- Step 1: Build Your Prospecting Foundation
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Welcome to Skilljar's Prospecting Playbook
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Prospecting Foundation Overview
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Understanding SaaS and Churn
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Understanding Modern Customer Training
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The Importance of Prospecting
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Prospecting Workflow Overview & Tech Stack
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What Is Skilljar's Ideal Customer Profile (ICP)?
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Why Customer Education Leaders Love Skilljar (Multiple)
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Why Customer Education Leaders Love Skilljar (Gong Example)
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Step 1 Quiz
- Step 2: Identify Companies to Prospect
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Finding Companies to Prospect Overview
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Creating SFDC Reports for Account Prospecting Video
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SFDC Report Filters for Account Prospecting Video
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Letter Grades & Icons in Your Reports
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G2 Overview and Notifications Video
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G2 Buyer Intent Report in SFDC Video
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SFDC Account Export to LinkedIn Sales Navigator
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Saving Searches in LinkedIn Sales Navigator
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Find Accounts Not in SFDC Using LinkedIn
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Step 2 Quiz
- Step 3: Research Companies
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Company Research Overview
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Company Website Research Video
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ZoomInfo Prospect Research Video
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LinkedIn Account Trigger Events Video
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ZoomInfo Chrome App Extension
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John Barrows Workbook: Prospecting Activity Goal Setting & Account Prioritization
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Step 3 Quiz
- Step 4: Research Contacts
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Contact Research Overview
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ZoomInfo Contact Research Video
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LinkedIn Contact Research
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Persona Based Selling Overview
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Key Persona: VP Customer Success
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Key Persona: VP Professional Services
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Key Persona: Director of Customer Education
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Step 4 Quiz
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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.
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Personalization Overview
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What is Personalization in Prospecting?
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Add Value in Every Interaction
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Outreach Sequence Framework: Tier Based
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Outreach Sequence Framework: Persona Based
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Outreach Homepage & Tasks Overview
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John Barrows Workbook: Messaging Matrix, AIDA Email, Interest Questions
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Outreach Sequence Example: VP Customer Success
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Outreach Sequence Example: VP Professional Services
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Outreach Sequence Example: Director Customer Education
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Outreach Sequences & Templates Video
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SFDC to Outreach: Adding Contacts to Sequences
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Adding Leads into SFDC, Outreach Sequence
- Step 5A: Calls and Voicemails
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Prospecting Call Best Practices
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Why Voicemails Matter
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Pre-Call Planning
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Prospecting Call Example - Talend
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Call Scripts by Persona
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Call Objection Handling
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STC Objection Handling Best Practices
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Call Competitive Responses
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Call Customer Story Examples (Procore, OSI Soft)
- Step 5B: Emails
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AIDA E-mail Formula
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Outbound Email Best Practices
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Creating Data Driven Email Messages
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Step 5 Quiz
- Step 6: Operational Excellence
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Executing with Excellence Overview
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Execution: What Great Looks Like
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Operational Excellence Expectations
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Outreach Reporting on Activity
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Step 6 Quiz
- Appendix
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Prospecting Toolbox List
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SFDC Common Reports
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SFDC Account Page Overview
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SFDC Contact & Opportunity Records Video
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Skilljar Elevator Pitches
