B2B Sales Masterclass

Section 1: Introduction to the B2B sales course

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B2B sales course introduction

Section 2: B2B sales and lead generation fundamentals and definitions

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B2B sales definitions including inside sales and outside sales

Overview of marketing strategies so you can fit each into your marketing

Which B2B sales strategies to use when and in what order

Section 3: Finding leads using software

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D7LeadFinder lead generation tool introduction

D7LeadFinder results

Section 4: B2B sales strategy exercise and a small project

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B2B strategy, task prioritization, and role assignment exercise

B2B strategy, task prioritization, and role assignment exercise - answer one

B2B strategy, task prioritization, and role assignment exercise - answer two

B2B strategy, task prioritization, and role assignment exercise - answer three

Section 5: Steve Blank's theory: Customer Development Methodology

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Steve Blank's theory: Customer Development

Section 6: Neuroscience of B2B sales with goal setting and motivation

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Neuroscience of B2B sales with goal setting and motivation

Section 7: LinkedIn messaging for lead generation and sales

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Options for LinkedIn messaging automation tools

LinkedIn connection message template to immediately compel and interest people

LinkedIn welcome message template

Using FindThatLead browser extension for LinkedIn using Chrome to get emails

Section 8: Cold email and cold calling your sales leads and potential clients

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Section introduction to communicating in cold outreach

How to approach your first potential client in a professional way

Example of a highly-effective email pitch you can write

Email follow up sequence

Following up after a successful meeting

What types of businesses are best as clients

Finding companies that are good to sell to now

Email, direct message, or phone call

Nice language to use in your communication with potential clients

Section 9: Cold calling for B2B sales

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Cold phone calling scripts

Additional cold calling good practices

How to measure and track effectiveness of cold calling in your B2B sales

Unique B2B sales and business development with Facebook and LinkedIn

Section 10: Remote B2B sales over Zoom with video setup, dress options, and sales scripts

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Section introduction - how to do remote sales

The sales call script

When people ask for discounts

How to follow up, and how to schedule the remote sales calls

Food and drink before and after the call

Emails leading up to a call

Setting up your office environment, camera, and lighting before the call

Working around noisy pets or kids at home

What to wear during your remote sales calls

Section 11: Handling sales objections during your sales process

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Handling sales objections

Example of how I handle sales objections in my sales process

Section 12: Using emotional intelligence and empathy in sales

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Section introduction - empathy, sympathy, and compassion in sales

What is empathy, sympathy, and compassion

Dalai Lama: Kindheartedness is the mindset for empathy and compassion

More on the distinction between Cognitive Empathy and Emotional Empathy

Bad side of empathy

How to avoid falling for people taking advantage of your empathy

How I use empathy and emotional intelligence in sales

How to stop dehumanization of sales prospects

The right questions to ask, and how to ask them

How people share emotions

How to build a shared experience into your sales process by using empathy

Checklist of times to add empathy to your existing sales approach, and how

Use the product as though you are a client to put yourself in the client's shoes

Section 13: Active listening skills for sales

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Active listening section introduction

Example of active listening and improved comprehension I had to go through

Cycle of constructive listening and communication

Listening to and getting feedback, even if negative

Example of a listening mistake at a job when I was younger

"Actions speak louder than words" - non-verbal communication

Section 14: Body language sales

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Non-verbal communication cues for sales

Mirroring the other person's body language, building rapport, and raising energy

The body language of your eyes

Section 15: Writing business proposals for selling big projects to very large companies

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Business proposal section introduction

Opening slide of a business proposal

Table of contents slide

Executive summary of a business proposal of a $500k/year business

Advanced: Editing using emotional intelligence and understanding of your reader

Solution section and project schedule

Researching your target reader for better and more targeted writing

Writing the full solution part of the business proposal

Putting a lot of text on a proposal presentation page

Team section of the business proposal

Pricing slide of a business proposal

Contact information of your proposal

Section 16: Account Based Marketing (ABM)

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Section introduction - Account Based Marketing

Definition of ABM (Account Based Marketing)

Definition of inbound marketing and types of content

Types of inbound marketing and the challenge of competition

What do your customers search? What content do they want? What to create?

Creating the model of your whale customer

Sales team and marketing team alignment

INTRODUCTION: When leads come in from SEO, this is how nice they are

SEO section introduction for inbound marketing in Account Based Marketing

Understanding search intent so you can capture the most lucrative traffic

Long-tail vs. short-tail and profitable keywords for best SEO results

Introduction to SEO keyword research & starting to do keyword research

Keyword research example & getting you more comfortable exploring SEO keywords

SEO keyword mapping and tracking your full list of SEO keywords

Outreach strategies to interact with potential contacts at companies

Example of a video pitch you would send

Examples of personalized pitches when selling design agency or SEO services

Section 17: Creating an email autoresponder campaign

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Difference of email autoresponder and email workflow

