Module 1: TAM Definition

Gain a comprehensive understanding of your Total Addressable Market (TAM)

   

Objective

Gain a comprehensive understanding of your Total Addressable Market (TAM) by defining key market segments, identifying customer personas, and ensuring data accuracy. This module will help you prioritize outreach efforts and align your sales strategy with measurable market insights.

   

Key Outcomes

  • Accurately define and segment the TAM into manageable and targeted groups.
  • Identify high-value opportunities within your TAM.
  • Build a structured approach to data acquisition, validation, and deployment.
  • Ensure seamless integration of TAM data into your CRM for actionable reporting.

   

Possible Activities

  • Scenario Analysis: Review real-world market examples to explore segmentation strategies (e.g., by geography, industry verticals, or revenue potential).
  • Persona Development: Build ideal customer profiles (ICPs) by analyzing buyer behaviors and pain points.
  • Evaluate and test existing prospect lists for completeness and accuracy.
  • Utilize tools and resources to verify and cleanse your data.
  • Create a step-by-step action plan to identify TAM data gaps.
  • Collaborate to develop procurement tactics for high-quality prospect lists.

   

Progress Toward Deliverables

  • Segmented TAM Report: Broken down by geography, company size, and target industries.
  • Prioritized TAM Opportunity Map: Highlighting high-potential segments to pursue first.
  • ICP Workbook: Listing detailed profiles of key customer personas.
  • Integrated CRM Data: A fully validated and uploaded TAM dataset in your CRM, ready for outreach tracking and reporting.

   

Additional Tools & Resources

  • TAM Segmentation Templates
  • Sample ICP Profiles
  • Data Validation Tools (e.g., Excel checklist, CRM import/export guide)
   

Module 2: Outbound Sales Architecture

Recast your sales architecture and develop a reproducible, data-driven sales model

   

Objective

Recast your sales architecture and develop a reproducible, data-driven sales model. Implement a tested process that optimizes efficiency, aligns with customer needs, and improves conversion rates.

   

Key Outcomes

  • Re-engineer your sales processes to address inefficiencies and bottlenecks.
  • Develop a scalable and reproducible architecture for future teams or markets.
  • Test and validate the redesigned architecture with measurable KPIs.

   

Possible Activities

  • Analyze existing workflows to identify gaps and improvement areas.
  • Use sales funnel data to track and benchmark performance.
  • Design a new sales process that incorporates automation, team collaboration, and real-time reporting.
  • Define key performance metrics and establish a testing framework.
  • Conduct a live role-play or simulated sales scenario to test the architecture.
  • Gather feedback from participants to refine the process further.

   

Progress Toward Deliverables

  • Sales Architecture Blueprint: Complete with workflows and decision trees.
  • Performance Tracker: Outlining measurable KPIs to monitor success.
  • Process Improvement Recommendations: Based on test results.
   

Module 3: Prospect Data Collection and Management

Equip participants with the knowledge to identify, collect, and manage high-quality prospect data

   

Objective

Equip participants with the knowledge to identify, collect, and manage high-quality prospect data using cutting-edge technologies and tools. Ensure data is clean, compliant, and ready for outreach.

   

Key Outcomes

  • Understand best practices for data collection, validation, and storage.
  • Explore tools to automate prospect research and streamline data management.
  • Develop a framework for ongoing data hygiene and updates.

   

Possible Activities

  • Review and compare tools for prospecting (e.g., auto-dialers, CRMs, data scrapers).
  • Hands-on practice with selected tools to explore features and capabilities.
  • Use data hygiene techniques to cleanse outdated or duplicate records.
  • Apply validation rules for CRM integration.
  • Create a budget plan for technology licenses and discuss ROI metrics.

   

Progress Toward Deliverables

  • Technology Recommendations Report: Tailored to your sales stack.
  • Clean Data File: Ready for upload into your CRM or outreach tools.
  • Technology Licensing Budget Plan: With ROI calculations.
   

Module 4: Outbound Call Center

Build the foundation for a high-performing outbound call center

   

Objective

Build the foundation for a high-performing outbound call center, including recruiting and onboarding top talent, and defining management responsibilities.

   

Key Outcomes

  • Understand the steps to set up and run a successful outbound call center.
  • Learn best practices for managing teams and enhancing productivity.
  • Create an actionable hiring plan for top talent.

