UPDATE: A big thank you to our amazing partners SalesLoft, Costello, Dialpad, LeadIQ, and WorkRamp for helping subsidize the cost in order to make the Keep Dialing workshop in Austin more accessible to all. The cost for the remaining seats has been reduced in half from $250 to $125!

The Keep Dialing 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 Austin Workshop?

Questions about the Austin 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 – how to stay relevant in the age of technology and automation

• The science and the art of selling

• The fundamental process of Sales

DEFINING THE TARGET

• The details of your Ideal Customer Profile (ICP)

• Tiering your accounts to align your approaches

• How to speak the language of your audience

• EXERCISE - Developing Your Ideal Customer Profile

• Identify the top 3-5 personas your solution adds the most value to

• Research top 3 priorities and top 3 challenges for each persona

• Identify components of your solution that address each priority and challenge from your ICP

• Develop the expected results the prospect should expect when applying the component of your solution to each priority and challenge

DEVELOPING THE MESSAGE

• Why most Elevator Pitches fail

• The characteristics of effective Attention Grabbers

• EXERCISE - Develop your Attention Grabbers

• Create Attention Grabber messaging that combines the different persona priorities and challenges with the components of your solutions that drive specific results.

• Develop 2-3 “go to” questions specific to each persona

• Define the most common potential objections by persona and your responses to each

DELIVERING THE MESSAGE

• The Winning Call Equation

• EXERCISE - Develop Your Winning Call

• Develop your Winning Call “script” to a specific persona that includes an Attention Grabber, specific questions, and responses to objections

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