My approach to copywriting

Why we will use MailChimp (great free plan) and how to starting the setup

Creating your email list

Technically setting up the autoresponder in Mailchimp

First email of the autoresponder that can actually get your leads on a call

Second autoresponder email

Example of a good autoresponder with Helium 10

Third, fourth, fifth and further emails in your autoresponder

Section 18: Hiring your first sales person and then a sales person

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Sales team hiring section introduction

Hiring your first salesperson

Section 19: Building trust and rapport for B2B sales

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How to build rapport with a client or customer

Building rapport and first impression tactics for in-person meetings

Section 20: Closing the sales

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How to get the decision maker to say yes

Do this before clients pay to increase sales and decrease refunds

Four marketing hacks to promote anything in a scalable way

Section 21: Using a lead-generation vetting form to identify high-potential leads

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Section introduction for creating a lead gen vetting form

Creating an account in Google Docs so we can use Google Forms

The project we will do with Google Forms to save time and money

Planning our form questions to properly vet our leads

Creating the form from a nice template

Embedding the form on your website

Getting and managing responses

Section 22: Using meeting-scheduling software for increased time management & organization

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Introduction to a scheduling software for booking meetings and appointments

How to set up HubSpot appointment scheduling software

Sending out the appointment-scheduling invitation with your schedule link

Combining your lead vetting with support chat

Section 24: Negotiation for B2B sales

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Bad-cop, good-cop negotiation technique

B.A.T.N.A, bluffing, and when to walk away

Listening to the speed with which people reply

Stating the price first

If you have aggressive dialog partners, here are ways to make them calm

How to deliver bad news in a negotiation to get better results

Section 25: Facebook ads and retargeting for B2B sales

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Facebook ads (Meta ads) section introduction

Explaining the examples in the coming videos

Explaining the Facebook Business Suite and the Facebook Business Manager

Facebook Page Creation

Facebook Page Banner Setup

Editing The FB Page Screen Name And Description

Call To Action Facebook Page Button And Finishing Setup

Facebook Business Manager Introduction

Business Manager Two-Factor Authentication

Facebook Ad Strategies

Where To Get Visuals To Use In Contests

Campaigns Vs Adsets Vs Ads

Hand Picking Custom Audience

Section 25: Creating a professional LinkedIn profile to boost your professional profile

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LinkedIn as your reputation management on online resume

Professionally branding your 2 LinkedIn images

Updating your byline to promote your business or brand you

How to create a nice summary for your LinkedIn profile

LinkedIn recommendations

LinkedIn skill endorsements

Experience, publications, and other important sections of your LinkedIn profile

Many additional LinkedIn profile sections you can create

Five hundred contacts and managing your connection requests

Your LinkedIn feed

Creating a company page in LinkedIn

Adding a product to your company page on LinkedIn

Section 26: Influencer marketing to boost B2B sales

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Benefits of influencers over ads

3 things to look for in an influencer & how to find good and fake ones

How to manually find influencers

Influencer marketing tip using Twitter lists

Email template and script to pitch influencers

Legal agreement document, disclosures, and FTC to stop influencer abuse

Example of disclosing influencer marketing promotion

Influencer audience sizes

Influencer compensation models

Compensation calculator for influencer marketing

Advanced: create an affiliate program for your business

Starting to work with influencer marketing marketplaces

Tapinfluence

Socialblade for tracking influencer growth

Section 27: Publicity and public relations to get published in industry publications

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10 ways to make your business immediately more newsworthy

Example of a plumber who got publicity by being unique

Section 28: Reverse Publicity method

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REVERSE PUBLICITY METHOD: Can be used on day 1 & get influencers to promote you

How to use your blog to get publicity and position yourself as an authority

How to get noteworthy guests on your show

How publicity will boost your SEO and to get your site to rank in Google

NEW! How to be successful in getting publicity on HARO: step by step

Hashtags to get publicity

Section 29: Press release writing and sending out - good for unique and compelling companies

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Press release section introduction

What are press releases for?

Starting to write the press release with the title

Additional press release headline examples

Subtitle for your press release

Writing the press release as a story and to add keywords

Finishing the press release with bio and contact sections

Another press release example

Duplicate content with press release

Example for a book release

Example of PLR licensing service press release

Submitting the press release

20 websites to promote press releases

Press release results

Press release exercise

Press release exercise - answer

Press release title exercise

Press release title exercise - answer

Section 30: Business development to boost B2B sales

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Business development section introduction

Difference: business development vs. B2C vs. B2B. Long-term strategy

Real life examples of business development options

Introduction to starting to create business relationships

Example of bad business development pitch

Example of my business development cold pitch

Strategies for an initial business development call

Script elements for your first business development call

Starting to create your follow-up email

My example of real follow-up email after an initial meeting

When business development applies

Section 32: How to design your business card

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Body language for successful networking

Short pitch under 30 seconds

Practical example: how to choose from 4,000 ready-made templates

Starting to create your business card

Copywriting for the important elements of your business cards

Back of the card pros and cons

Ready?

B2B Sales Masterclass

About the teacher

BoostMyProfit