Helping Founder Rainmakers build high-performing sales teams so they can confidently grow & scale.

Beyond the Founder Rainmaker - Cohort 3

Replace unpredictability with intentionality through a focused sales strategy and an effective & consistent outbound approach.

Scott Peterson

Founder & Principal of Carver Peterson Consulting

Beyond the Founder Rainmaker - Building your Outbound Sales Strategy

Carver Peterson

Aerotek

Over 6 weeks, you'll be led through a step-by-step process that will focus your sales &amp; marketing team's time, energy, and resources on prospects that drive sustainable, long-term growth rather than winning more mediocre clients who come &amp; go. You will develop a tailored, yet repeatable approach to identify, initiate and incorporate key stakeholders in your sales process in order to build a healthy top-of-funnel. This "live" coaching offers a hands-on transformative experience, led by a 20+ year sales expert, alongside a group of smart and driven growth leaders like yourself. The frameworks and models taught are the same techniques employed in Fortune 500, mid-market and entrepreneurial organizations. As a growth leader, it is your responsibility to replace unpredictability with intentionality. ************************************************** This cohort is for you if you are a growth-minded leader who wants to build, grow &amp; scale but is frustrated with the lack of performance from your sales &amp; marketing team. This cohort is for you if you have a small percentage of clients who drive a large percentage of revenue.&nbsp;You have a high-dollar, custom or complex offering and you compete on value vs. price. You are the “rainmaker” while others have struggled to win the “right” types of clients. This cohort is for you if you have experienced turnover in sales.&nbsp;You have probably overpaid for the experienced “rolodex” salesperson and have grown frustrated by the quality &amp; quantity of meetings from junior salespeople. You have gone back &amp; forth on wearing the sales “leader” hat and realize the only way to reach your desired future state is by scaling beyond yourself.&nbsp; This cohort is for you if you have limited bandwidth within your sales &amp; marketing team and need to maximize your time, energy &amp; resources.&nbsp;

Focus your strategy and build your effective outbound sales engine.

Founder Rainmakers who have won the majority of their best clients and need a sales team that is capable of winning the "right" new logos.

Sales Leaders who have taken the reins from the Founder Rainmaker and are responsible for building a high-performing sales engine.

For growth-minded leaders who are looking to achieve predictable revenue and build, grow, and scale with confidence.  

What you’ll get out of this course

<ul><li>Learn: our 2x2 client matrix including your "Blue Chip" &amp; "Graveyard" client profiles.</li><li>Apply: identify the small # of clients who are driving the majority of your revenue and uncover the unique characteristics that set them apart (demographics, psychographics, trigger events).</li></ul>

Tight & refined "Blue Chip" client profile to focus your business development efforts on your high valued prospects

<ul><li>Learn: build / refine key stakeholders' personas including the 4P's (primary responsibilities, performance measures, problems &amp; positive outcomes.</li><li>Apply: include these key stakeholders in your sales process to create alignment and momentum toward a final decision.</li></ul>

Identify and understand the key stakeholders within your "Blue Chip" prospects

<ul><li>Learn: how to leverage your unique and comparative differentiators to tailor your value messaging to the key stakeholders within your "Blue Chip" prospects.</li><li>Apply: build a tight and unique value proposition statement for each key stakeholder in your outbound approach.</li></ul>

Tailored value messaging to pique interest and gain connection with your "Blue Chip" prospects

<ul><li>Learn: how to maximize your sales team's time &amp; energy by building a "Blue Chip" prospecting list.</li><li>Apply: build a list of "Blue Chip" prospects including the key stakeholders to initiate your outreach.</li></ul>

Tight & targeted prospecting list aligned to your "Blue Chip" client profile

<ul><li>Learn: how to design your outreach communication &amp; cadence using a 3-pronged approach (LinkedIn, email &amp; voicemail). </li><li>Apply: be seen, heard, and felt with a primary focus on adding value and gaining connection.</li></ul>

Thoughtful and valuable outreach communication & cadence with your "Blue Chip" prospects

Refine your "Blue Chip" client profile by identifying their unique demographics, psychographics and trigger events to center our aim. We will define your "Graveyard" client profile to avoid &amp; disqualify as well.

Define your "Blue Chip" client profile
 

Develop buyer personas for the key stakeholders involved in your buying journey including their primary responsibilities, performance measures, problems &amp; positive outcomes.

Identify & understand the key stakeholders within your Blue Chip client profile

Tailor your unique and comparative differentiators to the priorities, problems &amp; positive outcomes of the key stakeholders within your Blue Chip prospects.

Tailor your unique & comparative differentiators to your Blue Chip prospects

Using your "Blue Chip" client profile identify a list of prospects that have a high likelihood of connecting and becoming a "Blue Chip" client.&nbsp; Identify the top 3-4 key stakeholders per prospect to initiate your outreach and include in your sales process.

Build your TOP 25 "Blue Chip" Prospect List

Customize your Outreach Communication and Cadence

Course syllabus

Co-Founder & Chief Executive Officer of Blue Margin

Chief Operating Officer of AMS Performance

Founder & CEO of Corporate Settlement Solutions

Hear from some of Carver Peterson's current & former clients

Meet your instructor

Each live session is focused on introducing, teaching and customizing a unique framework to your business.

6 Live sessions (January 30 - March 6)

Projects will be introduced and become available at each session.

Self-paced projects

Course schedule

This course builds on live workshops and hands-on projects

Active hands-on learning

You’ll be interacting with other learners through breakout rooms and project teams

Interactive and project-based

Join a community of like-minded people who want to learn and grow alongside you

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