SV Academy

A Welcome Note from SV Academy's CEO, Mike Colonnese

Orientation

Meet the SV Academy Team!

1. Introduction & Learning Objectives

1.1 Sales Funnels: Old and New

1.2 Revenue Generation and How It's Changed

1.3 The Pros and Cons of the Subscription Economy

1.4 The Teams That Support Revenue Generation

1.5 Connections to the Customer Journey

1.6 Reflections

2. Introduction & Learning Objectives

2.1 WATCH: A Day in the Life of an SDR

2.2 The Hunter's Mindset

2.3 Reflections

2.4 SDR KPIs and Compensation

2.5 Knowledge Check

3. Introduction & Learning Objectives

3.1 What is an ICP?

3.2 What is a Buyer Persona?

3.3 The Relationship Between an ICP and Buyer Persona

3.4 A Real World Case Study: Target vs. Walmart

3.5 Knowledge Check: ICP vs. Buyer Persona

4. Introduction & Learning Objectives

4.1 What is Prospecting?

4.2 Leads vs. Prospects

4.3 A Case Study — Introducing Lattice

4.4 Reflection

4.5 Lattice's ICP, Key Buyer Personas, and Example Leads

4.6 Quick Brainstorm

4.7 Strategic Prospecting

4.8 The Lead List

4.9 Finding Leads — Best Practices & Common Tools

4.10 Knowledge Check: Prospecting

5. Introduction & Learning Objectives

5.1 What is a Sales Cadence?

5.2 Sales Cadence Strategy

5.3 Finding Efficiency with Sales Engagement Platforms

5.4 Knowledge Check