   

Activities

  • Define roles and responsibilities within the call center.
  • Create an org chart for team structure and reporting lines.
  • Practice interviewing and evaluating prequalified management candidates.
  • Test different scenarios to assess their problem-solving skills.
  • Develop a strategy for setting team KPIs and monitoring performance metrics.

   

Deliverables

  • Call Center Setup Guide: Including org charts and hiring plans.
  • Candidate Evaluation Checklist: Refined through role-play exercises.
  • KPI Dashboard Template: For monitoring team performance.
   

Module 5: Outreach Communications

Learn best practices for creating compelling outreach messages across multiple platforms

   

Objective

Learn best practices for creating compelling outreach messages across voice, email, and digital platforms. Focus on personalizing communication for better engagement.

   

Key Outcomes

  • Develop multi-channel messaging strategies tailored to your audience.
  • Master the art of personalization in outreach communications.
  • Create templates for consistent and high-quality messaging.

   

Activities

  • Write and refine email, LinkedIn, and cold call scripts.
  • Review examples of successful messaging strategies.
  • Test different messaging approaches to identify what works best.
  • Analyze results and refine your scripts accordingly.
  • Plan for consistent messaging across voice, email, and digital touchpoints.

   

Deliverables

  • Messaging Playbook: With templates for all communication channels.
  • Testing Report: Highlighting insights from A/B testing results.
  • Integrated Messaging Calendar: For campaign planning.
   

Module 6: Playbook Format

Create a comprehensive 13-touch outreach plan

   

Objective

Create a 13-touch outreach plan that includes all email scripts, cold call scripts, LinkedIn messaging, and other forms of sales communications, presented in a comprehensive playbook format.

   

Key Outcomes

  • Build a playbook that outlines every touchpoint in your outreach strategy.
  • Align messaging and timing for maximum engagement.
  • Develop a resource that can be easily replicated by your team.

   

Activities

  • Use templates to draft a customized playbook format.
  • Collaborate with peers to brainstorm innovative touchpoints.
  • Compile all scripts, messaging, and templates into a cohesive format.
  • Review for clarity, consistency, and alignment with overall strategy.

   

Deliverables

  • 13-Touch Playbook: Ready for deployment.
  • Resource Kit: Including editable templates for future updates.
  • Distribution Plan: Detailing how the playbook will be shared and used across the team.

Module 1: TAM Definition

Gain a comprehensive understanding of your Total Addressable Market (TAM)

Objective

Gain a comprehensive understanding of your Total Addressable Market (TAM) by defining key market segments, identifying customer personas, and ensuring data accuracy. This module will help you prioritize outreach efforts and align your sales strategy with measurable market insights.

Key Outcomes

  • Accurately define and segment the TAM into manageable and targeted groups.
  • Identify high-value opportunities within your TAM.
  • Build a structured approach to data acquisition, validation, and deployment.
  • Ensure seamless integration of TAM data into your CRM for actionable reporting.

Possible Activities

  • Scenario Analysis: Review real-world market examples to explore segmentation strategies (e.g., by geography, industry verticals, or revenue potential).
  • Persona Development: Build ideal customer profiles (ICPs) by analyzing buyer behaviors and pain points.
  • Evaluate and test existing prospect lists for completeness and accuracy.
  • Utilize tools and resources to verify and cleanse your data.
  • Create a step-by-step action plan to identify TAM data gaps.
  • Collaborate to develop procurement tactics for high-quality prospect lists.

Progress Toward

Deliverables

  • Segmented TAM Report: Broken down by geography, company size, and target industries.
  • Prioritized TAM Opportunity Map: Highlighting high-potential segments to pursue first.
  • ICP Workbook: Listing detailed profiles of key customer personas.
  • Integrated CRM Data: A fully validated and uploaded TAM dataset in your CRM, ready for outreach tracking and reporting.

Additional Tools &

Resources

  • TAM Segmentation Templates
  • Sample ICP Profiles
  • Data Validation Tools (e.g., Excel checklist, CRM import/export guide)

Module 2: Outbound

Sales Architecture

Recast your sales architecture and develop a reproducible, data-driven sales model

Objective

Recast your sales architecture and develop a reproducible, data-driven sales model. Implement a tested process that optimizes efficiency, aligns with customer needs, and improves conversion rates.

Key Outcomes

  • Re-engineer your sales processes to address inefficiencies and bottlenecks.
  • Develop a scalable and reproducible architecture for future teams or markets.
  • Test and validate the redesigned architecture with measurable KPIs.

