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