Start Here
Why This Course Exists
The System to Master Outbound Sales
AltiSales System Fundamentals
Enterprise Sales: The Basics
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How to Gauge Success
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Pre-Meeting Prep
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Pre-Meeting Prep Example (10:09)
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Camera default on & the way you look + Background
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Introducing yourself, basic rapport & showing you've done research
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Purpose of Call & Agenda
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Learn their lingo. Describe things as they will
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Never talk over them! The Talk to Listen ratio
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Use their name for extra attention
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Outbound Meetings are not for product training!
Start Here: The Outbound Mindset
Outbound: From Strangers To Awareness
Turning Outbound Into Inbound: From Awareness to Consideration
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How to Prep for moving deals to Consideration
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The Case Study! What was the current state?
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So What do you think happened?
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Make the bold promise!
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Do the math before you move on
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The Why Us moment - solidify impact and make it unique
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Solidify buy in to the impact!
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The email to bring in more impact!
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The email that turns Cheerleaders into Champions
Consideration to Decision
Sample Client Trainings
Infield - Clients & Tito's Demos
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Piio's AE - Post AltiSales Training with "cut to the chase" client (29:50)
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Piio's AE - Tito's lead call (43:42)
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Piio's AE - Ashley's Furniture - From Hello to a POC for a $350K deal (40:01)
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LightAI - Pre-AltiSales Training (36:01)
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LightAI - Post AltiSales -> ConsumerAffairs call (29:35)
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LightAI - Post AltiSales - Penguin Random House Demo (24:48)
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Marpipe - AE Demo with Notes added. (24:30)
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Marpipe - Airweave (36:53)
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Marpipe - HBO (live training with notes) (39:06)
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Marpipe with ApartmentList (36:56)
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Marpipe with BlueAir (29:33)
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AltiSales Demo - Nozomi Networks (24:57)
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AltiSales with PropelPLM (26:02)
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AltiSales Demo - LeadCrunch (25:26)
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AltiSales Demo - OpleAI (26:54)
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AltiSales Demo - Invoca (31:54)
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AltiSales - LoadSmart Meeting (34:32)
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AltiSales with LimeLight (28:05)
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IBM with Micron (33:48)
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IBM with Etrade (26:38)
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IBM with Ulta Beauty (30:59)
Not So Good Calls
Extras:
