Course curriculum

    1. Welcome & a tale of two sales people

    2. Gear up for this program

    3. Download Your Prospecting Playbook

    1. Build a targeted pipeline

    2. Aim where you're likely to win

    3. Identify your ideal customer(s)

    4. Your Prospecting Playbook: Complete your ICP

    5. Leverage the #1 Lead Source

    6. 3 Steps to More (and Better!) Referrals

    7. Your Prospecting Playbook: Get a referral!

    8. Targeted Prospecting Cohort Call #1

    1. Focus on Customer Value

    2. Establish a Strong Value Proposition

    3. Your Prospecting Playbook: Draft Your Value Proposition(s)

    4. Sales & the Buying Process

    5. Navigating the Buyer's Journey

    6. Assess & reassess the buying process

    7. Targeted Prospecting Cohort Call #2

    1. What is Gaining Access?

    2. Select your leads

    3. Build an Entrance Strategy that Works

    4. Gaining Access Via Phone

    5. Gaining Access Via Voicemail

    6. Gaining Access Via Email

    7. Your Prospecting Playbook: Prepare to Gain Access

    8. Targeted Prospecting Cohort Call #3

    1. Beyond Rapport

    2. Getting prospects to know, like & trust you

    3. Bonus! 15 ways to build trust fast

    4. Conduct Prospecting Dialogue

    5. Objections

    6. REAP the benefits from objections

    7. Your Prospecting Playbook: Prepare for your objections

    8. Targeted Prospecting Cohort Call #4

    1. Congratulations! Here's what's next

    2. How did it go? Please share your feedback

About this course

  • 36 lessons
  • 4 live, 60-minute practice & application sessions
  • 10-page customizable playbook to help you easily apply learning to your businsess
  • 4-weeks guided deployment

Social proof: reviews

5 star rating

Great course for sales professionals

Jim Crescenzi

very effective, tried and tested ideas

very effective, tried and tested ideas

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5 star rating

Helpful and thoughtful approach to prospecting

Jennifer Karpus-Romain

I really enjoyed this sales training because it challenged the way I was doing things by giving me tangible ways to engage and shift my own perspective. I li...

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I really enjoyed this sales training because it challenged the way I was doing things by giving me tangible ways to engage and shift my own perspective. I liked that I was able to work things out on my own first, and then meet with my group and our wonderful facilitator Holly to then role play and perfect my strategy and verbiage. We all walked out with a game plan and a strategy.

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5 star rating

Great course

Jacob Purcell

I thought the value prop and REAP (objections framework) portions of the course were very thought provoking and helpful.

I thought the value prop and REAP (objections framework) portions of the course were very thought provoking and helpful.

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Instructor(s)

Partner & Co-Founder Holly LaBoda

Meet Holly, a dynamic sales leader with a passion for helping her clients achieve remarkable growth. Holly cut her teeth at large, high-growth organizations before co-founding Luminaries Consulting, where she brings her expertise in crafting impactful sales strategies and delivering transformative development solutions that produce measurable outcomes. Whether it's developing go-to-market strategies or nurturing sales talent, Holly's focus is always on delivering real and rapid results. ​ She is a frequent speaker at industry events, and an active Board member for the Transportation Sales & Marketing Association where she received the honor of Partner of the Year in 2023.