Includes
- 6 lessons
- 36 min of reading
- A timed exercise in every lesson
- Free, no sign-up
0 of 6 open lessons completedSaved in this browser only
What you'll learn
- Produce a one-page brief on an account and a person in about 15 minutes, and tell when you have enough to write and when you do not.
- Write a four-sentence cold email to a senior buyer, choose a subject line that gets it opened by the right person, and cut the parts that get emails deleted.
- Tell what each buyer role looks for on LinkedIn, write a first message after they accept, recognise when not to pitch and approach several people in one account without crowding them.
- Decide when a call is worth making, open it in four parts, handle an assistant and a voicemail, and record what you learn so the next touch is better.
- Decide when a follow-up is due, make each one add something new, switch channel instead of repeating yourself and park an account cleanly when the sequence ends.
- Run our Tier 1 pattern across 17 days, choose the lighter version for Tiers 2 and 3, fit the calendar to the buyer's working days and apply the exit rule on the final day.
Lessons
- 1Research Before WritingFor sellers about to write to a senior buyer. You leave with the five things to find, where to look in 15 minutes and a short account brief.5 minStart →
- 2Cold Email to Senior BuyersFor sellers whose emails to directors and executives go unanswered. You leave with a four-sentence structure, three subject-line rules, a list of what to cut and one email rewritten.5 minStart →
- 3LinkedIn by Buyer RoleFor sellers who connect with senior buyers on LinkedIn and then do not know what to send. You leave with a role grid, a three-part first message, four signs to hold the pitch and an order for reaching several people in one account.5 minStart →
- 4Cold Calls and Voicemail: When to Ring a Senior Buyer and What to SayFor sellers who write well but freeze at the phone. You leave with a test for when to ring, a four-part opening, a rule for assistants, two voicemails and a call log that feeds the account map.7 minStart →
- 5Follow-Up Without NaggingFor sellers whose second message says just checking in. You leave with a spacing rule, three things a follow-up can add, a channel switch rule and a parking note with a date.7 minStart →
- 6A 17-Day Multi-Channel CadenceFor sellers who have the pieces and no plan. You leave with the 17-day Tier 1 pattern, the touch counts for Tiers 2 and 3, a way to fit it to the buyer's calendar and one exit rule.7 minStart →
Put it into practice
ToolRuns in your browser
Buying Committee Mapper
Map the people behind a decision by role, stance and influence, and see who to approach next. