SomeRandom

Account Executive, Mid Market

Comprehensive Bible for Prospecting, Cold OB?

Hey War Room -- happy holiday weekend!

I'm looking to seriously level up my prospecting game. Let's assume I'm a complete noob when it comes to two skills -- prospecting, and cold outreach/ outbound sales.

What course, book, tool, etc would you recommend I get into? Is there a comprehensive course/ guide that you would recommend for either or both of these skills?

Context is ok here -- my employer is primarily on an IB motion. Let's say 80 - 90% IB and 20 - 10% OB. I want to flip that on its head though, and seriously smash cold-calling, prospecting, and the OB sales motion.

Thanks and happy selling!

🔎 Prospecting

📞 Cold Calling

🥎 Training

17 comments

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braintank

Politicker

Enterprise Account Executive

30 minutes to president's club podcast is a good place to start

SomeRandom

Valued Contributor

Account Executive, Mid Market

Thanks for this recommendation -- listened to my first episode yesterday and now know why you recommended it!

CuriousFox

WR Officer

🦊

Ask other AEs. Trial and error. Learn by doing.

jefe

Arsonist

🍁

Always the best approach.

SomeRandom

Valued Contributor

Account Executive, Mid Market

💯 just put in a slack to see who would be interested in mentoring in this area. Thanks for chiming in!

Gasty

Notable Contributor

War Room Community Manager

I learned through trial and error. But by bit. Piece by piece. Every single day. For the last 7 years.

The problem with BIbles / Playbooks is once they're completed, the Market changes and makes them redundant af.

SomeRandom

Valued Contributor

Account Executive, Mid Market

I feel this. I ran a search on prospecting courses and some of them were created in (and haven't been updated since) 2017! blegh. 🤮

TennisandSales

Politicker

Head Of Sales

i like gap selling as an overall "methodology" to follow and then you just have to tinker with the details and specifics.

ill tell you what I tell everyone.

find 1 or 2 ppl that you align with and follow them. too much noise will leave you spinning.

then pick one aspect and go deep. dont try to be an expert at everything all at once.

good luck

SomeRandom

Valued Contributor

Account Executive, Mid Market

Thanks for this feedback! Josh Braun is one person I like, I'll probably give him a shot

Sunbunny31

Politicker

Sr Sales Executive 🐰

Is there anybody at your company who you could shadow?

The podcast recommended by braintank is also a good one that you can do on your own.

You can also search for "best sales books" or similar here, and use those to build your own knowledge in your spare time.

SomeRandom

Valued Contributor

Account Executive, Mid Market

Thanks yea "Fanatical Prospecting" was recommended as a good book and am trying to pinpoint a mentor on my team today!

Salesandcoffeedude

Valued Contributor

Business Development Representative

Jason Bay, blissful prospecting - listen to the podcast and implement

andrewwmillerr

Personal Narrative

Josh Braun
JB On-demand
Pattern breakers

SomeRandom

Valued Contributor

Account Executive, Mid Market

I love josh braun

IYNFYL

Politicker

Enterprise SaaS AE

Sell/prospect with the mindset if you were getting that communication would you open/respond to it. I know it's basic but many people don't have that thought process.

SgtAE

WR Officer

made 1200 calls last month, Zoominfo, and a dialler.

Write a script for your persona, mass sequence and dial everyday, You get better at cold calling the more calls you make.

Even better if you're using outreach and you can tap your manager for budget. Use something like orum for auto dialling

like https://www.orum.com/

dealdaddy87

CEO & Founder

Fanatical Prospecting + start using video/audio messages on LinkedIN

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SomeRandom

Comprehensive Bible for Prospecting, Cold OB?

17 comments

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