Fanatical Prospecting Boot Camp for Tech (2-7-18)

Live Virtual Course. The course is specifically tailored to technology organizations who need to bolster their pipelines in the wake of the industry shift to SaaS and Cloud. The Virtual Fanatical Prospecting Boot Camp for Techl is facilitated by Keith Lubner, renowned tech channel expert and based on Jeb Blount's bestseller, Fanatical Prospecting.  The course is strictly limited to 20 participants and begins on 2-7-18. This course features:

  • 8 live facilitated sessions (recorded for playback later)
  • Course workbook
  • Online self-directed VIDEO BASED learning modules
  • Access to facilitators via chat and email offline
  • Personalized Goal Sheet
  • Six months access to all training videos and material
  • Access to exclusive Channel Masters programming
  • Bonus - Fanatical Prospecting Swag
  • Hardcover copy of Jeb Blount's new book Sales EQ 

This dynamic and engaging course gives you the tools you'll need to leverage the phone, email, text, and social media to fill your pipeline with high-quality prospects. Upon enrollment, you will gain instant access to course pre-work and be contacted by the facilitator with instructions. You'll learn:

  • 5 Step Phone Process
  • How to reduce resistance and turnaround prospecting objections
  • How to leave voicemails that get returned
  • The Powerful 4 Step Email Framework 
  • How to get past gatekeepers
  • How to leverage text messaging to accelerate prospect engagement
  • How to deal with and manage rejection

We are happy to answer questions and go over the curriculum with you in more detail. Just give us a call at 1-844-447-3737

Picture of Keith Lubner
FACILITATOR
About Keith Lubner

Keith Lubner is a globally recognized expert on sales enablement. He is an adviser to many of the world’s leading tech organizations helping them become more agile and adaptive through improved leadership, sales and marketing, and sales organization design strategies.  Keith is a frequently sought after speaker and has received numerous industry awards, including being named a 2016 Channel Visionary by ChannelPro.

 

Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1News forum
  • Topic 2Welcome to Fanatical Prospecting & Course Overview
  • Topic 3Course Overview
  • Topic 4Course News & Updates
  • Topic 5Intellectual Property Notice

Section 2: Live Session Virtual Classroom Sessions & Replays

  • Topic 1Live Session 1 Access Information - May 25th
  • Topic 2Live Session 2 Access Information - June 1st
  • Topic 3Live Session 3 Access Information - June 8th
  • Topic 4Live Session 4 Access Information - June 15
  • Topic 5Live Session 5 Access Information - June 22nd
  • Topic 6Live Session 6 Access Information - June 29th
  • Topic 7Live Session 7 Access Information - July 6th
  • Topic 8Live Session 8 Access Information - July 13th

Section 3: About You & Discussion Forum

  • Topic 1About You
  • Topic 2Discussion Forum
  • Topic 3Facilitator & Participant Chat Room

Section 4: Pre-Work: Goal Planning and Building Your Personal Goal Sheet

  • Topic 1Pre-work Assignment: Develop Your Goal Sheet
  • Topic 2Download & Print the Goal Planning Workbook
  • Topic 3The Most Important Question
  • Topic 4Most Important Question (MP3)
  • Topic 5Effective Goal Planning Begins With a Simple Question
  • Topic 6Define It and Write It Down
  • Topic 7Goals Must Be Specific
  • Topic 8Make Goals Tangible
  • Topic 9Deadlines Drive Urgency
  • Topic 10The Law of Congruence
  • Topic 11Steps to Success
  • Topic 12Brainstorm - To Have's - To Do's - To Be's
  • Topic 13Step One: Start with a Written Goal
  • Topic 14Step Two: Make Your Goals Specific and Tangible
  • Topic 15Step Three: Apply the Law of Congruency (How Bad Do You Want It)

Section 5: Introduction to Fanatical Prospecting

  • Topic 1The Real Secret to Becoming a Sales Superstar
  • Topic 2The Truth About Prospecting
  • Topic 3Every Day - Every Day - Every Day (Jeb Blount at OutBound)

Section 6: Developing a Fanatical Prospecting Mindset

  • Topic 1The Always on Fanatical Prospecting Mindset
  • Topic 2Fanatical Prospectors Talk to Strangers
  • Topic 3There is No Easy Button in Sales
  • Topic 4It's Not About What You Have Sold, It's About What You Sell Today
  • Topic 5The More Your Prospect, The Luckier You Get
  • Topic 6The 3 Questions You Must Answer
  • Topic 7The Only Question that Really Matters

