Sales Expert Outreach Course
Lead Generation / Appointment Generation / Sales Representative
This 22-day course provides comprehensive training in demand/lead generation and appointment setting for B2B contexts.
01
Part 1: Demand/Lead Generation (Days 1-10)
Participants will learn the fundamentals of lead generation, including cold calling, campaign types, and lead qualification frameworks like MQL, HQL, and BANT. The course covers techniques for nurturing leads, handling objections, and tracking performance. Practical exercises and role-playing scenarios help participants apply these skills effectively.
02
Part 2: Appointment Generation / Sales (Days 11-22)
This segment focuses on market analysis, script development, and outreach strategies via cold calls, emails, and LinkedIn. Participants will also learn how to introduce company services, schedule appointments, prepare for meetings, and follow up with prospects. The course includes practical exercises and final projects to ensure participants can implement these techniques in real-world scenarios.
03
Overview
The course equips participants with essential skills to enhance their B2B sales and marketing efforts through effective demand/lead generation and appointment setting.
50+ Modules
- Overview of industry concepts
- Key sectors and their significance
- Industry trends
- Course structure
- Learning outcomes
- Assessment methods
- Different levels of industry hierarchy
- Key departments and their roles
- Organizational structure
- What is prospecting?
- Techniques and tools for prospecting
- Importance in sales and marketing
- Introduction of Sales
- Basics of sales
- Sales processes and strategies
- Key concepts in sales
- Benefits of prospecting and sales knowledge
- Impact on career growth
- Real-world applications
- Overview of various platforms
- How they are used in the industry
- Key features and benefits
- Importance of industry specifications
- How to interpret and use them
- Examples of specifications
- Different types of specifications
- Use cases for each type
- Practical applications
- Overview of campaign types
- Planning and executing campaigns
- Success metrics
- Basics of data research
- Using industry specifications in research
- Data sources and tools
- Advanced research techniques
- Case studies
- Practical exercises
- Importance of geography in industry
- Geographical data analysis
- Applications in business
- Common job titles in the industry
- Roles and responsibilities
- Career progression
- Different industry types
- Characteristics and examples
- Market dynamics
- Categorizing companies by employee size
- Implications for business strategies
- Case studies
- Understanding revenue size classifications
- Financial metrics and analysis
- Business impact
- Different types of business emails
- Best practices for email communication
- Examples and templates
- Techniques for data gathering
- Tools for verification
- Practical exercises
- Understanding domain limits
- Impact on business operations
- Practical examples
- Contact-per-company (CPC) explained
- Setting CPC limits
- Case studies
- Basics of data formatting
- Tools and techniques
- Practical exercises
- Advanced formatting techniques
- Practical applications
- Case studies
- Introduction to Excel
- Basic functions and features
- Practical exercises
- Advanced Excel functions
- Data analysis with Excel
- Practical exercises
- Theoretical approaches to data gathering
- Tools and techniques
- Tools and techniques
- Practical applications of data gathering
- Case studies
- Exercises
- Basics of demand generation
- Lead generation techniques
- Tools and strategies
- Basics of cold calling
- Techniques and best practices
- Practical exercises
- Overview of campaign types
- Planning and executing cold call campaigns
- Rebuttal
- Understanding MQLs
- Criteria for qualification
- Strategies for nurturing MQLs
- Defining HQLs
- Strategies to generate HQLs
- Best practices and tools
- Understanding SQLs
- Conversion strategies
- Examples and case studies
- Introduction to BANT
- Applying BANT criteria
- Practical examples
- Techniques for nurturing leads
- Tools and best practices
- Case studies
- Common objections in sales
- Techniques to handle objections
- Closing strategies
- Importance of tracking performance
- Tools and techniques
- Optimization strategies
- Overview of the final project
- Key takeaways from Demand/Lead Generation modules
- Project guidelines
- Market research techniques
- Developing target lists
- Practical exercises
- Writing effective outreach scripts
- Best practices and examples
- Practical exercises
- Cold calling strategies
- Techniques and tools
- Practical examples
- Email outreach techniques
- Crafting effective emails
- Examples and best practices
- Using LinkedIn for outreach
- Strategies and best practices
- Practical exercises
- Overview of company services
- Importance in sales and marketing
- Case studies
- Techniques for scheduling appointments
- Tools and best practices
- Practical exercises
- Preparing for meetings
- Conducting effective meetings
- Examples and best practices
- Importance of follow-ups
- Techniques and tools
- Practical examples
- Methods for tracking outreach
- Analyzing results
- Tools and techniques
- Identifying common challenges
- Strategies to overcome them
- Case studies
- Overview of the final project
- Key learnings from the course
- Case studies
- Exam format
- Key topics covered
- Assessment criteria
