The Complete Sales Prospecting Bootcamp Course

Course Curriculum

Chapter 1: Introduction

Lecture 1: Intro to the Course!

Lecture 2: How this course works

Chapter 2: My 5 Key Principles of Prospecting

Lecture 1: Introduction

Lecture 2: Principle 1: Sell a meeting, not your product

Lecture 3: Principle 2: Make a campaign

Lecture 4: Principle 3: Tier your accounts

Lecture 5: Exercise Time: Tier your accounts

Lecture 6: Principle 4: Get personal

Lecture 7: Exercise Time: Find a few personal facts about a Tier A accounts

Lecture 8: Principle 5: Be human

Lecture 9: Section Conclusion

Chapter 3: How to Find the Right People

Lecture 1: Introduction

Lecture 2: Know your buyer and go high

Lecture 3: Leveraging company websites

Lecture 4: Mining LinkedIn

Lecture 5: Get Organized

Lecture 6: Exercise Time: Find 5 high-level contacts

Chapter 4: How to Find People's Contact Info

Lecture 1: Introduction

Lecture 2: Email format is the key

Lecture 3: Email Hunter

Lecture 4: Other email tools

Lecture 5: Exercise Time: Find emails for 5 contacts

Lecture 6: Finding phone numbers

Chapter 5: Crafting a Cold Email Message

Lecture 1: Introduction

Lecture 2: Subject lines

Lecture 3: The components of a great email

Lecture 4: Exercise Time: Draft a great cold email

Lecture 5: Follow-up emails

Lecture 6: Examples of other great emails

Lecture 7: Exercise Time: Draft another great cold email

Chapter 6: Mass Emailing

Lecture 1: Introduction

Lecture 2: Mass emailing rules of thumb

Lecture 3: The best times to email

Lecture 4: Building a mass email campaign with Yesware

Chapter 7: Picking Up the Phone

Lecture 1: Introduction

Lecture 2: Phone calling is not dead!

Lecture 3: Leaving a voicemail

Lecture 4: Exercise Time: Practice leaving a voicemail

Lecture 5: Selling a meeting over the phone

Lecture 6: Exercise Time: Practice selling a meeting over the phone

Chapter 8: Other Forms of Prospecting

Lecture 1: Introduction

Lecture 2: LinkedIn

Lecture 3: Warm intros

Lecture 4: A few other forms of prospecting

Chapter 9: You Got a Response! Now What?

Lecture 1: Introduction

Lecture 2: When they say "no": Common meeting objections and how to overcome them

Lecture 3: Exercise Time: Draft a crafty response to a "no"

Lecture 4: When they say "yes": Confirming a meeting

Lecture 5: How to handle a meeting no show

Chapter 10: Putting it all Together

Lecture 1: Introduction

Lecture 2: What we've covered

Lecture 3: Go-to Tools and Resources

Lecture 4: Building your prospecting strategy

Lecture 5: Final Exercise Time: Build your strategy

Lecture 6: Thanks!