It’s the sad truth that most college graduates or entry-level salespeople don’t join the workforce able to explain the difference between a CRO and CFO, or ROI and BEP. This means they lack confidence starting business conversations. This 101-level course helps reps map out common roles in organizations, de-mystify common terms, better understand different leadership roles, and the goals of their business.

Call bridging is the art of gaining the next call before leaving the current conversation. Don’t start the long process of connecting with prospects and customers from scratch every step of the way! Bridging could be as focused as gaining a commitment and scheduling the next call, or simply giving oneself permission to call back for colder prospects. We’ll work to make bridging part of every call-closing process – greatly increasing your pipeline velocity.

Are you guilty of “touching base” (or similar offenses)? Need help mapping out a call-by-call sales process to help land and/or expand accounts? We’ll listen to actual calls from the POV of the customer, and then work together to set new chronological outcomes, talk tracks, and closes for each touch. The outcome is a customized “Touchplan℠” that serves as the foundation of your sales process and an invaluable tool for sellers (seriously, they laminate it).

Whether you’re prospecting or penetrating, you probably aren’t talking with all the players in your account. We teach reps to act as Private Investigators and add new decision-makers and influencers to accounts by dialing the phones (not spending all day on the internet). Don’t let your engagement tools keep you talking to the wrong people, or your lead lists’ stale data stop you from landing key accounts! You’ll add 50-100 new names and full contact info after implementing the skills taught in this course.

Less than 1/3 of reps consistently leave voicemail messages, and over 80% of those aren’t returned. This course teaches voicemail strategies that work while helping you craft four custom messages. Expect double or triple returned calls – that’s 5-10 more conversations a week – or another entire selling day!

“Not Interested.” We’ve all heard it. Where do we go from here? NOT the same place as we do to handle an objection. Brush-offs happen when they aren’t expecting our call and don’t know enough to object. We’ll teach you how to pivot and get customers talking to salvage the opportunity and keep the lead alive – without getting defensive and ensuring they never take your call.

Created by popular demand from managers! Our rep-version of the management course “Own Your Day” will help you create strategic day plans based on best times to call, best-practice to-do lists, calendar blocking, activity-chunking and more. We’ll even help you prioritize daily demands by determining their importance (related to hitting goal) and urgency (time-bound), making you more productive.

Out-bounding reps will walk away with a new respect for and desire to prospect! We’ll create lists of what we really need in our pre-call plan, set speed goals for completing it, and test our skills with hands-on drills. CRM documentation is covered, and best practices shared.

The most strategic sellers “sales-qualify” their accounts (not a lead score, a sales potential score!) Stop leaving 20 touches for customers who aren’t worth one. Similar to the course, Capture Contacts, we teach you to work the phones to find out if an account is an “A” or a “D” and how to attack each. This course is about “win fast, lose fast” and you’ll emerge more efficient, more strategic, and fired up about your plan of attack for top accounts. A total game-changer.

Grab their attention in the first 10 seconds with introductions that work for inside sales using the SWIIFT℠ (“So, What’s In It For Them?”) methodology. Using customer value, levers, and the right type of questions, you can double your selling time.

It used to be an elevator pitch, but phone sales requires your “value prop” to be over before the elevator doors even close. We’ll translate marketing messaging into a short, powerful, and conversational “SWIIFT℠ Pitches” that you can deliver instantly and confidently – without sounding like a pushy seller.

Once reps get out of the habit of premature pitching and into the role of asking questions and engaging prospects, they often struggle with steering back to the sales process. We’ll cover buying signals and transition statements that’ll help you steer the conversation to a close. This course is especially important for BDR/SDRs transitioning to an account executive.