Possible Activities

  • Analyze existing workflows to identify gaps and improvement areas.
  • Use sales funnel data to track and benchmark performance.
  • Design a new sales process that incorporates automation, team collaboration, and real-time reporting.
  • Define key performance metrics and establish a testing framework.
  • Conduct a live role-play or simulated sales scenario to test the architecture.
  • Gather feedback from participants to refine the process further.

Progress Toward

Deliverables

  • Sales Architecture Blueprint: Complete with workflows and decision trees.
  • Performance Tracker: Outlining measurable KPIs to monitor success.
  • Process Improvement Recommendations: Based on test results.

Module 3: Prospect Data

Collection and Management

Equip participants with the knowledge to identify, collect, and manage high-quality prospect data

Objective

Equip participants with the knowledge to identify, collect, and manage high-quality prospect data using cutting-edge technologies and tools. Ensure data is clean, compliant, and ready for outreach.

Key Outcomes

  • Understand best practices for data collection, validation, and storage.
  • Explore tools to automate prospect research and streamline data management.
  • Develop a framework for ongoing data hygiene and updates.

Possible Activities

  • Review and compare tools for prospecting (e.g., auto-dialers, CRMs, data scrapers).
  • Hands-on practice with selected tools to explore features and capabilities.
  • Use data hygiene techniques to cleanse outdated or duplicate records.
  • Apply validation rules for CRM integration.
  • Create a budget plan for technology licenses and discuss ROI metrics.

Progress Toward

Deliverables

  • Technology Recommendations Report: Tailored to your sales stack.
  • Clean Data File: Ready for upload into your CRM or outreach tools.
  • Technology Licensing Budget Plan: With ROI calculations.

Module 4: Outbound

Call Center

Build the foundation for a high-performing outbound call center

Objective

Build the foundation for a high-performing outbound call center, including recruiting and onboarding top talent, and defining management responsibilities.

Key Outcomes

  • Understand the steps to set up and run a successful outbound call center.
  • Learn best practices for managing teams and enhancing productivity.
  • Create an actionable hiring plan for top talent.

Activities

  • Define roles and responsibilities within the call center.
  • Create an org chart for team structure and reporting lines.
  • Practice interviewing and evaluating prequalified management candidates.
  • Test different scenarios to assess their problem-solving skills.
  • Develop a strategy for setting team KPIs and monitoring performance metrics.

Deliverables

  • Call Center Setup Guide: Including org charts and hiring plans.
  • Candidate Evaluation Checklist: Refined through role-play exercises.
  • KPI Dashboard Template: For monitoring team performance.

Module 5: Outreach

Communications

Learn best practices for creating compelling outreach messages across multiple platforms

Objective

Learn best practices for creating compelling outreach messages across voice, email, and digital platforms. Focus on personalizing communication for better engagement.

Key Outcomes

  • Develop multi-channel messaging strategies tailored to your audience.
  • Master the art of personalization in outreach communications.
  • Create templates for consistent and high-quality messaging.

Activities

  • Write and refine email, LinkedIn, and cold call scripts.
  • Review examples of successful messaging strategies.
  • Test different messaging approaches to identify what works best.
  • Analyze results and refine your scripts accordingly.
  • Plan for consistent messaging across voice, email, and digital touchpoints.

Deliverables

  • Messaging Playbook: With templates for all communication channels.
  • Testing Report: Highlighting insights from A/B testing results.
  • Integrated Messaging Calendar: For campaign planning.

Module 6: Playbook Format

Create a comprehensive 13-touch outreach plan

Objective

Create a 13-touch outreach plan that includes all email scripts, cold call scripts, LinkedIn messaging, and other forms of sales communications, presented in a comprehensive playbook format.

Key Outcomes

  • Build a playbook that outlines every touchpoint in your outreach strategy.
  • Align messaging and timing for maximum engagement.
  • Develop a resource that can be easily replicated by your team.

Activities

  • Use templates to draft a customized playbook format.
  • Collaborate with peers to brainstorm innovative touchpoints.
  • Compile all scripts, messaging, and templates into a cohesive format.
  • Review for clarity, consistency, and alignment with overall strategy.

Deliverables

  • 13-Touch Playbook: Ready for deployment.
  • Resource Kit: Including editable templates for future updates.
  • Distribution Plan: Detailing how the playbook will be shared and used across the team.