Prospecting 101

Curriculum

• Step 1: Build Your Prospecting Foundation
• Welcome to Skilljar's Prospecting Playbook
• Prospecting Foundation Overview
• Understanding SaaS and Churn
• Understanding Modern Customer Training
• The Importance of Prospecting
• Prospecting Workflow Overview & Tech Stack
• What Is Skilljar's Ideal Customer Profile (ICP)?
• Why Customer Education Leaders Love Skilljar (Multiple)
• Why Customer Education Leaders Love Skilljar (Gong Example)
• Step 1 Quiz
• Step 2: Identify Companies to Prospect
• Finding Companies to Prospect Overview
• Creating SFDC Reports for Account Prospecting Video
• SFDC Report Filters for Account Prospecting Video
• Letter Grades & Icons in Your Reports
• G2 Overview and Notifications Video
• G2 Buyer Intent Report in SFDC Video
• SFDC Account Export to LinkedIn Sales Navigator
• Saving Searches in LinkedIn Sales Navigator
• Find Accounts Not in SFDC Using LinkedIn
• Step 2 Quiz
• Step 3: Research Companies
• Company Research Overview
• Company Website Research Video
• ZoomInfo Prospect Research Video
• LinkedIn Account Trigger Events Video
• ZoomInfo Chrome App Extension
• John Barrows Workbook: Prospecting Activity Goal Setting & Account Prioritization
• Step 3 Quiz
• Step 4: Research Contacts
• Contact Research Overview
• ZoomInfo Contact Research Video
• LinkedIn Contact Research
• Persona Based Selling Overview
• Key Persona: VP Customer Success
• Key Persona: VP Professional Services
• Key Persona: Director of Customer Education
• Step 4 Quiz
• Step 5: Personalize Outreach

  To achieve your goal – any goal – you need a plan. This chapter will define our strategy for successfully engaging prospects and moving them through the sales process.

• Personalization Overview
• What is Personalization in Prospecting?
• Add Value in Every Interaction
• Outreach Sequence Framework: Tier Based
• Outreach Sequence Framework: Persona Based
• Outreach Homepage & Tasks Overview
• John Barrows Workbook: Messaging Matrix, AIDA Email, Interest Questions
• Outreach Sequence Example: VP Customer Success
• Outreach Sequence Example: VP Professional Services
• Outreach Sequence Example: Director Customer Education
• Outreach Sequences & Templates Video
• SFDC to Outreach: Adding Contacts to Sequences
• Adding Leads into SFDC, Outreach Sequence
• Step 5A: Calls and Voicemails
• Prospecting Call Best Practices
• Why Voicemails Matter
• Pre-Call Planning
• Prospecting Call Example - Talend
• Call Scripts by Persona
• Call Objection Handling
• STC Objection Handling Best Practices
• Call Competitive Responses
• Call Customer Story Examples (Procore, OSI Soft)
• Step 5B: Emails
• AIDA E-mail Formula
• Outbound Email Best Practices
• Creating Data Driven Email Messages
• Step 5 Quiz
• Step 6: Operational Excellence
• Executing with Excellence Overview
• Execution: What Great Looks Like
• Operational Excellence Expectations
• Outreach Reporting on Activity
• Step 6 Quiz
• Appendix
• Prospecting Toolbox List
• SFDC Common Reports
• SFDC Account Page Overview
• SFDC Contact & Opportunity Records Video
• Skilljar Elevator Pitches