The Starbucks Coffee Play

How One Sales Rep Built $700K in Sales Pipeline Using The Starbucks Coffee Play | taught by Gabe Larsen

Course description

I don't care about account-based marketing, I care about account-based sales. The problem with account-based sales is it's an idea most people have heard about but nobody knows what to do with it. For this reason, effective account-based sales requires reps to be playmakers. What are playmakers? They make sales happen, they are the CEO of their territory, and they have a 'whatever-it-takes' attitude to hit their number. That doesn't mean they have to go at everything alone but it does mean that they call the shots.

This is how we do it at InsideSales.com. If you have a good idea, let's get'er done and that's exactly what Joey Wood, one of InsideSales.com's top sales reps, did. Rather than simply use LinkedIn or call his prospects, Joey and team brainstormed an account-based sales play that utilized a variety of communication methods to drive some big time results in a short amount of time. Do I have your attention yet?

In this package you will learn the tips, tricks, and techniques one sales rep used to generate $700k in sales pipeline.

In this session, you'll learn:

- The seven step process used to create the Coffee play

- Cadence templates of The Coffee Play, including full templates of phone introduction scripts, email, voicemail, mailer, text, and social plays

- Example of mailers across the five levels of gifting with recommended vendors to match where you are





Gabe Larsen
Gabe Larsen
Head of InsideSales Labs

Reviews (1)

Actionable!

by Mike Taylor
What I like best about this course is it is finally something I can implement quickly and from the sounds of it, have quick results.

Actionable!

by Mike Taylor
What I like best about this course is it is finally something I can implement quickly and from the sounds of it, have quick results.