What You'll Learn: - How to book high-quality meetings with prospects - Josh’s exact cold outreach sequences that get double-digit positive response rates - The plays that Josh uses (and coaches) to convert sales conversation into revenue

1. Top Plays to Help You Book More
Meetings in 2020

2. Hi

3. I’m Josh

4. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

5. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

7. COLD EMAIL
BLINDNESS
Hi Josh,
I saw you’re the VP of Sales on LinkedIn.
Congrats on your new role.
I specialize in . . .
I can show you a demo on . . .
I thought it would make sense to talk.
Do you have 15 minutes to chat?

8. Hi Josh,
Just floating this to the top of your inbox.
COLD EMAIL
BLINDNESS

9. Hi Josh,
My boss told me to contact you.
COLD EMAIL
BLINDNESS

10. Hi Josh,
I’ve tried to connect but haven’t heard
back. Let me know if:
A) You’re not interested.
B) The timing is off.
C) You want talk.
D) You’re being chased by a hippo and
need me to call animal control.
COLD EMAIL
BLINDNESS

12. LET ME TELL YOU A STORY

14. Once upon a time there lived
an elf named Link who lived
in a city called Hyrule.

15. Link’s job was to keep
Princess Zelda safe.

16. One day Princess Zelda was
captured by an evil monster
named Ganon.

17. Ganon held Princess
Zelda captive in a land
called Level 9.

18. So Link set out on a quest to
rescue Princess Zelda.

19. Using his trusty brown sword Link
defeated the Level 1 & 2 monsters.
He was making progress.

20. Until one day Link bumped into a
stronger monster in Level 3.

21. Because of that
Link got hurt.

22. Even though Link was
hurt, he was still able to
make progress.

23. Because of that Link kept
using his brown sword to
fight monsters.

24. He didn’t know of any other
way to get the job done.

25. One day Link got a cold email
from Will the Wizard.

26. Will the Wizard sells weapons.

27. SIDEBAR - WHY SWITCH WEAPONS?
INCREASE
FIX AVOID

28. Let’s get back to the story . . .

29. Here’s Will’s cold email . . .

30. Link - Came across your LinkedIn and saw that you’re using a
brown sword to defeat bad guys in Levels 1-3.
Quick question: How are you defeating stronger bad guys in Level
3 without loosing any health hearts?
Princess Peach just defeated Level 3 & 4 bad guys without losing
any health just by using a lesser known weapon.
Open to learning more?
Either way, godspeed on your quest to rescue Zelda. Anyone
who’s collected 43 gems is okay in my book.
Will the Wizard

31. Link - Came across your LinkedIn and saw that you’re using a
brown sword to defeat bad guys in Levels 1-3.
Quick question: How are you defeating stronger bad guys in Level
3 without loosing any health hearts?
Princess Peach just defeated Level 3 & 4 bad guys without losing
any health just by using a lesser known weapon.
Open to learning more?
Either way, godspeed on your quest to rescue Zelda. Anyone
who’s collected 43 gems is okay in my book.
Will the Wizard

32. Link - Came across your LinkedIn and saw that you’re using a
brown sword to defeat bad guys in Levels 1-3.
Quick question: How are you defeating stronger bad guys in Level
3 without loosing any health hearts?
Princess Peach just defeated Level 3 & 4 bad guys without losing
any health just by using a lesser known weapon.
Open to learning more?
Either way, godspeed on your quest to rescue Zelda. Anyone
who’s collected 43 gems is okay in my book.
Will the Wizard

33. Link - Came across your LinkedIn and saw that you’re using a
brown sword to defeat bad guys in Levels 1-3.
Quick question: How are you defeating stronger bad guys in Level
3 without loosing any health hearts?
Princess Peach just defeated Level 3 & 4 bad guys without losing
any health just by using a lesser known weapon.
Open to learning more?
Either way, godspeed on your quest to rescue Zelda. Anyone
who’s collected 43 gems is okay in my book.
Will the Wizard

34. Link - Came across your LinkedIn and saw that you’re using a
brown sword to defeat bad guys in Levels 1-3.
Quick question: How are you defeating stronger bad guys in Level
3 without loosing any health hearts?
Princess Peach just defeated Level 3 & 4 bad guys without losing
any health just by using a lesser known weapon.
Open to learning more?
Either way, godspeed on your quest to rescue Zelda. Anyone
who’s collected 43 gems is okay in my book.
Will the Wizard

35. Because Will’s email (1) had a new
idea that could help Link be more
awesome and (2) made him
curious, he responded. . .

