The Most Important First Step Why Sales Development and Market Response Should Be Separated The Source Of Predictability: Cold Calling 2.0 Funnel How Cold Calling 2.0 Works, The Process Step 1: Get Clear On Your Ideal Customer Profile Step 2: Building Your List Of Targets DataSalad: Fresh B2B Marketing Data Step 3: Run Outbound Email Campaigns Step 4: Sell The Dream Step 5: Pass The Baton (When Is An Opportunity Qualified?) Improve Call Effectiveness Without Scripts Move Prospects Through “Account Status” Assembly Line Stages SDRs: Account Executives Are Your Customers 4 A “Day in the Life” (SDR Example) The Top Six Prospecting Mistakes Reps Make My Favorite Prospecting Questions 7 Quick Prospecting Tricks Time Management and Focus Tip: “3 Goals For The Day” Example Dashboards In Salesforce.com 5 Sell To Success 9 Ways You Lengthen Your Sales Cycles Obsess About the Decision Making Process, Not The Decision Maker 9 Steps To Create Free Trials That Maximize Conversion Rates A 3-Hour-and-15-Minute Sales Process Killer Salespeople Uncover True Problems Behind Desired Solutions Prospects Should Earn Proposals My Favorite Sales Call Question Of All Time 6 Distinguishing Leads: “Seeds, Nets and Spears” Defining Prospects, Leads, Opportunities, Clients and Champions Use “Layers Of The Onion” To Sell For You How To Generate A Steady Flow Of Inbound Leads Marketing Automation Best Practices: “How Marketo Uses Marketo” How Marketo Efficiently Nurtures, Scores And Delivers Tons Of Qualified Leads To Sales Maximize Your ROI From Tradeshows and Conferences 7