COURSE
1
The right place to learn outbound & ABM
We will help you learn & build everything we understood from years of outreach experiments
- 7 chapters
- 30+ video tutos
- 15+ templates & assets
You can’t say you’re okay with a 1% reply rate.
Most marketing e-trainings offer little hacks you’ve already read 10 times on blogs. But without a clear methodology and a tool to leverage them right away, it’s useless.
What you will get for real
Enriched lists to perfect icebreakers and tailored messaging, we’ve got you covered!
A new enriched customer base with critical info to understand your business
Free lookalike accounts and contacts you can engage next Monday
Real-life examples and actionable tutos right inside Captain Data
The ability to target the right contacts inside Linkedin like never before
Detailed chapters
Chapter 3
26:30
Your Customer Base Extract: Basic Excel Tricks Check-Up
Things you can tell your CEO to convince him to invest into outbound.
A clear view of how we’ll build together your outbound machine.
Chapter 3
26:30
Your Customer Base Extract: Basic Excel Tricks Check-Up
Things you can tell your CEO to convince him to invest into outbound.
A clear view of how we’ll build together your outbound machine.
Chapter 3
26:30
Your Customer Base Extract: Basic Excel Tricks Check-Up
Things you can tell your CEO to convince him to invest into outbound.
A clear view of how we’ll build together your outbound machine.
Chapter
1
00:10
Introduction: Outbound & Account-Based Marketing Academy
Discovering the program
Understand why and how we’ve built up this course, discover the right outbound mindset in 2022 and the main steps of any great B2B outreach program.
- The key things you can tell your CEO or VP Sales to convince them to invest into outbound
- A clear view of the process we'll follow during this course
- Motivation x10
Chapter
1
00:10
Introduction: Outbound & Account-Based Marketing Academy
Discovering the program
Understand why and how we’ve built up this course, discover the right outbound mindset in 2022 and the main steps of any great B2B outreach program.
- The key things you can tell your CEO or VP Sales to convince them to invest into outbound
- A clear view of the process we'll follow during this course
- Motivation x10
Chapter
2
02:00
Your Customer Base Extract: Basic Excel Tricks Check-Up
Setting the foundations
Having a good Outbound and ABM strategy starts by building strong foundations. Indeed, a customer base extracted with errors won't be actionable. It also needs to include 2 key pillars: accounts and contacts. To do so, we'll help you extract and build a consolidated view of accounts plus contacts with some easy excel tricks.
- The key Excel tricks you need to master to feel comfortable during all the training
- A customer base extract with no error 😊
Chapter
2
02:00
Your Customer Base Extract: Basic Excel Tricks Check-Up
Setting the foundations
Having a good Outbound and ABM strategy starts by building strong foundations. Indeed, a customer base extracted with errors won't be actionable. It also needs to include 2 key pillars: accounts and contacts. To do so, we'll help you extract and build a consolidated view of accounts plus contacts with some easy excel tricks.
- The key Excel tricks you need to master to feel comfortable during all the training
- A customer base extract with no error 😊
Chapter
3
02:00
Learn from Yesterday: Enrich your Customer Base
Leveraging your customer base
Let’s face it, a vast majority of your outbound will be done via scraping Linkedin. So to be able to target properly inside Linkedin, let’s be logical: you need to enrich your accounts and contacts based on the real Linkedin data. How? Easy! Learn how to use Captain Data to build a fully enriched customer base.
- Your customer base enriched with key firmographics and social media info
- Your current customers' contacts enriched with their real Linkedin Job Titles, plus Profile URLs
- All the web technologies your current logos are using, for free
- The ability to target in 1 click all the Linkedin profiles that used to be working for one of your current customers
Chapter
3
02:00
Learn from Yesterday: Enrich your Customer Base
Leveraging your customer base
Let’s face it, a vast majority of your outbound will be done via scraping Linkedin. So to be able to target properly inside Linkedin, let’s be logical: you need to enrich your accounts and contacts based on the real Linkedin data. How? Easy! Learn how to use Captain Data to build a fully enriched customer base.
- Your customer base enriched with key firmographics and social media info
- Your current customers' contacts enriched with their real Linkedin Job Titles, plus Profile URLs
- All the web technologies your current logos are using, for free
- The ability to target in 1 click all the Linkedin profiles that used to be working for one of your current customers
Chapter
4
02:00
Leverage Today: Build your Ideal Customer Profile
Building the most actionnable prospects list
Most companies use enrichment to qualify leads, which is cool as it can save marketing and sales loads of time. But they forget about the most powerful usage of enrichment: get all the key details about their current customer base to find some look-alike prospects. In this chapter, you'll learn how to find new best-fit accounts to target and the right contacts to engage within these new accounts.
- Your top-5 sectors, company sizes and techs used within your current customer base
- Some new accounts to target that look like your current best customers and how you could find much more next week
- The ability to target the right contacts inside Linkedin like never before, with booleans on steroids: some formulas you’ll copy-paste hundreds of times next year 😉
- A full list of qualified contacts to engage next week
Chapter
4
02:00
Leverage Today: Build your Ideal Customer Profile
Building the most actionnable prospects list
Most companies use enrichment to qualify leads, which is cool as it can save marketing and sales loads of time. But they forget about the most powerful usage of enrichment: get all the key details about their current customer base to find some look-alike prospects. In this chapter, you'll learn how to find new best-fit accounts to target and the right contacts to engage within these new accounts.
- Your top-5 sectors, company sizes and techs used within your current customer base
- Some new accounts to target that look like your current best customers and how you could find much more next week
- The ability to target the right contacts inside Linkedin like never before, with booleans on steroids: some formulas you’ll copy-paste hundreds of times next year 😉
- A full list of qualified contacts to engage next week
Chapter
5
04:00
Prepare Tomorrow: Intents & Buying Signals, the Ultimate B2B Alibis list
Finding meaningful common points
The ability to find new best-fit accounts is a must-have. But qualified accounts and contacts are not enough, you need to find the best ice-breakers you can imagine to land some great meetings! Discover how to build a powerful alibis list that your marketing team can scan each week to get new fresh and original ideas to engage your decision-makers.
- Finally a “persona” that is not a poor powerpoint slide somewhere you don’t know in your
hard drive 😊 - Top intents and buying signals you can leverage for your next outbound campaigns
- How you can build up these new super-targeted segments thanks to Captain Data
- A clear “messaging map” for each of your future campaigns
Chapter
5
04:00
Prepare Tomorrow: Intents & Buying Signals, the Ultimate B2B Alibis list
Finding meaningful common points
The ability to find new best-fit accounts is a must-have. But qualified accounts and contacts are not enough, you need to find the best ice-breakers you can imagine to land some great meetings! Discover how to build a powerful alibis list that your marketing team can scan each week to get new fresh and original ideas to engage your decision-makers.
- Finally a “persona” that is not a poor powerpoint slide somewhere you don’t know in your
hard drive 😊 - Top intents and buying signals you can leverage for your next outbound campaigns
- How you can build up these new super-targeted segments thanks to Captain Data
- A clear “messaging map” for each of your future campaigns
Chapter
6
03:00
Engage Now: Unprecedented Outbound Campaign Tips
Engaging strategically
People scrape contacts with nets on Linkedin and shoot a series of 3 emails. That’s it. Does it work? Nope. Because outbound & account-based marketing is not about scraping a few contacts and clicking “start a campaign” into any cold-email sending tool. Learn how to master any outbound campaign with our 20 unprecedented campaign tips!
- Awesome tips to get replies and launch your campaign tomorrow
- A keynote template to explain and launch outbound at your own company
- A clear understanding of expected results and how to progress per quarter
- Answers to the most frequently asked (good) questions about outbound in 2022
- Some template slides to prevent GDPR issues
- A proven 30-day outbound sequence template
Chapter
6
03:00
Engage Now: Unprecedented Outbound Campaign Tips
Engaging strategically
People scrape contacts with nets on Linkedin and shoot a series of 3 emails. That’s it. Does it work? Nope. Because outbound & account-based marketing is not about scraping a few contacts and clicking “start a campaign” into any cold-email sending tool. Learn how to master any outbound campaign with our 20 unprecedented campaign tips!
- Awesome tips to get replies and launch your campaign tomorrow
- A keynote template to explain and launch outbound at your own company
- A clear understanding of expected results and how to progress per quarter
- Answers to the most frequently asked (good) questions about outbound in 2022
- Some template slides to prevent GDPR issues
- A proven 30-day outbound sequence template
Chapter
7
03:00
Plan Future: Organized Prospection At Scale
Measuring your efforts
Most modern marketing teams report the number of monthly leads, MQLs and SQLs. It’s cool, but if you want to know if these KPIs are really relevant, you need to get the % of these leads coming from your target accounts. Also, most companies forget about implementing a custom tracking system to enable outbound reporting. To conclude this course, we will help you build a system to show a clear outbound history of all your efforts!
- Your target accounts are imported properly inside your marketing CRM
- A custom tracking system within your marketing CRM so that you can manage campaigns efficiently and report correctly
- An acquisition blacklist so that you don’t enroll any contacts by mistake in one of your outreach
Chapter
7
03:00
Plan Future: Organized Prospection At Scale
Measuring your efforts
Most modern marketing teams report the number of monthly leads, MQLs and SQLs. It’s cool, but if you want to know if these KPIs are really relevant, you need to get the % of these leads coming from your target accounts. Also, most companies forget about implementing a custom tracking system to enable outbound reporting. To conclude this course, we will help you build a system to show a clear outbound history of all your efforts!
- Your target accounts are imported properly inside your marketing CRM
- A custom tracking system within your marketing CRM so that you can manage campaigns efficiently and report correctly
- An acquisition blacklist so that you don’t enroll any contacts by mistake in one of your outreach
Tim’s advice
Let’s hear from our top industry expert - Outbound Specialist
In outbound marketing more than anywhere else, the devil is in the detail. You can still craft the right message for the right contact in the right account, if you mess around with your subject line... all your efforts are useless. That’s why you need a proven methodology with crystal clear protocoles. Let’s make outbound a long-term growth channel in your company!
Resources
20+ tutos, 10+ ready-to-use templates, actionable Spreadsheet formulas or tricks. All of which you can use right inside Captain Data to get things done.
LinkedIn Enrichment
A complete tutorial on how to enrich contacts with LinkedIn Info.
Outbound Sequence
A guided template with an ideal 30-day outbound sequence.
Messaging Map
A ready-to-use template to help you complete your Outbound Message Map.
GDPR Guidelines
A good Outbound Strategy needs a GDPR-Compliant B2B cold email internal policy.
TAM to CRM
A step-by-step tuto to learn how to integrate all your Target Adressable Market inside your CRM.
Alibis & IceBreakers
An ultimate and actionable B2B Alibis/IceBreakers list.
Ready to start ?
Outbound & ABM Academy
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