IBM with Micron | AltiSales

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Mastering Outbound Sales (internal)

Start Here

What The Modern Seller Can't Afford
Course Fundamentals: Getting to advanced (3:18)
Sales Systems: Art vs. Science (3:16)

Why This Course Exists

Why Specialize Inbound & Outbound
TMI and Why BANT isn't for Outbound (6:01)
Inbound & Outbound Article
Inbound & Outbound Differences (11:18)
What Motivated Us to Build This Course (2:14)
The AltiSales Methodology Explained
The Illumination Scorecard

The System to Master Outbound Sales

What is a Sales Model (3:10)
The Path Forward (3:37)
Why Other Methodologies Fail (4:27)

AltiSales System Fundamentals

Reverse Engineering A Purchase (10:32)
When Not To Do Cold Outbound (8:31)
Inbound vs. Warm Outbound vs. Cold Outbound
AltiSales + MEDDIC / P-MAP / BANT (9:50)
Before We Dive In (4:55)

Enterprise Sales: The Basics

How to Gauge Success
Pre-Meeting Prep
Pre-Meeting Prep Example (10:09)
Camera default on & the way you look + Background
Introducing yourself, basic rapport & showing you've done research
Purpose of Call & Agenda
Learn their lingo. Describe things as they will
Never talk over them! The Talk to Listen ratio
Use their name for extra attention
Outbound Meetings are not for product training!

Start Here: The Outbound Mindset

The Outbound Mindset: Discovery Calls (8:59)
Examples of Illuminating the Gap (14:24)

Outbound: From Strangers To Awareness

The Problem Slide! Get an upfront contract going!
The agenda
Trends Slide + Has it ever happened to you story
Help Me focus / Help me understand questions!
The Purpose of Outbound Discovery: Educate the Problem / Opportunity
Illuminate the Gap!

Turning Outbound Into Inbound: From Awareness to Consideration

How to Prep for moving deals to Consideration
The Case Study! What was the current state?
So What do you think happened?
Make the bold promise!
Do the math before you move on
The Why Us moment - solidify impact and make it unique
Solidify buy in to the impact!
The email to bring in more impact!
The email that turns Cheerleaders into Champions

Consideration to Decision

Understanding Context - Questions for inbound

Sample Client Trainings

Teaching LightningAI using Chatmeter as an example (30:56)
How to Build Your Deck - Case Study with Piio (43:11)

Infield - Clients & Tito's Demos

Piio's AE - Post AltiSales Training with "cut to the chase" client (29:50)
Piio's AE - Tito's lead call (43:42)
Piio's AE - Ashley's Furniture - From Hello to a POC for a $350K deal (40:01)
LightAI - Pre-AltiSales Training (36:01)
LightAI - Post AltiSales -> ConsumerAffairs call (29:35)
LightAI - Post AltiSales - Penguin Random House Demo (24:48)
Marpipe - AE Demo with Notes added. (24:30)
Marpipe - Airweave (36:53)
Marpipe - HBO (live training with notes) (39:06)
Marpipe with ApartmentList (36:56)
Marpipe with BlueAir (29:33)
AltiSales Demo - Nozomi Networks (24:57)
AltiSales with PropelPLM (26:02)
AltiSales Demo - LeadCrunch (25:26)
AltiSales Demo - OpleAI (26:54)
AltiSales Demo - Invoca (31:54)
AltiSales - LoadSmart Meeting (34:32)
AltiSales with LimeLight (28:05)
IBM with Micron (33:48)
IBM with Etrade (26:38)
IBM with Ulta Beauty (30:59)

Not So Good Calls

IBM with Select Medical (19:30)
US Energy with Shawcor (24:05)
Sonrai with Johnson & Johnson (30:49)
Crewapp with Bargain Hunt Stores (8:57)
Arena Solutions with AllWeather (16:32)

Extras:

Maximizing Meeting show rates!
Re-engaging quiet clients
Reducing Buyer Friction
First follow up to a proposal
Don't consider signature a big step

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IBM with Micron

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