Bootstrapped Giants

How to 10x your B2B sales using the Mutual Intro Playbook

Jesse Pujji

Ampush, Gateway X, GrowthAssistant, Aux, and Bootstrapped Giants

Andrew Warner

Bradford & Reed, Grab.com, Mixergy, and Bootstrapped Giants

Jesse will demo the system he used for over a decade to get introductions to new customers.

Get warm leads & introductions

(Hint: it's NOT sales.) We'll take away all the uncertainty and show you the one metric you have to focus on.

Focus on the one metric that matters

Put an end to the "feast or famine" approach. You'll walk away with a system that delivers consistent sales.

Learn the process for getting consistent sales

You'll get clear scripts for getting introductions to warm leads AND we'll teach you how to make them sound natural.

Scripts

Past attendees of this workshop closed sales because of what they learned. Our goal is to get you sales.

Sales from the call

So you want to reach the top of B2B Sales or get there more consistently? It takes a system. Sales Rocket Fuel is that system. Sales Rocket Fuel teaches the best strategies, habits and actionable tips that I've used to become a 4-time #1 Account Executive, 13x Club Winner, and reach the top 1% of Salesforce - 2x. I've sold $50M+ since 2020 alone and have helped hundreds of AEs &amp; also sales teams level up, while having awesome client relationships. I built this course to share what actually works in B2B sales today to be consistently successful. This isn't the "standard" training stuff. Almost every sales&nbsp;training&nbsp;I’ve taken has&nbsp;sucked. If you're looking to level up your B2B sales game, you're in the right place. This is a high-impact, high-energy class designed to help you have your best sales year ever. Over 5 interactive group sessions, you'll level up your sales skills across the entire sales process, along with your mindset &amp; your habits to unleash your potential. We'll cover the entire sales cycle - your mindset, your habits &amp; your sales skills across these areas: 1. Get inspired with bigger, SMARTER goals for your Professional and personal life to ignite your motivation. Then build powerful habits, and leverage accountability to make them happen. 2. Build powerful prospecting messages that get executives attention. Want to see how we got a Yes from Mark Cuban on the first email? 3. Ask Powerful Discovery Questions and build compelling, ROI driven presentations that close multi-million dollar deals 4. Build powerful relationships with the power of moments and growing accounts with raving fans. 5. Closing deals, building industry expertise &amp; how to focus on activities that drive revenue. Each class includes action items so you'll drive immediate and lasting results. You'll get 90 mins / week of video spaced out over 5 weeks, and live workshops each week to put the ideas into action and cover questions as you level up each step of your sales process. This program has been battle-tested for years. Join the next cohort and see why people are saying, "Sales Rocket Fuel was one of the most valuable things I’ve ever done for my career."

Sales Rocket Fuel: 5-Week System for Top 1 Percent B2B Sales

<ul><li>Set big, inspiring professional and personal goals with actionable steps.</li><li>Take consistent action &amp; overcome fear of change with small steps</li><li>Build lasting consistent habits for success on repeat with proven frameworks&nbsp;</li><li>Mindset + Habits + consistent action lead to big results!&nbsp;</li><li>Learn to compete against yourself, not others to have your best year yet</li></ul>

WEEK 1: CRUSH YOUR GOALS WITH HABITS & SYSTEMS!
 

<ul><li>Want to see how I helped a friend get a yes from Mark Cuban?</li><li>Leverage proven prospecting tips to reach more C-Level executives</li><li>Previous Sales Rocket Fuel students are reaching Fortune 500 C-Level executives&nbsp;</li><li>Use Moneyball hacks to focus on the right accounts in your territory</li><li>Using your brain &amp; the human touch, but leveraging AI for research </li></ul>

WEEK 2: REACHING THE C-LEVEL (CA$H-LEVEL)  

<ul><li>Ask powerful discovery questions &amp; help your clients crush their goals (not just solve their pains, you’ve heard that 100x already).</li><li>Have deeper conversations &amp; more engaging conversations.&nbsp;&nbsp;</li><li>Create compelling, high-impact that WOW customers &amp; close huge deals</li><li>Create compelling value &amp; ROI driven presentations </li><li>Use social proof &amp; customer stories</li></ul>

WEEK 3: ASK POWERFUL DISCOVERY QUESTIONS + HIGH-IMPACT PRESENTATIONS
 

<ul><li>Can you create raving fans who love working with you?&nbsp;</li><li>Build genuinely meaningful, memorable client relationships &amp;&nbsp;happy customers.</li><li>Harness the Power of Moments &amp; how to create them.</li><li>Dive into pricing psychology &amp; positioning to make your year-making proposals a no-brainer!</li></ul>

WEEK 4: GROW ACCOUNTS WITH RAVING FANS + MULTI-MILLION DOLLAR PROPOSALS
 

<ul><li>Negotiation tips &amp; strategies to close the deals of your career.</li><li>How to network, build mastermind groups with top Account Executives &amp; to replicate their success.</li><li>Become an industry expert to better advise customers &amp; become a trusted advisor</li><li>Tips on hot topics like sales minimalism, focus &amp; blocking the noise, and managing yourself. </li></ul>

WEEK 5: SURROUND YOURSELF WITH WINNERS + CLOSING DEALS

Each week, you'll get videos + live workshops to put ideas into action. Over 5 Weeks of Workshops we will:<ul><li>Build your goals template with monthly process to stay on track</li><li>Build prospecting messages for a target account</li><li>Practice a presentation for a big meeting</li><li>Build relationships faster</li><li>Hack your calendar &amp; learn from other top salespeople</li></ul>

Workshops throughout the 5 weeks to put the ideas into action 

Course syllabus

Live workshop + Q&amp;A for each week's course material. All live sessions will be recorded &amp; shared.

Weekly Live Workshops (7.5 hours total)

Each of the 5 weeks has approximately 75-90 mins of high-quality video content for self-study that we will discuss in the class. One student said this video content was "one of the most engaging trainings I've ever listened to."

Engaging Weekly Video Content (8 hours total)

Course schedule

Experienced Salespeople seeking to consistently crush quota or looking for the edge to reach elite sales performance

Salespeople in a new role or company, such as a new job, new territory, between jobs or recently promoted - looking to crush their quota

Founders &amp; Small Business Owners seeking repeatable frameworks and a proven process to drive growth

Who is this course for

What you’ll get out of this course

<ul><li>Almost every sales&nbsp;training&nbsp;I’ve taken has&nbsp;sucked. I built this course to share what actually works in B2B sales today.</li><li>This course teaches the best strategies and actionable tips that I've used to become a 4-time #1 Account Executive and reach the top 1% of Salesforce — twice.</li></ul>

Different — and better — sales strategies that actually works, from a top 1% seller in B2B SaaS

<ul><li>Get proven resources &amp; playbooks throughout the sales cycle</li><li>Take action each week with tips to improve your process and mindset.</li></ul>

A proven step-by-step playbook & resources to grow your business from 13x Club Winner who sold $50M+ since 2020

<ul><li>Follow a proven process to turn your goals &amp; dreams into reality</li><li>Set exciting, SMARTER goals that ignite your drive.</li><li>Build new habits to drive consistent results &amp; implement change both personally and for clients.</li><li>Leverage Sales Rocket Fuel systems for consistent success</li></ul>

Set SMARTER goals and build new habits

<ul><li>Maximize your sales performance by making both subtle and dramatic shifts in how you think about your customers and each step of the sales process.</li><li>Discover how you think — and what you think — to inspire change in yourself and in your clients.</li></ul>

Improve your mindset & get fired up!
 

<ul><li>Prioritizing your territory &amp; focusing on the right accounts is key, many people make huge mistakes here. Learn better ways.</li><li>Ask Powerful Discovery questions &amp; help your clients crush their goals. Stop qualifying so much &amp; have deeper + more engaging conversations.</li></ul>

Hack your territory & Ask Powerful Discovery Questions

<ul><li>Grow your network and join a community of salespeople committed to excellence.</li><li>Gain accountability and feedback as you workshop new ideas throughout the sales process.</li></ul>

Grow your network and drive meaningful change to grow your sales
 

<ul><li>Everyone knows that relationships are key - but do you know how to build them fast? We cover specific strategies on how to build genuine relationships faster &amp; help your clients win</li><li>Leverage the Power of Moments &amp; learn strategies on how to create them.</li></ul>

Create Raving fans who love working with you, build relationships faster & create powerful, memorable moments with clients

<ul><li>Create compelling, high-impact presentations that engage and educate your customers. </li><li>Craft a story with strong ROI that wows them!</li></ul>

Leverage the power of Million$ and create compelling, high impact presentations

<ul><li>Almost every salesperson struggles with one of these: anxiety, confidence, fear, perfectionism, overdrive, time management. </li><li>This is not professional therapy but we will work on identifying your barrier that holds you back &amp; unblocking it so you can get to the next level.</li></ul>

What's holding you back? Unblock it.

Grow your B2B sales skills, mindset & habits. Learn from $50M+ seller, 15/17 years over quota with a proven repeatable system for success

Waste-Dynamics

November-Dec Q4 Blitz

Chris Bogdan - CEO Sales Rocket Fuel

4 Time #1 Account Executive.  AE at Salesforce / MuleSoft. CEO at Sales Rocket Fuel. 

Docusign MM Install Q4 2024

2025: Q1 Fast Start

If you saw me on Lenny's Podcast, you know that my work is based on science, not theory. Selling yourself and your ideas, being understood, gaining trust, and being more fully appreciated doesn't have to be a mystery, and you don't have to trust someone's personal theories and experience. Science holds the answers, and they are crystal clear, extremely effective, and work fast. You actually need to learn how to position yourself (and your team, if you lead one), at two levels to succeed: The Macro LevelWhen you're explaining what you're all about, giving your elevator speech, sharing a presentation about your team's capabilities and value, meeting people for the first time, or interviewing, these are examples of selling yourself and your ideas at the macro level. Success at the macro level gets you opportunities, jobs, customers, and establishes a clearer understanding of what you can really do. If you've ever felt misunderstood, that your job or team is under-appreciated, or that you've been unable to stand out in interviews or sales, it's because of your macro positioning. It's something you can learn to do masterfully, using simple and comfortable ideas to get through to people. The Micro LevelWhen you're in meetings, debates, pitching ideas, trying to warn people of flaws, sending project updates, and more, you're selling yourself and your ideas at the micro level. Success at the micro level is how you get yesses to ideas, approval to move ahead with plans, it's how you influence decisions, and it's how you effectively warn people so we avoid mistakes. Success at the micro level gets you influence, impact, trust, a voice, gravitas, and confidence. If you've ever felt like your ideas, warnings, or points aren't getting through, that you aren't taken seriously as a presence in the room, and that you were unable to influence decisions and help the team avoid mistakes, it's because of this micro influence. These are skills you can master. Why is selling yourself so hard? This stuff is hard for two reasons. First, the human brain requires very specific approaches to communication, influence, and building a real understanding. By default, brains don't ship from the factory making any of these things easy or intuitive. Second, people's brains work really differently. You are going to work with a range of different types of people, and you must understand how they think and what makes their mind unique before you can be successful with them. What works for one type of person doesn't work for another. One thing that is going to set this course apart, making it different than anything else out there about influence, is we are going to explore what is actually happening in the human mind. The human mind is the critical factor in all influence and positioning, and if you don't understand how people's minds work, you're at a huge disadvantage when it comes to selling yourself and your ideas. You'll be surprised to find out what science knows about influence and what is happening in the mind. We aren't just going to explore what "works" for people, in the sense of tactics and recipes. You're also going to have a dynamic understanding of why and when it works, too. This makes you flexible and versatile, tapping into deeper principles you actually understand instead of surface level recipes and tactics.

Learn what science knows about selling yourself and your ideas


Provide a brief description for each module as a way to sell the value of what students will be learning throughout the course.

First Module

Second Module

Third Module

Feel free to type out dates as your title as a way to communicate information about specific live sessions or other events.

Friday, November 8th


Schedule items can also be used to convey commitments outside of specific time slots (like weekly projects or daily office hours).

Weekly projects

People whose jobs and careers depend on influence and being understood: - Founders, Leaders &amp; Managers- Product- Analytics- UX, etc.

People who feel imposter syndrome, struggle with assertiveness, feel too blunt, or just want to radically uplevel their effectiveness.

People who are actively interviewing or who want to stand out the next time they do. ﻿Stand out from the crowd.

You'll have this content forever, and it's structured to be a resource you can reference in the future. While it's great if you can come to some or all of the live session, this resource is what's most valuable.

A resource you can keep revisiting


You will understand other people's minds, find the best paths to connect with them, and become more strategic.

Say goodbye to frustration and confusion


Many professionals are not appreciated because other people don't understand what they do and why it matters. Learn how to position yourself properly in people's minds so they value you and what you have to contribute.

Be understood, and valued


If you are in product, engineering, design, analytics, customer success, or a number of other fields that are influence-based, it's hard for your team to thrive if the broader business misunderstands you and the value you produce. We will clear that up with powerful branding.

Position your craft, your team, and its brand properly


Once you are properly positioned and understood, you'll have a platform to make your ideas more compelling, your warnings more convincing, and your everyday interactions create a reputation that works as an asset instead of a liability.

Find success in ideas, warnings, and everyday interactions


I coach many people who are better than they realize, but their humility comes across as uncertainty, causing a number of issues downstream with their influence. We'll explore how to have a more powerful and comfortable form of confidence and presence in the course.

Gain confidence and presence in front of executives (or anyone)


Master positioning yourself, your team, and your ideas. Be understood, trusted, believed, and appreciated.


Evan LaPointe

I founded several companies. Sold the last one to Adobe. Now, I help people win.

Cohort 2

Get 2025 Started Right

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.

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

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

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.  

<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

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

Scott Peterson

Founder & Principal of Carver Peterson Consulting

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

Beyond the Founder Rainmaker - Cohort 4 (Aug / Sept)

Cohort 5

Most people think that corporate partnerships are about selling and pitching, it’s really about listening, planning, and collaborating. Position your startup to work with corporates and win that first pilot, proof-of-concept, or deal.

Stop pitching and start listening

<ul><li>Knowing who is the customer is not always as easy as it seems and picking the right markets to focus on is life or death for your startup.</li></ul>

What markets do you want to reach?

<ul><li>You'll be able to identify key decision makers in your target customer and tailor your message to speak directly to them. </li><li>﻿You'll practice finding and listening for keywords that point to their biggest pain points which keep them up at night.</li></ul>

How do you map stakeholders?

<ul><li>See what it takes to get people over the hump and try before they buy. </li><li>Find ways for you to introduce new concepts and behaviors into a big company culture.</li></ul>

De-risking your solution

<ul><li>Demonstrate the case studies or proof points you need to keep growing and eventually scale!</li></ul>

Get the social proof to scale

Let's plan to test, learn, and iterate right away in your business.

Course Schedule

Founders and CEOsYou want to be more strategic in your approach when identifying the best markets and industries.

Business DevelopersYou want to find the right decision makers and establish traction by partnering with big companies.

Marketers and Product ManagersYou want to make progress even if you don't have product-market fit. We'll focus on how to get going.

Key outcomes

Be more strategic when it comes to market size and sectors, find the best industries and decision makers who need their products, then understand how these prospects think.&nbsp;

Get the right strategic footing

Conduct world class customer development. Everyone's got problems in big companies. So are you good at identifying them? That's the secret to great customer development that makes your product better and creates new channels for your business.

Solve Valuable Problems for your Future Customers

How do you ask people to take a bet on you? I'll share the importance of building a pilot program. Together, we'll go create one. You will de-risk your startup's product/service for decision-makers so they will advocate for you.

De-Risk your Solution for Decision Makers

You'll need social proof to succeed. Turns that first win into a compelling case study for others to follow

Develop Results that Produce Momentum

Discover the secrets to influencing decision-makers and designing a pilot program that gets a YES. (Now in a one-day workshop).

Lightning Lessons

How to 10x your B2B sales using the Mutual Intro Playbook