Start the Deal™: Why You? Why You Now?®
There’s a better way to prospect– Have you learned it yet?
Whether you’re a BDR or sales rep building your pipeline or an account manager responsible for identifying upsell or cross-sell opportunities, we have the tactics and hacks you need to increase conversion rates on every email and cold call.
Start The Deal: Volume I
In this two part Hallmark you will be introduced to our communication technique, "Why You? Why You Now?™. The WYWYN approach provides the foundation for our Start the Deal Practice, as it transforms the way you call and email prospects. Key Concepts include email, voice mail, cadence, workflows...
Start The Deal: Volume II
In this two part Hallmark you will be introduced to our communication technique, Why You? Why You Now?™. The WYWYN approach provides the foundation for our Start the Deal Practice, as it transforms the way you call and email prospects. Key Concepts include email, voice mail, cadence, workflows,...
Class: No Response? Now What? - Your Prospecting Sequence
Presented live: March 14th @ 11am ET
Most initial prospecting attempts fail to generate a response. To follow up appropriately, we discuss the strategy in follow up of outreach attempts vs inbound leads, how to prospect both wider AND deeper within the lead source, and how to execute a cadence ...
Class: The Why You™ UNPLUGGED! ("Triggers")
Presented Live: January 24th @ 11am ET
The entire WYWYN prospecting technique is predicated on the use of sales triggers with these compelling events becoming the subject of the first line of every email and cold call. In this class Jeff and CeCe discuss research techniques, universal triggers a...
Class: The Why You Now™ UNPLUGGED! ("Value")
Presented Live: January 31st @ 11am ET
The entire WYWYN prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver. In this class, Jeff and CeCe discuss the art of driving urgency and relevancy through your valu...
Class: Voice Mail: Should I or Shouldn't I?
Presented Live: February 14th @ 11am ET
Voicemails may seem like a black hole, but they are a key part of any outreach strategy. When do you leave them? What do they sound like? And how do they fit into your cadence? CeCe and Jeff share all the do's and don'ts of phone and voice mail in this class.
Class: Closing Your Email!
Presented Live: May 23rd @ 11am ET
We know we want a meeting. We will "settle" for a referral. Is that enough when we prospect? In this Level 1 class, we dramatically widen the different types of closes available to use that can increase engagement rates while advancing opportunities quickly....
Class: Cadence for BDRs
Presented live on May 16th @ 2pm
It's one thing to be persistent. It's another to be pestering. Closers know the difference. In this level 1 class we dissect why traditional cadence models fail, and reveal a way to build curiosity and urgency in the process. By adopting small changes in your ...
Discovering the 'T' in Bant
Discovering the 'N' in Bant
Discovering the 'A' in Bant
Hit: Your WYWYN™ Voicemail
Summary of the three ways to leave a powerful voicemail.
You will learn how to its construct your vm, how to close over vm, and the art of ending on a number.
Hit: Closing Your Email!
Hit: Elements to a Cold Call Intro
Summary of the three elements to a cold call.
You will learn how to greet your buyer, when to introduce your name, and how to close the call.
Hit: Your WYWYN® Cold Call? (Bridges)
Make a cold-call/ Start a cold call/ Three bridges
- We've never met
- My name is
- Based on this I thought I'd start with you
Hit: When Should I Leave a Voicemail?
Hit: Why You Now?® Unplugged: Value Proposition
The entire WYWYN prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver.
Hit: How Do I Close for a Discovery Call?
Summary of the three ways to close for a first meeting.
You will learn how to position the prospect, close for time, and get their cell phone number in the process.
Hit: How Do I Engage with an Assistant?
Summary of the three ways to prospect to the Executive Assistant role.
You will learn how to establish yourself as "Student," close the EA directly, and re-close.
Hit: How Do I Uncover the "T" in BANT?
Summary of the three ways to uncover the "Time" element in "BANT."
You will learn how to reveal past timelines, understand current ones, and build urgency.
Hit: How Do I Create My "Why You?™ ("Triggers")
Summary of the three things you need to remember when looking for triggers on your WYWYN emails.
You will learn the importance of prospecting to companies, multithreading through research, and prioritizing authenticity.
Hit: Multithreading with Triggers
Summary of the three things you need to remember to take your triggers and WYWYN emails to the next level.You will learn the how to go bigger, wider, and get more surgical with your triggers.
Hit: The WYWYN® Unplugged!
Summary of the three elements of the "Why You? Why You Now?" technique.
You will learn the Trigger, the Value Prop, and the Close."
Hit: Cadence for BDRs