Marylou Tyler


Sales Impact Academy




About this course

In this advanced outbound prospecting course, you will align your sales conversation strategy with your prospect’s behaviours. Create more opportunities with less friction, short cycles & high yields. Build laser-focused, actionable & persuasive content assets.

Course information

| Advanced | 3 weeks | 2pm UK time | 6 x 1 hour live classes |

Suitable for: Outbound Prospectors with at least 1 years experience
Customer Success Managers

Course syllabus

Class 1

The Compel

With Content Structure

  • Trust, content, and selling

  • Facts vs. implications

  • Using story to guide prospects to the next step

Class 2

The Framework

  • The arc of the sales conversation

  • Use of the framework in the sales pipeline

  • Stages, buyer awareness, and activities

Class 3

Uncovering Obstacles

  • Building the influence map

  • Finding & codifying pain

  • Using the Obstacles, Outcomes, Opportunities (O-O-O) worksheet

Class 4

Creating Outcomes

  • Finding & codifying gain

  • Exploring contrast between obstacles & outcomes

  • Moving from emotion to logic

Class 5

Differentiation & Opportunities

  • Exploring differentiators

  • Proof & specificity

  • Linking to the call-to-action

Class 6

Putting It

All Together

  • The Content map

  • Different messages for
    different stages

  • Channels, cadences & strategies

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