B2B Sales Skills: LinkedIn Lead Generation, Cold Email Sales

Course Curriculum

Chapter 1: Introduction to this B2B sales course – welcome!

Lecture 1: B2B sales course introduction

Lecture 2: Options to have a better course-taking experience

Chapter 2: B2B Sales and lead generation fundamentals and definitions

Lecture 1: B2B sales definitions including inside sales and outside sales

Lecture 2: Overview of marketing strategies so you can fit each into your marketing

Lecture 3: Which B2B sales strategies to use when and in what order

Chapter 3: Finding leads using software

Lecture 1: D7LeadFinder lead generation tool introduction

Lecture 2: D7LeadFinder results

Lecture 3: What to do with the Excel file you download it from D7LeadFinder

Chapter 4: B2B sales strategy exercise and a small project

Lecture 1: B2B strategy, task prioritization, and role assignment exercise

Lecture 2: B2B strategy, task prioritization, and role assignment exercise – answer one

Lecture 3: B2B strategy, task prioritization, and role assignment exercise – answer two

Lecture 4: B2B strategy, task prioritization, and role assignment exercise – answer three

Chapter 5: Steve Blank's theory: Customer Development Methodology

Lecture 1: Steve Blank's theory: Customer Development

Chapter 6: Neuroscience of B2B sales with goal setting and motivation

Lecture 1: Neuroscience of B2B sales with goal setting and motivation

Chapter 7: LinkedIn messaging for lead generation and sales

Lecture 1: Options for LinkedIn messaging automation tools

Lecture 2: LinkedIn connection message template to immediately compel and interest people

Lecture 3: LinkedIn welcome message template

Lecture 4: Using FindThatLead browser extension for LinkedIn using Chrome to get emails

Chapter 8: Cold email and cold calling your sales leads and potential clients – B2B sales

Lecture 1: Section introduction to communicating in cold outreach

Lecture 2: How to approach your first potential client in a professional way

Lecture 3: Example of a highly-effective email pitch you can write

Lecture 4: Email follow up sequence

Lecture 5: Following up after a successful meeting

Lecture 6: What types of businesses are best as clients or have been impacted by Covid

Lecture 7: Finding companies that are good to sell to now

Lecture 8: Email, direct message, or phone call

Lecture 9: Nice language to use in your communication with potential clients

Chapter 9: Cold calling for B2B sales

Lecture 1: Cold phone calling scripts

Lecture 2: Additional cold calling good practices

Lecture 3: How to measure and track effectiveness of cold calling in your B2B sales

Lecture 4: Unique B2B sales and business development with Facebook and LinkedIn

Chapter 10: Remote B2B sales over Zoom with video setup, dress options, and sales scripts

Lecture 1: Section introduction – how to do remote sales

Lecture 2: The sales call script

Lecture 3: When people will ask for discounts

Lecture 4: How to follow up, and how to schedule the remote sales calls

Lecture 5: Food and drink before and after the call

Lecture 6: Emails leading up to a call

Lecture 7: Setting up your office environment, camera, and lighting before the call

Lecture 8: Working around noisy pets or kids at home

Lecture 9: What to wear during your remote sales calls

Chapter 11: Handling sales objections during your sales process

Lecture 1: Handling sales objections

Lecture 2: Example of how I handle sales objections in my sales process

Chapter 12: Using emotional intelligence and empathy in sales

Lecture 1: Section introduction – empathy, sympathy, and compassion in sales

Lecture 2: What is empathy, sympathy, and compassion

Lecture 3: Dalai Lama: Kindheartedness is the mindset for empathy and compassion

Lecture 4: Emotional Empathy and Cognitive Empathy

Lecture 5: More on the distinction between Cognitive Empathy and Emotional Empathy

Lecture 6: Bad side of empathy

Lecture 7: Not falling for people taking advantage of your empathy

Chapter 13: Starting to use empathy in sales

Lecture 1: How I use empathy and emotional intelligence in sales

Lecture 2: Stopping dehumanization of sales prospects and making interactions humane

Lecture 3: The right questions to ask, and how to ask them

Lecture 4: How people share emotions

Lecture 5: Build a shared experience into your sales process by using empathy

Lecture 6: Checklist of times to add empathy to your existing sales approach, and how

Lecture 7: Use the product as though you are a client to put yourself in the client's shoes

Chapter 14: Active listening skills for sales

Lecture 1: Active listening section introduction

Lecture 2: Example of active listening and improved comprehension I had to go through

Lecture 3: Cycle of constructive listening and communication

Lecture 4: Listening to and getting feedback, even if negative

Lecture 5: Example of a listening mistake at a job when I was younger

Lecture 6: "Actions speak louder than words" – non-verbal communication

Chapter 15: Body language in sales

Lecture 1: Non-verbal communication cues for sales

Lecture 2: Mirroring the other person's body language, building rapport, and raising energy

Lecture 3: The body language of your eyes

Chapter 16: Writing business proposals for selling big projects to very large companies

Lecture 1: Business proposal section introduction

Lecture 2: Choosing a nice business proposal template

Lecture 3: Opening slide of a business proposal

Lecture 4: Table of contents slide

Lecture 5: Executive summary of a business proposal of a $500k/year business

Lecture 6: Advanced: Editing using emotional intelligence and understanding of your reader

Lecture 7: Solution section and project schedule

Lecture 8: Researching your target reader for better and more targeted writing

Lecture 9: Writing the full solution part of the business proposal

Lecture 10: Putting a lot of text on a proposal presentation page

Lecture 11: Team section of the business proposal

Lecture 12: Pricing slide of a business proposal

Lecture 13: Contact information of your proposal

Chapter 17: Account Based Marketing – ABM

Lecture 1: Section introduction – Account Based Marketing (ABM)

Lecture 2: Definition of ABM (Account Based Marketing)

Lecture 3: Definition of inbound marketing and types of content

Lecture 4: Types of inbound marketing and the challenge of competition