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Illumination Crash Course
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A message from our founder (17:49)
Welcome!
Will Outbound be Different?
Should We Specialize Inbound & Outbound? (1:11)
The Buyer's Journey
Discover or Illuminate?
The 3 Types of Discovery Calls (10:17)
Nokia vs. iPhone - Change Mgmt Journey (3:35)
The $27MM Lululemon Yoga Mat Story (10:36)
Running Through a Sample Outbound Deck (8:57)
Buyers Journey
Inbound & Outbound Recap
The Illumination Scorecard
Additional Resources
The Perfect Deck
Sample Decks!
Project Creation & The Chase
Sample Deck Run-Through (8:57)
Additional Resources
Great Illumination Calls - Library
AltiSales with Venafi Inc - 88% Illumination (29:05)
Hummingbirds w/ Duck Donuts - 90% Illumination (48:56)
Harri w/ RAM Restaurants - 90.21% Illumination (44:33)
AltiSales with Influx - 93% Illumination (38:50)
Bombora with Hub International (21:26)
Marpipe with ApartmentList (36:56)
Marpipe with BlueAir (29:33)
Piio with Ashley's Furniture - From Hello to a POC for a $350K deal (40:01)
Piio with Stance Socks (43:42)
IBM Shared Services on Adecco (30:08)
IBM Talent Frameworks with Ulta Beauty (30:59)
IBM with Etrade (26:38)
LightAI - Post AltiSales -> ConsumerAffairs call (29:35)
AltiSales Demo - Nozomi Networks (24:57)
AltiSales Demo - OpleAI (26:54)
Altisales with Vic.ai (66:21)
AltiSales with ExpertusONE (63:50)
Not So Good Outbound 1st Calls
Harri with Cipriani - 40.87% Illumination (28:13)
Docebo with AAA Northern California, Nevada & Utah - 43.34% Illumination (29:11)
Let's Take Outbound Demos to The Next Level!
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