$499

Filling the Funnel Workshop With John Barrows

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Salesforce

5 Wall Street

Burlington, MA 01803

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Join us at the SalesForce office in Burlington MA!

About this Event

The Filling the Funnel workshop will teach you a specific structure of how to create sales-ready messaging that focuses on the specific personas you want to get meetings with and help you differentiate from your competition. We will then show you how to implement this messaging into proven call, e-mail and contact strategies that you can implement to drive immediate results.

Tickets include access to our 2019 Executive Priorities ($199 value). Lunch will be provided.

Questions about the Burlington Workshop?

Questions about the Burlington workshop, including team tickets or private training for your team? Get in touch with us here or contact Chris Merrill directly, chris@jbarrows.com.

Workshop Agenda:

SETTING THE STAGE

The Death of the Average Sales Rep

Context over content

The Science vs the Art of Sales

Know Your Success Equation

The true process of Sales – AIDA

YOUR IDEAL CUSTOMER PROFILE (ICP)

The details of account segmentation and prioritization

Your tailored, targeted and templated approaches to each segment

Efficient research to find the triggers/reason to reach out to your accounts

Setting up your social channels to listen and build your personal brand to your ICP

EXERCISE: Research to find triggers/reasons to reach out to one of your Tier1 target accounts

YOUR TARGET PERSONAS

The Power Line and pros/cons of top-down versus bottom-up approach

Understanding the current top priorities and challenges of the executives you reach out to so you can speak their language

EXERCISE: Research the top priorities and challenges of the person you want to reach out to in the Tier1 account you researched in the previous exercise

DEVELOPING THE MESSAGE

The problem with most elevator pitches

Characteristics of effective ‘Attention Grabbers’ that earn interest in the first 5-15 seconds

Messaging Formula to generate multiple Attention Grabbing Statements you can use in your e-mails and calls

EXERCISE: Develop an Attention-Grabbing statement to connect with the trigger, priority or challenge you uncovered in the previous exercise

DELIVERING YOUR MESSAGE (E-MAIL)

The optimal amount of personalization in an e-mail

E-mail examples and templates

LIVE APPLICATION: Develop and send an e-mail to a key executive at a target account using your ‘trigger’ and ‘Attention Grabber’ developed in the previous exercises

DELIVERING YOUR MESSAGE (PHONE)

The difference between weak and powerful introductions over the phone

Breaking through the noise with calls and voice mails that get a response using the “Winning Call” structure

TRACK, MEASURE & IMPROVE

Defining your approaches so you can split test them to find out what works

The optimal contact strategy/cadence

Owning your calendar

Creating your routine to drive consistent results

What previous workshop attendees are saying:

"Our pain points before the workshop were being active listeners and able to effectively handle objections. We worked through these during the workshop, and in our first 90-minute call blitz after the workshop, our team booked 29 meetings."

-Sales Development Associate, selling into the Healthcare Space

"I've been to a lot sales training in my 25year sales career. John and company absolutely crushed it today! Quiver’s restocked with new ammo and I’m recharged for the hunt again."

-Les V, 25-year Sales Veteran

About our Workshop Partners

SalesLoft

SalesLoft is the leading sales engagement platform, helping sales organizations to deliver a better sales experience for their customers. More than 2,000 customers, including Square, MuleSoft, WeWork, and Dell, use the company’s category-leading sales engagement platform to engage in more relevant, authentic and sincere ways.

Headquartered in Atlanta, SalesLoft has additional locations in San Francisco, New York City and Guadalajara, Mexico. SalesLoft has more than 375 employees and was recognized as the #1 best place to work in Atlanta the past two years. The company was also named the 7th Fastest-Growing Technology Company in North America by Deloitte. For more information on SalesLoft and how to deliver a better sales experience, visit http://www.salesloft.com.

LeadIQ

Your prospect’s name, title, and company aren’t enough to prospect. LeadIQ makes it easy for sales to research prospects first on the web, while automating the annoying parts of prospect. Find contact data, and push your prospects right into your favorite sales tools, all in one click, without leaving the place you are reading about your prospects. To learn more visit https://leadiq.com

Costello

A.I. powered sales playbook software that shows your sales team what questions win deals and reminds them to ask them at the right time. Learn more https://andcostello.com

WorkRamp

WorkRamp is powerful training software that helps sales teams execute better. From onboarding and certifications, to detailed reporting within Salesforce.com, WorkRamp is the learning platform of choice for the world's top sales organizations. See why companies like Zoom, Square, and Slack use WorkRamp to reduce ramp time and improve rep effectiveness by visiting https://www.workramp.com.

Dialpad

Dialpad Sell is a business phone system for modern sales teams that improves calls as they're happening by providing real-time coaching and conversational insights. These insights help reps close more deals, managers become better coaches, and teams become more productive. Learn more at https://www.dialpad.com

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Date and Time

Location

Salesforce

5 Wall Street

Burlington, MA 01803

View Map

Refund Policy

Contact the organizer to request a refund.

Eventbrite's fee is nonrefundable.

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