize inbound and outbound

08-16-19 Case Study on Selling to VP of Eng. Several Q&A and Move the Conv to Action examples

How to connect with a Huge company and prospect at scale

HOW TO GET INTO COLD ACCOUNTS AND PRIORITIZE

HOW TO PRIORITIZE AND START TO CONNECT

How to get a the right mindset and several case studies - selling IT servers and to law firms

How to leverage LinkedIN in the process and scale fast

HOW TO MAX THE COURSE

How to convert to a conversation Case Study with a VP

How Cold Call and Build a Conversation and book a meeting

Feedback on first contact.

How to automate connections and strategy to get meetings

How to build a conversation after a reply

Examples of getting the conversation started

How to connect and engage in the transportation space

How to reengage with clients and up sell

How to get start at a new company with a new product/terr

Strategy review and ideas to build interest

How to find who to start with and build a process using questions

Must Watch - full process overview and why the course works and how to apply it.

How to build an enterprise strate

How to build a strategy to start the conversation and talk about what they care about.

How to get unstuck and build the conversation

How price's law is applied to focus and target selection

How to build a conversation to commitment

How to stay in engaged and build urgency into the conversation

How to start the conversation with logistics people and build trust

How use social to start a conversation and how to prioritize your outreach in the security space

How to build questions about the problem and what the client cares about

How to connect and start the conversation from scratch

How to prioritize accounts and find the right person to start the conversation.

How to build step two too get them talking - Small business owners

How to prioritize a huge territory and come up with Step 1 for Sr. Technical people in the CAD space

Review of step 1 and why it is so valuable - planning for step 2 - industrial sales - fire pretection

How to stay in touch with hounding and begging

Step 1 and how to work around KPI requirements - Vp of Sales

How to connect and engage on LinkedIn and build an audience - software security

How to keep the conversation moving when price is the only issue - Pharma Sales

How to connect with higher level contacts within the account to avoid being single threaded.

How to engage a small group and use this LinkedIn hack to surface leads fast. - software | security

Applying the course to HR, Benefits at Large companies - strategy with a huge territory

Strategy overview and sequence - targeting opperation VP

How to message to Break the ice - Software Eng - Security - Become part of their Tribe

How to use events to build engagement - IT - How to work with with a team

How to get in touch with Ops - Logistics and start a conversation

Process review with Lots of success and examples - Develoment Managers

How to use Content to start the conversation - How to handle the send me some stuff objection

How to determine your A's - Territory Strategy - Cadence - Enterprise Software

How to determine your A's - Territory Strategy - Cadence - Enterprise Software

Prioritization and Working around a Previous cadence to get the meeting

The First Conversation - Develop the Awareness and Urgency

Steps Reviewed - Samples and Successes - Questions for the Conversation - Must Watch

The First Conversation - Develop the Awareness and Urgency

How to pick your top targets and build your steps - Software

How to pick your on

How to get them to talk - Selling Million dollar software to opperations

A simple hack that will get you 80% open rate - Finding email hacks - Designing great first questions

How to pick a VA - LinkedIn automation - Demo and content tracking

How to Answer What do YOU do - Cyber Security - How to build awareness into interest

How to quick find a Step 1 for A's, B's and C's

Working up an Org - Using the approach to get a job - How to use a VA

How to leverage a Virtual HH into a next mtg - Slide and Strategy review - Cyber Security

Step by Step process to talk with Marketing people

How to design a question to convert to the phone - Setting up a cadence

Review of steps and getting engagement - confirming that you are going after the right person - Selling on-line training

How to get unstuck and build your process - VAR - selling to CTO/CIO

Step 1, success stories and lots of samples in the Mobile Security - Great Examples

Strategy Review - Selling to Learning Development - Email Validation - Prioritization - First question

Process review to get the conversation - targeting learning and development

Process review and steps to get the meeting - hospitality

Process review and how to prevent ghosting

Process Review of Security

Linkedin case study with exact examples

Examples of Conversation building and feedback on converting the phone - must watch

How to use questions to get clients interested in a new product

Process review and polish approach

Step 1 to get them talking

Strategy review and tool usage for selling to smaller companys

Strategy Review with tons of example - What to do when there is little information

How to build interest and handle the budget objection - Connecting with CISO's

How to build out a process for SMB - Selling Digital Marketing as a Service

How to find something to talk abou

How to apply the course - selling benefits to HR

Applying the course to a pre-product start-up and build out the proce

How to show some value to start the conversation

Getting meetings with HR and demoing someth

Strategy review when selling to the CFO

Strategy review selling to CISO and Chief Architect

Strategy review with MFTG rep selling to machanical engi

How to use this simple h

Selling to State and Local and being VAR

How to prioritize and leverage outsourcing...

