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B2B Prospecting Program (SV.2506.002)


Description
A program that helps you prepare for daily B2B prospecting and outreach using a modern approach. It will help you work through the building blocks of a highly effective outbound prospecting system, that can be customized per salesperson. Based on best-practices, worldwide.

Content
  • Track 1 - B2B Prospecting (Getting Started)
  • Building a Target Prospect List
  • Questions - Building Your TPL
  • Questions - Sources of Data to Build Your TPL
  • Track 2 - Compelling Events
  • Compelling Events as a Prospecting Driver
  • Compelling Events - Very Useful Reading
  • Question - What are the Compelling Events You Should be Leveraging?
  • Track 3 - Prospect Research
  • Researching Prospects for B2B Outbound
  • Template to Aid Prospect Research
  • Track 3 - Multi-Channel Outreach
  • Multi-Channel Outbound Prospecting Outreach
  • Question - Select Outbound Touchpoints
  • Question - What are Your Content Options?
  • Question - What Outreach Media Can you Use?
  • Using Video for Modern B2B Prospecting
  • Track 4 - Building Your Story & Messaging
  • Building Your Company Story & Turning it into Outbound Messaging
  • Exercise - Telling a Compelling Story
  • Useful Tool (Template) for Message Development
  • Draft an Approach to Your Outbound Messaging
  • Getting Your Message to Echo
  • Track 5 - Outreach Preparation
  • Tool: Planning the First Phone Conversation
  • Outreach Preparation for a Single Contact
  • Discovery & Information Gathering for B2B Opportunity Creation
  • Tool: Discovery Framework & Useful Questions to SELECT From
  • Full Meeting / Conversation Preparation Tool / Template
  • Great Ideas for Modern B2B Prospecting
  • The BOSS Sales Podcast (Strong on Outbound Pipeline Building)
Completion rules
  • All units must be completed