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Early-stage prospecting and pipeline building
4.8 (12)
8 Days
·Cohort-based Course
Build a warm outreach motion to connect with prospects who are likely to buy from you.
Early-stage prospecting and pipeline building
4.8 (12)
8 Days
·Cohort-based Course
Build a warm outreach motion to connect with prospects who are likely to buy from you.
Course overview
Cold outbound is dead. Use warm outreach to connect with your best prospects.
This cohort-based course is for early-stage founders and GTM leaders who are struggling to get results from cold outbound and are looking to stand up and scale a warm outreach program.
Through a 2-week series of self-paced lessons, async projects and live group workshop discussions you'll learn and apply the frameworks for:
- Refining your ideal customer profile
- Writing engaging messaging
- Finding relevant prospects in your network
- Building a process to book meetings
The course includes:
- 4x modules of self-paced lessons to learn frameworks for early-stage warm outreach (ICP, messaging, warm outreach)
- 2x mini projects where you'll apply the frameworks to your own business, refining your existing ICP and messaging.
- 2x live workshops where you'll present your ICP and messaging projects and get feedback.
- Post course access to Arnie to discuss your warm outreach progress.
For early-stage founders and sales leaders
01
Early-stage founders who are struggling to build pipeline at a consistent rate.
02
Early-stage GTM leaders who are looking for an effective alternative to cold outbound.
03
Founders from product backgrounds who are new to sales and looking to learn warm outreach.
What you’ll get out of this course
A precise ideal customer profile that focuses on people who are likely to buy from you
- Learn the framework for refining an ideal customer profile to focus on your highest value prospects.
- Apply the framework in a project to refine your own ideal customer profile.
- Optimize your ICP in a live workshop focused on discussion, feedback and Q&A.
Strong and relevant messaging that will engage your prospects
- Learn the framework for creating high impact messaging that cuts through the noise.
- Apply the framework in a project to write your own outreach messaging.
- Optimize your messaging in a live workshop focused on discussion, feedback and Q&A.
A target list of prospects in your extended network
- Learn the framework for finding companies and people in your extended network who match your ICP.
- Apply the framework in a project to build your own target list using your LinkedIn account.
- Optimize your target list in a live workshop focused on discussion, feedback and Q&A.
A process to use your extended network to build your pipeline
- Learn the process for generating warm introductions through connectors in your network.
- Apply the process to book meetings with your prospects.
- Optimize your process in a live check-in session focused on reviewing your results and Q&A.
This course includes
3 interactive live sessions
Lifetime access to course materials
14 in-depth lessons
Direct access to instructor
2 projects to apply learnings
Guided feedback & reflection
Private community of peers
Course certificate upon completion
Maven Satisfaction Guarantee
This course is backed by Maven’s guarantee. You can receive a full refund within 14 days after the course ends, provided you meet the completion criteria in our refund policy.
Early-stage prospecting and pipeline building
Course syllabus
01
How to refine your ideal customer profile
What is an ideal customer profile
Good and bad examples
Framework for an idea customer profile
How to do a segment growth & win/loss analysis to figure out your ideal company profile
How to conduct deal reviews to figure out your ideal buyer personas
How to write discovery questions to quickly surface your buyers' needs
Workshop your own ICP
02
How to build your target account list
What is a target account list
Common mistakes to avoid
Framework for building a target account list
How to find target accounts in your network
How to identify the right contacts
How to research target accounts and contacts to find a reason to connect
03
How to create engaging messaging
Framework for writing messaging
Good and bad examples of outreach messaging
How to use industry and competitor insights to drive engagement
Workshop your own messaging
04
How to build a warm outreach process
Comparing the results of cold outreach vs warm outreach
Framework for generating warm introductions
How to find and organize relevant connections in your network
Examples of how to ask for warm connections
Case studies of 3 startups that used warm outreach to replace cold outreach
Workshop your own connections
4.8 (12 ratings)
What students are saying
Meet your instructor
Arnie Gullov-Singh | 3x startup CRO
Fractional CRO for startups
Arnie coaches early-stage startup founders and revenue leaders on fixing their go-to-market strategy and writes a popular newsletter called The Revenue Architect.
He's coached and advised 100 early-stage startups over the past 10 years and was previously the full time Chief Revenue Officer of Polyvore (which he sold for $250M), Quora (where he 2x-ed revenue) and Ethena.
Arnie started his career as a product and engineering leader and became the CEO of a Series A startup, so he knows just how hard it is for first-time founders to figure out sales and how helpful it is to have an expert to guide you through it.
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Early-stage prospecting and pipeline building
Course schedule
6 hours across 8 days
Kick off call
Thursday at 10-10.45am PST
We use the kick off call to meet the cohort, review the syllabus and discuss what goes into a precise ICP.
Live workshops
Tuesday and Thursday at 10-11.30am PST
The course includes two live workshops.
- The first workshop focuses on refining your ICP.
- The second workshop focuses on writing outreach messaging.
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