Module 1: THE HABITS & MINDSET OF PROSPECTING

• SCHEDULE | How to schedule prospecting on your calendar so you don't ignore prospecting & don’t do it.  
• DATA & NUMBERS | How to quickly calculate the prospecting activities required to exceed your quota so you're not mindlessly prospecting. 
• TRENDS | How to review the tops deals, personas & businesses so you don’t prospect randomly. 
• PITCHING CASE STUDIES | How to use case studies to pitch personas with meaningful content, to stop you wasting time crafting content. 
• THE CONSTANT LIST | How to always have a prospecting list so you don't waste the prospecting time preparing to prospect.  
• STAY COMMITTED | How to stay committed to prospecting so you don't forget about finding new customers and miss your sales target.

Module 2: BUILDING THE PROSPECTING CAMPAIGN

• THE 5C FRAMEWORK | A simple to follow framework to run multi persona prospecting into top prospects so you don't end the year wondering what opportunities might have been in your big prospects accounts.
• WHO ELSE? | A guide to getting a team of people to help you prospect when most sales people miss out on help because they don't know to ask.  
• CONTACTS | How to find the right contacts to prospect, so you don't waste time prospecting random people.     
• CONTEXT (3X3) | How to research the prospects & companies you're targeting and stop wasting time researching the wrong things. 
• CONNECTING | How to get connected to the prospects & companies you're targeting without being ignored all the time.      
• CADENCE | How to create a prospecting cadence to ensure you get enough touches on an account and don't miss an opportunity.  
• CAMPAIGNS | How to run multi-thread campaigns so you don't just prospect randomly and hope for the best.       
• MEASURE SUCCESS | How to measure the success of prospecting so you don't continue to do what isn't working.  

Module 3: BOOKING THE MEETING

• INSIGHT & INNOVATION | How to prospect with insight & innovation so your prospecting efforts don't get ignored.    
• PROSPECTS POSITION | How to apply the 6 hidden habits of elite sales people so you don't send messaging that doesn’t connect for prospects.  
• OPENING MESSAGES | How to craft impactful cold outbound messages so prospects doesn’t think you're just sending everyone the same template. 
• MIDDLE MESSAGES | How to craft additional prospecting messages so the prospect doesn’t think your sending them a one-off message.   
• CLOSING MESSAGES | Create Powerful Closing Messages that trigger psychological responses so you know if you should stop prospecting or not.
• COLD CALLS | How to Cold Call 101 & get results without sounding desperate or like you don't know what you're talking about.  
• NEGATIVE RESPONSES | Exactly how to respond to prospects when they say no & don’t just just say "ok thanks" regretting not responding better.    
• SELL THE NEXT CALL | Sell the value of the next call, not your product. Don't lose the meeting by pitching too early. 
• SALES AGENDA EMAIL | Use the agenda to determine precise interest, don't enter a qualification call blind and lose the opportunity.