Intro | Sales Schema

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Targeted Outreach Training

Introduction

Course Intro and Goals (2:08)
The Biggest Roadblock (3:07)
Core Principles (4:24)
Why Email (3:22)
Tools and Resources (2:52)
The Timeline (3:12)

Technical Set Up: Secondary Email Address

Registering and Setting Up Your Secondary Email (7:00)
Setting Up Email Delivery Protocols: DMARC, SPF, and DKIM (5:24)
Optimizing Your User Profile and Email Forwarding (4:13)
Setting Up Email Warming Tools (6:17)
Action Items - Set Up and Start Warming Your Secondary Email
Filtering Out Warming Messages (3:32)

Building Your Account Lists

Identifying Your First ICP To Build Your Account List (7:50)
Account List Building Example - Digital Transformation (9:50)
Account List Building Example - Beauty Products (7:01)
VA Test Project - Account List Building (4:21)
How to Setup Suppressions Lists in Sales Navigator (2:36)
Building Your First Prospect List via Relevant Location (13:52)
Action Item - Build Your First Account List

Hiring a Virtual Assistant (VA)

Posting Your Job Ad on Upwork (7:09)
Action Item - Post Job to Hire VA

Intro to Building Campaigns

Getting Started on Apollo - Linking Up Your Email (3:04)
Setting Up your Account Suppression List (1:50)
Setting Up Tracking Subdomain to Optimize Deliverability (3:12)
Structuring Your First Campaign in Apollo (6:21)
Relationship-Driven Copywriting (11:43)
Follow up Messages (3:34)
Quality Control and Launching Your First Campaign (6:47)
Action Step - Launch Your First Campaign

More Proven Campaigns

Relevant Company (9:47)
Alumni Campaign (6:57)
Prospects in Your 1st Degree Network (6:03)
InCommon Campaign (12:08)
Referral Campaign (11:31)

Pipeline Management

Intro (2:49)
Pipeline and CRM (9:46)
Common Responses and Booking Best Practices (6:55)
Scheduling Flow and Optimizing User Experience (2:35)

Tracking Campaign Performance

Tracking and Optimizing (8:55)
Case Study - Campaign Optimization (4:54)

Re-engagement and nurturing

Intro to Re-Engagement (2:16)
Re-engaging Prospects You've Talked To (14:50)
Re-engaging 'Lukewarms' (3:33)
Re-engaging Cold Prospects | Opened Email - No Reply (8:28)
Re-engaging Cold Prospects | New Role Campaign (9:07)

Sales Process

Sales Process Workbook (g-doc)
Qualification and Expectation-Setting (8:21)
High-Level Questions (5:48)
Opening Up Aspirations and Vision (5:52)
The At-A-Glance Checklist (6:58)
Advancing In A Complex Sales Process (4:49)
Closing To a Proposal Call (7:11)

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Intro

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