Strategy review - selling a service - Must listen to the last 15 min

Strategy review - Huge terr - Vet Medicine - Networking

Strategy review - IT performance - dev op

Must watch - Success Story - Selling to Small business owners in a highly competitive market

How to reach 1000's when you sell a trigger event based service

MUST LISTEN TO - Success story - How to narrow down your focus and find the most likely match

Moving to a conversation with examples - IT Dir and VP - Startup

How to build an ecosystem - selling security auditing services

Success story - getting 10 meetings in a week - overview of the winning the complex sale

How to build a conversation when you are trying to replace a competitor

How to build out a strategy to sell marketing service in the real estate multi-family space

How to apply the process to industrials - networking your way to the right person

Case study - Selling marketing services to - High end food and Commercial Real Estate

How to there who to start the conversation with and how to approach them - Selling business analytics

How build curiosity into interest and not be viewed as a comodity

How to use questions to build engagement - sell outsourced security

Getting stuck in step 2 and how to fix it

How to stay out of the commodity trap - Selling custom mftg

Building off what they care about - step 2 and step 3

How to build curiosity by talking about the problem

How to find the problem to build curiosity and interest

Step by step walk through selling adhesive

How to use the phone and when does it add the most value

How to focus on the problem not just the product

Review process to talk with IT security

Success story and how it is working in large deals selling to IT

How to target if you have a huge terr and why this system works

Success stories with examples and next steps - how to build interest

Strategy review and deal engagement after a lose

How to focus on the top accounts and transition to curiosity

Creative ways to engage VP of Eng and look at it in a new way

Process review - selling insurance to business owners

How to pick a new target market and build a self- selection method

Targeting small business owners

Targeting the C-Suite online in Start

Strategy review for selling into the corporate enterprise space

How to start when you are viewed as a commodity

Strategy review getting started with CEO's of banks - Great examples

Planning a inbound strategy on LinkedIn - selling training and consulting

How to get the step one down to 1 min and bridging to a conversation - MUST LISTEN To

Why you need to connect with multiple people within a company - selling enterprise software

Moving from Social to Email and Cold calling - Audio only

Building a conversation in the Software development space

Vmail approach, trade show, texting

How to automate the first step - MUST WATCH

How to build the conversation into a meeting - Marketing/demand gen

Deal review - Medical - Getting the Tech win - deal prioritization

How to prevent being viewed as a commodity

Strategy review and feedback selling to the C-Suite at banks

The strategy review for selling #security

Strategy review - comparing approaches #AI #Startup

Strategy review - #APP transportation #startup

How to get them to ask what YOU do

How to develop a LinkedIn strategy without taking a lot of time

Process review - industrial

Strategy review selling to sales enablement, sales leader

Strategy review selling professional services into a new market

Ideas to get meetings with Marketing people for direct mail

Getting latent pain to become active pain - MUST LISTEN TO

Going from a huge brand to a hot startup - strategy review

Strategy review - Using Video to engage at scale - #Uber for trucks

Strategy review - Large enterprise deals - Energy Space

Strategy review - Selling Photo SaaS - How to break it down and keep it going

Strategy review - questions - polls - startup in the blockchain supply chain space

Using polls to build a conversation - determining who to start with

Startup in the Devs Ops - Wanting to talk with with early adapters

How to transition to a phone call or zoom - selling marketing services to eye-doctors #MustWatch

How to bridge to get the meeting - selling a new technology

How to engage around the problem you solve - selling around change - MUST LISTEN TO

How to differentiate your company when it is viewed as a commodity

How to get a meeting when you are viewed as a commodity

Building a process in the security space

Getting to large companys sell

How to get the technical win when the end users hate change?

Working with Gatekeepers and preventing naysayers

Building KLT when you are blocked by a single point of contact

How to get a meeting with Sales Rev ops, finance and sales leadership

How to pin point the entery point into the account.

How to determine what a CFO cares about

How to develop an ice breaker and bridge to the problem you solve

How to prepare for a new job and build a plan

How to prioritize prospecting time and how to keep track the history

Sequence review and how to build up the conversation after a deal stalled

Case study on how to get the live meeting

How to use a ice-breaker to engage and bridge to a meeting - 10min MUST WATCH

Brainstorming Ice-Breaker questions - MUST LISTEN TOO

How to build off of the Ice Breaker into what you do and why others change

How to prioritize your actions, review of the classic pitch cadence and a plan to approach a new territory

Ice Breaker question development - Success Stories - MUST LISTEN TO

The full process in 30 min - selling to HR with several examples - MUST WATCH

How to prioritize partners in a new job in telecom

How to word each email and focus on what they want - telecom upgrade

How to prepare for the First Call and how to use time to your advantage

Strategy review and questions to build interest

How to start from scratch as a new rep - selling software into the construction space

Process review when you have reference accoun

Strategy review selling a new service

How to use video and audio clips to get engagement

How to start where they are and build the conversation to a next step

How to determine the problem you solve and live example of how to approach a n

Feedback on current process and Strategy moving forward - Start-up

Strategy review - Selling Virtual executive asst at a Start up with zero inbound - How to manage your manager

Getting a meeting with an existing customer

How to apply the system to Apartment Managers - Time based - Eco-System - Plan-B