The goals of “How to Build a Sales Machine” course include:

• Gain insights into the importance of Sales Development Representatives (SDRs) and determine the stages of a company where an SDR team is needed.
• Learn about the essential tools for SDRs and acquire the skills to construct effective email and communication sequences that result in conversions.
• Develop the ability to qualify leads and efficiently pass them on to account executives for successful deal closures.
• Explore strategies for motivating SDRs to proactively engage with new leads, qualify them, and drive them through the sales funnel.
• Understand the concept of Value Selling through exercises and questions, identifying who a Value Seller is and how to sell for value.
• Navigate the process of handling inbound leads, including preparation before calls, activities during calls, and post-call actions.
• Delve into the world of Outbound (OB) leads, identifying the Ideal Customer Profile (ICP), necessary tools, and methods for approaching, qualifying, and responding to different feedback from OB leads.
• Learn the intricacies of Outreach (OR) sequences, including types based on lead origin, steps in an effective sequence, and how to interpret alerts for appropriate next steps. Understand when to pause or stop an OR sequence and alternative actions to take.