36. Hi Will,
I’d like to learn more.

37. Link learned about a new tool
called a Silver Arrow.

38. And bought one.

39. Ever since then Link has been
more awesome.

40. He’s able to defeat Level 3 & 4
monsters without losing any
health. And more
importantly . . .

41. He rescued
Princess Zelda
and live happily
every after.

42. Prospect You Product
Superpower
Business
Personal

43. Who can you give a superpower to?
What question can you ask that
gets your hero to think differently?
What clue can you find?
What superpower can you give?

44. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

45. What is the purpose of
leaving a voicemail?

46. Who’s your “hero”?
What superpower can you give your “hero”?
What do you say to make your hero curious?

48. The cliffhanger voicemail script

49. “Becc, caught your Flip the Script post
which prompted me to watch every FTS
video. The Chuck Jones structure is a
brilliant way to give reps freedom within
guard rails. Anyway, I have 2 lesser known
ideas related to filling more seats of your
Boston event with VPs of Sales generating
over 10m ARR. No need to call me back.
Check your email. Oh, this is Josh."

50. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

51. We’re already using a vendor.
“We’d just like an opportunity to show
you why we’re different.”
“Does your vendor bring you 100% of
the results you are expecting?”

53. Mindset
Framework
A WAY OUT

54. Mindset
Framework
A WAY OUT

55. Mindset
Framework
A WAY OUT

56. Step 1 - Breath
We’re already using a vendor.

57. “Sorry, another vendor?”
Step 2 - Mirror
We’re already using a vendor.

58. Step 3: Label
“It seems like you’re happy with
your current vendor.”
Understand

59. Step 4: Respond
INCREASE
FIX AVOID

60. “Mrs. CFO would it be a terrible idea to see if
there are opportunities beyond what you
have now to avoid making overpayments on
property taxes and insurance premiums?
Not for now, but just so you have this in
your back pocket.”
Respond

61. “Mrs. CFO would it be a terrible idea to see if
there are opportunities beyond what you
have now to avoid making overpayments on
property taxes and insurance premiums?
Not for now, but just so you have this in
your back pocket.”
Respond

62. “Mrs. CFO would it be a terrible idea to see if
there are opportunities beyond what you
have now to avoid making overpayments on
property taxes and insurance premiums?
Not for now, but just so you have this in
your back pocket.”
Respond

63. “Mrs. CFO would it be a terrible idea to see if
there are opportunities beyond what you
have now to avoid making overpayments on
property taxes and insurance premiums?
Not for now, but just so you have this in
your back pocket.”
Respond

64. “Mrs. CFO would it be a terrible idea to see if
there are opportunities beyond what you
have now to avoid making overpayments on
property taxes and insurance premiums?
Not for now, but just so you have this in
your back pocket.”
Respond

65. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

66. “Can you help me move a dresser?”
“Can you take a look at my computer?”
“Do you have any butter?”
BOB

67. BOB IS OVERDRAWN

68. “Can I have 20 minutes?”
“I wanted to see if you got my email.”
“Does Tuesday at 3 or 4 p.m. EST work?”
WITHDRAWALS

69. 1. Interview experts.
ONE WAY TO MAKE DEPOSITS

70. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

71. Why do prospects ghost salespeople?

72. Intent
What to say
A WAY OUT

73. Intent
What to say
A WAY OUT

74. Intent
What to say
A WAY OUT

75. TOUCH 1
CHRIS VOSS - PEOPLE HATE BEING QUITTERS

76. TOUCH 1
CHRIS VOSS - PEOPLE HATE BEING QUITTERS

77. TOUCH 1
CHRIS VOSS - PEOPLE HATE BEING QUITTERS

78. TOUCH 2

79. TOUCH 2: TAKE THE BLAME

80. LIVE CALL

81. TOP BADASS B2B GROWTH GUIDE PLAYS
HOW TO GET CRAZY BUSY PEOPLE TO RESPOND TO YOUR EMAIL
YES, PEOPLE LISTEN VOICEMAILS. NO, IT DOESN’T MEAN
THEY’LL CALL YOU BACK.
I CALLED A GHOSTED LEAD IN FRONT OF 43 SALESPEOPLE.
THIS IS WHAT HAPPENED.
WANT TO OVERCOME OBJECTIONS? THEN STOP OVERCOMING THEM.
ONE THING THAT CAN DRASTICALLY IMPROVE SALES

82. BLATANT SALES PITCH
http://bit.ly/kickmoreass