Outbound Sprint

We’ll start with the simple formula every rep needs to master. The Outbound Equation will help you consistently land high-quality meetings to meet and crush your quota.

Quality Meetings = Quantity x Quality (Fit + Message + Delivery)

Key Learning Outcomes:

• Three key strategies to drive higher-quality meetings
• Three common mistakes avg. performers make (and how to avoid them)
• How top performers land 2.7x more meetings than their peers
• Benchmarking so you know what targets and conversions to aim for

Account Executives need to self-source between 30-50% of their pipeline right now (Salesloft). MQLs from marketing are drying up. And SDRs are tasked with supporting 2-4 Account Executives. You won’t hit quota unless you master self-sourcing.

Key Learning Outcomes:

• How top-performing Account Executives organize their week
• Hitting your outbound targets in 1-2 hours per day
• Going deeper on fewer accounts to maximize the results of your efforts
• Working well together with your SDR/BDR support

Proven outbound plays to help you quickly land meetings. The key here is helping you find low-hanging fruit that gets big results in little time.

Key Learning Outcomes:

• Plays to re-engage closed/lost deals
• Plays to re-engage stalled deals
• Plays to engage past employees of current customers
• Plays to engage prospects who follow your company’s LinkedIn profile
• Plays to engage inbound leads (case study downloads, webinars, etc.)
• And much more

An “industry agnostic” solution sounds pretty cool, but buyers don’t spend tons of money on generic solutions. They want to feel like you specialize in helping with their specific situation. You accomplish this through segmentation.

Key Learning Outcomes:

• 15+ hacks to reduce your learning curve selling to new personas and new industries
• Prioritize your top 20% of accounts most likely to close this year
• Prioritize your top 2-3 personas to land meetings with qualified buyers

Cold calling is a game of odds. The average rep has a 1.48% chance of a positive outcome from a cold call (Gong). We don’t like those odds. And we’re here to help you stack the odds back in your favor.

You have to choose conversations over meetings. Structure over scripts. And priorities over pitches.

Key Learning Outcomes:

• A simple-to-follow process from the intro of the call to securing the meeting
• Conquer call reluctance and fear of calling the C-Suite
• Nail your first impression and get past the first 15-30 seconds of the call
• Create engaging questions using the Question Stacking framework
• Develop a customized talk track for your specific personas
• Make assistants and EAs your friends instead of gatekeepers
• Voicemail strategies to drive reply rates and callbacks

There are two very hard truths about cold emails right now:

1. The number of touches it takes to get a hold of prospects goes up every year
2. The number of meetings the average rep secures through outbound goes down every year

It’s all about standing out with relevant messaging, building a repeatable process, and then knowing how to troubleshoot when it’s not working.

Key Learning Outcomes:

• Quickly craft effective emails in minutes instead of hours with the R.E.P.L.Y. Method
• Cut through the noise with effective hooks and attention grabbers
• Achieve 40%+ open rates using boring 1-5 word subject lines
• Drive double-digit replies through “personalization at scale”
• Utilize dozens of proven cold emails plays and templates to help you get started

There isn’t a secret formula for the perfect mix of email, phone, and social touches to land meetings. But there are some fundamentals we can follow:

Key Learning Outcomes:

• Increase response rates by 3-4x using the K.I.S.S. framework
• Use 1-2 sentence bump emails to drive cold email reply rates
• You’ll create sequences leveraging these best practices:
  • Multi-touch. Sequences must run for at least 12-15 touches.
  • Multi-day. Sequences should last for at least 2-4 weeks.
  • Multi-channel. Sequences using phone, email, and social have 3-4x the response rate.

Ever hit the panic button when a prospect gives you an objection during a cold call? Not knowing what to say to prospects during cold calls is the biggest reason why reps don’t make more of them.

We’ll show you how to handle every one of your toughest prospecting objections. Without being sleazy or salesy.

Key Learning Outcomes:

• Get comfortable with welcoming objections instead of deflecting them
• Confidently handle any objection over the phone or email using the E.V.O. objection handling framework
• Handle shallow objections like “not interested” or “I’m busy”
• Handle more complex objections like “we already have a solution” or “we don’t have the budget”

When most reps aim to increase their productivity, they focus on the wrong goals: fitting more activity into less time.

The goal should be getting better results in the same amount of time or less. We believe that you probably already know what you should be doing. You’re just not doing it. Or it’s taking longer than it should.

Key Learning Outcomes:

• Cognitive Load Theory: How your overloaded brain is making you dumb
• Double your productivity through batching & cherry-picking
• Metacognition: The key to world-class productivity as a sales rep
• Use the same schedules top reps use to crush their weeks
• Plus many other timeless productivity and time management tips