What does it take to win in The New Era? 🧐

A proven & iterative playbook that founders, sales leaders and sales reps can adopt to drive a predictable & repeatable sales pipeline

  • Learn about the new era of software sales and the ground rules to succeed as a modern SaaS sellerπŸ¦ΈπŸ»β€β™€οΈ

  • Define your ideal customer profile, buyer personas and buying triggers to compose value-driven messaging β›‘

  • Enhance your outreach efforts with a proven cross-channel outreach blueprint βš”οΈ

  • Create your own personal brand-building playbook to earn to trust & confidence from your target audience on LinkedIn πŸ’πŸ½β€β™‚οΈ

  • Decipher unit economics to land on outreach activity KPIs πŸ‘¨β€πŸ”¬

  • Start the sales process correctly with a robπŸ•΅πŸΌβ€β™€οΈ

  • Deploy an impactful sales tech stack that is best suited to your business πŸ€–

Course curriculum

  • 1

    Welcome To The Program!

    • Welcome

    • What is Pipeline Generation
  • 2

    The Ground Rules of The New Era

    • Chapter Overview

    • Rule #1: Be The Trust Builder

    • Rule #2: The Power is with the Buyer

    • Rule #3: Follow The Correct Prospecting Guide

    • Rule #4: Be a Modern Seller.

    • Chapter Recap & Learnings
  • 3

    Building the "Messaging" Rocket

    • Chapter Overview

    • Cultivate Consistency

    • The Foundation for Consistency

    • The Elevator Pitch

    • Ideal Customer Profile & Buyer Personas

    • Trigger Events

    • Chapter Recap & Learnings
  • 4

    Countdown to Takeoff

    • Chapter Overview

    • An Automated Workflow

    • The Sales Tools Ecosystem

    • Prospecting Part 1: Researching

    • Prospecting Part 2: The Outreach Plays

    • The Sales Engagement Platform

    • Video Prospecting

    • Chapter Recap & Learnings
  • 5

    Rocket Launch 1: The LinkedIn Play

    • Chapter Overview

    • Casting The Reel

    • The Opener Message

    • The Informer Message

    • The New Era Voicemail

    • The Multi-Choice Breakup

    • The Lock-it-in Message

    • Chapter Recap & Tasks
  • 6

    Rocket Launch 2: The Cold Email Plays

    • Chapter Overview

    • Day 1 - 7s

    • Days 8 - 16

    • Day 17 - 24

    • Copy of The Lock-it-in Message

    • Chapter Recap & Learnings
  • 7

    Landing The Rocket

    • Chapter Overview

    • Converting Response Into Disco Call

    • Running a Discovery Call: Outbound

    • Running a Discovery Call: Inbound

    • After The Call - Fuelling The Sales Engine

    • Chapter Recap & Learnings
  • 8

    To Infinity & Beyond

    • Intro to Agile

Instructor

Founder

Dave Sherry

Dave has successfully worked in software sales for the last decade and most recently was the Head of Sales Development at product analytics unicorn Amplitude, before founding Land & Expand.

With experience growing revenue from 0 - $40 million in the EMEA region, he helps early-stage SaaS leaders to accelerate their sales pipeline and closed revenue.

Having overachieved against 23 of his 24 quarterly targets as a BDR, an AE and as a manager, he believes the following sales principles are key to success:

1. Always be authentic & curious

2. If you can automate it, you should

3. Be predictable & consistent in all your sales activities

4. Buyer journey > selling process

5. Don't be afraid to ask for more budget!