Perfecting Illumination
Your Instructor
Tito Bohrt is the founder and CEO of AltiSales, a leading Outbound Revenue Consultancy and Outsourcing company. He has built 80+ outbound teams for the likes of IBM, 8x8, Docebo, as well as tiny startups like Sonrai Security, Marpipe, Hummingbirds and more. Tito has invested over $3 Million in startups and helping many of them scale up with Outbound Revenue processes.
Tito was awarded "Best SDR Leader" at the Sales Development Conference, and is a Certified Sales Expert by Sales Hacker. Tito has hired and trained over 300 SDRs and 600 AEs and written extensively about Excellent Outbound Sales practices. His book "The Outbound Revenue Machine" is available on Amazon as of August 2024. Tito is an avid public speaker, having spoken at Outreach Unleash and The Sales Development Conference.
Tito has helped source and close software deals ranging from $1K to $27M ARR.
To contact him directly, find him on Linkedin.
Course Curriculum
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StartProspect and Seller have Camera on
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StartUse an ice breaker that complies with "Show me you know me" mindset (1:13)
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StartUse 1-2 credibility indicators to build trust / authority in the topic (1:12)
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StartBuilding rapport and trust up front. Be seen as a trusted, knowledgeable consultant (2:19)
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StartMention what relevant information you already know about the company and the prospect. (0:53)
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StartShare Agenda Slide & ask - "What else would you like to make sure we cover today..." (10:08)
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StartShare what world class looks like today, either through a success story or a journey of excellence (2:18)
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StartBonus: Mention which types of companies do the insights apply to, and which ones not. (3:00)
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StartPrompt the prospect to share where they are in their journey to excellence (maturity model) in the area where your product impacts key metrics. "How are you currently doing X?", "What's next?" (3:51)
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StartGet the prospect thinking about the future ideal estate (Magic Wand) and the process it will take to get there (GAP) (3:19)
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StartStart creating "Wow!" Or "Aha! Moments" that engage the prospect in the right conversation (1 point per Aha!) (0:47)
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StartMention some current world class performers ("the exceptions") their journey & important KPIs! (1:21)
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StartTailor the conversation to their specific situation / maturity & use their language (2:20)
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StartShare a visual of what Status Quo looks like, emphasize why this is bad / "makes no sense" (2:12)
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StartShare a visual of what "World Class" looks like. Explain why this is so much better (2:12)
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StartShare 1-2 customer stories of someone that was in that situation, the problems ahead and how they solved them (19:29)
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StartAdd Impact Questions such as "How does this compare to your situation?" (1:17)
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StartExplain why this way to get ahead of emerging problems is the best & quantify the impact using a KPI! (2:57)
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StartBonus: Honing on the “problem” of “the way we/the industry works today, isn’t working” (1:21)
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StartBonus: Frame the impact of the problem in terms of a loss (missing out on something important) (0:37)
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StartShow / explain what they need to have in place (process) to be able to execute like a world-class operation (2:57)
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StartGet acknowledgement that your solution bridges an meaningful gap in their journey to excellence. (2:11)
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StartAsk the prospect what their plan is to get to Excellence / Level 5 / World-Class, etc. (1:44)