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Early-stage prospecting and pipeline building
Build a warm outreach motion to connect with prospects who are likely to buy from you.
This course is no longer available.
Explore other coursesCourse 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.
What’s included
Live sessions
Learn directly from Arnie Gullov-Singh | 3x startup CRO in a real-time, interactive format.
Lifetime access
Go back to course content and recordings whenever you need to.
Community of peers
Stay accountable and share insights with like-minded professionals.
Certificate of completion
Share your new skills with your employer or on LinkedIn.
Maven Guarantee
This course is backed by the Maven Guarantee. Students are eligible for a full refund up until the halfway point of the course.
Course syllabus
3 live sessions • 14 lessons • 2 projects
Week 1
May
9
Building your early-stage GTM: Kick off!
Week 2
Learn why a precise ICP is the cornerstone of your GTM strategy
Learn the framework and steps for building a precise ICP
Apply the framework by doing a project to build your own ICP
Bring your project for feedback and discussion in the the first live workshop.
- 📄
Common problems with early-stage ideal customer profiles
- 📄
Framework for building a precise ideal customer profile
- 📄
Building your ideal company profile
- 📄
Building your ideal buyer personas
- 📄
Building your library of discovery questions
- ✍️
Build your ideal customer profile
Submit by May 16 Learn the framework for writing messaging that cuts through the noise
Learn how to use research to create a relevant opening
Find unique insights that engage your prospects
Write your own messaging and bring it to the third live workshop for discussion and feedback
- 📄
Framework for engaging messaging
- 📄
Finding a relevant reason to reach out
- 📄
Finding unique insights to break through noise
- 📄
Putting it together in an engaging message
- ✍️
Write your own engaging messaging
Submit by May 30 Learn why using your extended network is so important for prospecting
Learn the framework for finding relevant prospects in your extended network
Apply it to to build a target list of relevant prospects and connectors
Learn how to set expectations with your connectors to help you with warm outreach
- 📄
Why warm outreach is 10x more effective than cold outreach
- 📄
Finding relevant companies in your extended network
- 📄
Finding relevant prospects in your extended network
- 📄
Getting your connectors to help you with warm outreach
- 📄
Example email template to use for warm outreach
May
14
Building your early-stage GTM: ICP workshop
May
16
Building your early-stage GTM: Messaging workshop
Nailing your ideal customer profile
Through a series of short self-paced lessons:
Writing engaging messaging
Through a series of short self-paced lessons:
Using warm outreach to connect with prospects in your network
Through a series of short self-paced lessons:
What students are saying
Meet your instructor
Arnie Gullov-Singh | 3x startup CRO
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.
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.