How Cold Calling 2.0 Works, The Process Get Clear on Your Ideal Customer Profile (“ICP”) Building Your List of Targets Run Outbound Email Campaigns Sell the Dream Pass the Baton (When Is an Opportunity Qualified?) Improve Call Effectiveness without Scripts Move Prospects through “Account Status” Assembly Line Stages SDR Compensation SDRs: Account Executives Are Your Customers Example Simplified Training Plan for a New SDR CHAPTER 4: Prospecting Best Practices A “Day in The Life” (SDR Example) The Top 6 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 CHAPTER 5: Sales Best Practices 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 Conversation 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