Jump-start Assessment Course_Getting Started Guide

The Jump-start OutboundCalling Process

What should you consider what I have to say?

Author DanaAbramson

If you subscribe to bestselling author Malcolm Gladwell’s theory that it takes at least 10,000 hours of practice, plus talent, to achieve mastery — I’ve achieved mastery. I have spent, on average, two hours per workday for the last 26 years making unsolicited phone calls — cold calls — introducing products, services, and causes with the purpose of educating business consumers. I take pride in the work I do and feel privileged to have the opportunity to represent; inventors, developers, advocates, entrepreneurs and businesses that have a compelling message to share.

Throughout my career, more than 30 years, I’ve helped my clients identify strategies that achieve their desired performance improvement goals. Whether they’re trying to acquire a loyal customer base, encourage steps-to-the-sale initiatives for their channel partners, or motivate a sales team, I’ve helped design strategies that cover all. What I focus on is simple: proving ROI and accelerating growth. How we get there is up to you, your audience, and your business and culture.

The Jump-start Outbound Calling Training Series

©2022 Strategic Calls

Traditional Telemarketing

Traditional Telemarketing vs Strategic Outbound Calling

Qualified Results

As a starting point, it’s important to establish the key differences between traditional telemarketing and strategic outbound calling. Traditional telemarketing often involves unsolicited calls to a large group of people, with a scripted pitch aimed at making a sale or appointment. This approach can often lead to a negative perception of cold calling, with many consumers feeling annoyed, interrupted, or even deceived by these types of calls.

Strategic Outbound Calling

Strategic Outbound Calling, on the other hand, focuses on identifying the highest-level relent stakeholder, obtaining accurate contact details and developing familiarity and credibility, using the phone as the primary communication vehicle. This requires a clear understanding of the primary target market, the role of the highest-level decision-maker and a key phases that will trigger engaging curiosity. By taking the time to clearly understand these key points and implement them, strategic outbound calling can be a highly effective way to generate leads and obtain crucial information.

Qualified Results

The Jump-start Outbound Calling Training Series

©2022 Strategic Calls

In this training, you will begin to learn key strategies and best practices for strategic outbound calling, including how to research and target potential prospects, how to prepare for and execute a successful call, and how to follow up and build relationships with prospects over time. Ultimately, the goal of this course is to increase awareness that outbound calling can be a powerful tool for generating business, when approached in a thoughtful, strategic way.

Strategic Outbound Calling

Strategic Outbound Calling

• Business to Business B2B

• Focused Target Market

• C-Suite & Executive Level Decision-makers

• Limited Brand Awareness

Qualified Results

• Consultative Sale

• Long Sales Cycle

The Jump-start Outbound Calling Training Series

©2022 Strategic Calls

Course Overview

Strategic Outbound Calling Assessment

• Process

• Framework

• Cadence

What is the Jump-start Outbound Calling Process?

* Assumes a phone systems is in place

The Strategic Calls Jump-start Outbound Calling Process is a lead generation system that provides an effective way to generate lead using outbound phone calls as the primary communication method, with support from emails. The system provides a balanced approach to efficiency and effectiveness in all aspects of the process, including; list curation, messaging, and a customized calling platform. The Jump-start framework is designed to support, engage, and motivate the task of making outbound calls and qualifying prospects early in the process.

The Jump-start Outbound Calling Training Series

©2022 Strategic Calls

The out-reach cadence is designed to build familiarity and business trust, positioning the organization to be front-of-mind when a trigger event presents an opportunity. The introduction to the business will be handled professionally and a transparent hand-off to the sales team will be ensured, regardless of the level of decision-making being targeted.

Virtual–live Instructor Lead Session with Practical Implementation

Course Schedule

• 1 Weeks (19 Hours)

Layered Learning on-going weekly

sessions

The Jump-start Outbound Calling Training Series

©2022 Strategic Calls

1) List Curation

Prepared for you in advance

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Description

Working in blocks of 50 target accounts/companies is a Jump-start best practice in developing a call list. It allows you to focus on a manageable number of prospects and make meaningful connections without feeling overwhelmed or cutting corners . It also provides enough opportunities to generate results and measure your progress, while still allowing you to pace yourself and not rush through the process.

Resource/Location Worksheet Templates

Preparation & Instruction

Virtual-live instructor led instruction session

❑ Identify 50 target companies

❑ Enter relevant contact information on the provide List Curation worksheet

❑ Submit to instructor for review and approval

The Jump-start Training Series: Outbound Calling Mastery

2) Messaging Development

Prepared for you in advance

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Description

The Jump-start messaging series is an outreach cadence that involves phone calls with supporting email follow-up, delivered over 3 consecutive days. The goal is to encourage a response and qualify the prospect as quickly as possible eliminating any uncertainty associated when to follow-up and what to say. It also set a clear next step if a response is not received.

Resource/Location Word Templates

Preparation & Instruction

Virtual-live instructor led instruction session

❑ Personalized messaging development

The Jump-start Training Series: Outbound Calling Mastery

3) Calling Platform

Description

A well-designed calling platform with a clear system for categorizing and documenting call results can improve efficiency and allow the caller to focus more on engaging in meaningful conversations. Good design and organization can streamline the process and save time, allowing the caller to concentrate on honing their communication skills.

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The Jump-start Training Series: