Bootstrapped Giants

How to use my playbook (which closes $20MM/yr in b2b sales)

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

Docusign MM Install Q4 2024

November-Dec Q4 Blitz

Chris Bogdan - CEO Sales Rocket Fuel

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

Karbon & Sales Rocket Fuel 

2025: Q1 Fast Start

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 (Oct. 16 - Nov. 20)

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.

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

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

Scott Peterson

Founder & Principal of Carver Peterson Consulting

Beyond the Founder Rainmaker - Cohort 3

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.

Weekly projects

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).

Vijay Rajendran

20+ years of investing in and supporting entrepreneurs on their journeys

Cohort 7

Cohort 8

If you’re a founder with institutional backing, you’re probably doing a lot right. But if you’re a technical founder, you might be in unfamiliar territory. Building the product is one thing, but now you need to sell and market it—or hire and manage those who do. In short, you need to nail go-to-market (GTM). To succeed, founders need to figure out GTM early because everything hinges on it. Not only does more revenue mean more cash and less dilution, it also means better metrics and higher valuations–for each round, and for your exit. It’s hard to trust or invest in what you don’t understand. Many technical founders learn GTM on the job, leading to critical mistakes. This course aims to prevent that by tactical and practical knowledge–learned and practiced in a group setting with your peers. WHAT TO EXPECT This course combines live lessons, interaction, peer activities, and in depth discussion. You'll receive 9 hours of live instruction over 2 weeks, plus have 4 hours of unstructured, live time with the instructor for your own specific questions. All of it will be recorded and available after the course is over. You'll participate in fun, small group or 1:1 activities, such as practicing negotiating a contract, pitching a sale, or asking questions of a prospect. Every major skill taught in the class will be practiced at least once. You will leave knowing:• How to find prospects, nurture them through the sales process and close sales• How to transition from founder-led to professional sales and marketing• How to hire and manage sales and marketing teams• What terms are typical for sales of various sizes, from self-serve to enterprise, and how to negotiate them• How to find and manage lawyers• How to break GTM challenges into smaller, sprint-sized&nbsp;experiments• What metrics to follow to keep your team on track• How to conceptualize and build a financial model for your GTM efforts• How to communicate with investors, advisors and your board• How and where to leverage outsiders to drive your GTM processes forward (agencies, advisors, partners, lawyers, etc.) COURSE CONTENT• The customer-centric approach to marketing and sales• How to understand your customer's journey and reach them where they are• How to drive top-of-funnel leads and nurture them to be ready to convert or engage with sales• How to create awareness and build a brand• How to nurture relationships with potential acquirers early in your company's journey–without being distracted or giving away the secret sauce• How to run effective campaigns in cold outbound email, social, and other tactics• How to structure partnerships for success• How to structure your customer agreements to increase your chances of closing, retention and growth while reducing sales cycle• How to price at every stage of growth to drive higher close rates and better net revenue retention (NRR) The course also includes:• The top-of-mind questions you&nbsp;and your peers have on GTM• Specific tactics, scripts and questions you can ask to uncover willingness to pay and pains your customers have• Things you can do right now to drive additional leads–without sending a single cold email• Detailed how-tos on things like the Customer Advisory Board hack and other strategies employed by veteran founders• Hands on&nbsp;exercises reviewed by your instructor• Detailed metrics on key channels so that you know if what you're doing is working• Pitfalls and risks to be aware of so that you're never caught in a rut• Optional homework or projects to help retain learnings–that are also useful in your business. If you follow my writing, listen to my podcast, or have been through my sessions at the Alchemist Accelerator, you'll find this course draws on all of it so that you can internalize it and put it to practice. Founders don't have to do everything themselves. You'll learn what you need to DIY everything GTM, but you'll also have the&nbsp;confidence to hire and manage others in various GTM roles. WHO WILL BENEFIT MOST FROM THIS COURSE While the course is open to all, the people who will get the most out of it:• Are founders of technology companies, especially those launching novel products such as deep tech or AI companies• Have a background in product, engineering, design, etc.• Have raised institutional capital (Series Seed or later)• Are at a company with a product either in development or already in market WHO THIS COURSE IS NOT FOR • Junior sales people or people trying to get into sales for the first time. The material is focused on management and board-level issues as much as it is on being good at sales; there are better courses for you if you're learning basic tech sales skills.• People who think their product is perfect and have all their GTM problems figured out. Participants will benefit the most if everyone comes with a beginners' mindset and a curious approach. Nobody knows all the GTM answers (not even your instructor).• People looking for the GTM magic bullet that will solve all of their sales or marketing problems. Sorry, no magic bullets here. But you will learn tactics, approaches, and strategies that might help you solve your problem without a magic bullet.• People looking for a 1:1 coach or advisor, though there will be Q&amp;A sessions, and you will definitely get to know your instructor and peers.

Get GTM right early to create the best outcome with the least stress

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

Three live, interactive courses per week covering all things GTM.

Mondays, Wednesdays & Thursdays

Optional office hours, two days a week including a time Tuesday that works for many global timezones.

Tuesdays and Wednesdays

Take home projects for your business enable you to apply learning and get live feedback in class and at office hours.

Founders who come from a technical background–engineering, product, finance

First time CEOs and anyone who is in charge of bringing something new to market for the first time

Leaders of companies with a new or novel product that hasn't been sold before, such as deep tech or artificial intelligence

Founders hiring or managing GTM individual contributors for Series Seed and later companies

Understand how to tell quickly the future customers from the time wasters. Build a customer-centric funnel that drives the right customers to your product or sales teams.

Identify and target your ideal customers and customer personas

Become more than proficient at the key channels most startups use to get their first 10-100 customers–from board intros to cold email, paid advertising, social, events and more. Model how you can scale this into your next milestone–whether breakeven, funding round or acquisition.

Implement and test different GTM channels to fill your funnel with quality leads

Details are what lead to more customer conversions. You'll know what details matter and you'll even fill in many of them during the course–like high-performing&nbsp;sales decks, landing pages, or funnels.

Build a killer sales deck, landing page or funnel to convert prospects

With a superior understanding of GTM you'll be better positioned to hire and manage a team. Whether you already have a team, and want more confidence and gravitas, or are still doing founder-led selling, you'll leave armed with a hiring plan, dashboards, and interviewing tips.

Build your GTM team and know how to lead them with confidence and authority, from a place of knowledge

Know the right type of agreement for your goals, so you can create fast, low friction sales cycles–or go toe-to-toe with enterprise procurement and legal teams to maximize the value of each deal.

Structure and negotiate sales agreements that close quickly and drive real revenue

Learn how to build partnerships that support your strategy rather than distract from it. Know how to identify and court potential future acquirers–without ever looking desperate.

Build partnerships that create real value  and possibly lead to M&A

Effectively plan your company's GTM strategy and oversee its execution with confidence and without doubt

Lightning Lessons

How to use my playbook (which closes $20MM/yr in b2b sales)