Compel With Content

Course Syllabus

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Course

Overviews

Advanced

Remote - Video Conferencing

2 Weeks

6 x 1 Hour Lessons 

15:00 (UK time)

Outbound Prospectors with at least
1 year experience

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

© 2020 by Sales Impact Academy.

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