Section 7: Introduction to Telephone Prospecting

  • Topic 1The Case For Telephone Prospecting
  • Topic 2Nobody Answers a Phone That Doesn't Ring
  • Topic 3Your Most Powerful Sales Tool
  • Topic 4The Phone Won't Dial Itself
  • Topic 5Fanatical Prospecting Call Sheet

Section 8: 5 Step Telephone Prospecting Framework

  • Topic 1Introduction to the 5 Step Telephone Prospecting Framework
  • Topic 25 Step Telephone Prospecting Framework
  • Topic 3Keep It Simple
  • Topic 4Don't Overcomplicate Telephone Prospecting
  • Topic 5Step One - Get Their Attention
  • Topic 6Step Two & Three - Introduce Yourself - Reason For Your Call
  • Topic 7Step Four: Give Them a Because
  • Topic 8Step Five - Ask For What You Want
  • Topic 9Assignment: Tele-Prospecting - Bridge to a Because

Section 9: RBOs: Reflex Responses, Brush-Offs, and Objections

  • Topic 1Get to the Point Fast on Telephone Prospecting Calls
  • Topic 2RBO Forum
  • Topic 3Homework - Build RBO Turn-around Scripts

Section 10: Dealing With Fear and Rejection

  • Topic 1Prospecting and the Fear of Rejection
  • Topic 2The Origin of Fear
  • Topic 3When You Fear the Wrong Things
  • Topic 4Challenging Your Fears
  • Topic 5Get Excited to Hear No
  • Topic 6Hanging Up on Rejection
  • Topic 7Overcoming Fear

Section 11: Time and Territory Management

  • Topic 1Time Blocking is Transformational for Sales Professionals
  • Topic 23 Reasons You Are Not Using Your CRM and What to Do About It
  • Topic 3Eat That Frog
  • Topic 4The Ultimate Key to Success Is the Scheduled Phone Block
  • Topic 5Time Management and Productivity Discussion

Section 12: Email Prospecting

  • Topic 1Assignment: Develop Email Templates
  • Topic 24 Techniques for Winning With Cold Emails

Section 13: Social Selling

  • Topic 1Accelerating Sales With LinkedIn
  • Topic 23 Tips for Using Social Media for Inbound Prospecting

Section 14: Qualifying and Strategic Prospecting

  • Topic 1Segmentation - Fit Qualifiers

Section 15: In-Person Prospecting

  • Topic 1Common Mistakes Salespeople Make (Be Authentic)

Section 16: Prospecting Best Practices

  • Topic 1Fanatical Prospecting Tips for Real Estate
  • Topic 2Why You Suck at Prospecting and What to Do About It
  • Topic 3Prospecting, Forecasting, and Building a High-Performance Culture (AUDIO)
  • Topic 4Jeb Blount and Conrad Bayer (Tellwise) Discuss Fanatical Prospecting

Section 17: Bonus Resources

  • Topic 13 Right Things Salespeople Should Be Doing
  • Topic 2Debunking the Myth - I'm Bad at Prospecting But Good At Closing
  • Topic 3How Sales Gravy Got Its Name
  • Topic 4The Biggest Mistake Salespeople Make in the Sales Process

Section 18: Bonus: Channel Masters

  • Topic 1The Changing Cloud Technology Landscape: Interview with Jason Bystrak, Ingram Micro
  • Topic 2The Law of the Few: Podcast with Jay McBain, Forrester
  • Topic 3Shadow Channels: Podcast with Jay McBain, Forrester
  • Topic 4Channel Challenges: Podcast with Jay McBain, Forrester
  • Topic 5Tips for Channel Partners: Interview with Ken Thoreson, President of Acumen Management
  • Topic 6Vendors & Brilliant Execution Tips: Interview with Ken Thoreson, President of Acumen Management
  • Topic 7Partners are People Too: Channel Masters Q&A
  • Topic 8Selling Outside of IT: Channel Masters Q&A
  • Topic 9Prospecting in the Channel: Channel Masters Q&A
  • Topic 10Cloud Transformation: Channel Masters Q&A
  • Topic 11Allbound Interview with Keith Lubner: Channel Adaptability
  • Topic 12Allbound interview with Keith Lubner: 3rd Parties in a Subscription Economy
  • Topic 13Forgetting Curve: Channel Masters Q&A
  • Topic 14Allbound Interview with Keith Lubner: Lessons Learned in the Channel
  • Topic 15Allbound Interview with Keith Lubner: Adaptive Partnering
  • Topic 16Creating Differentiation in the Channel: Channel Masters Q&A
  • Topic 17Sales Endorphins: Weekly Channel Q&A

Section 19: Prospecting Outside of IT

  • Topic 1Introduction to Business Guidance Selling

Section 20:

Section 21:

Section 22:

Section 23:

Section 24:

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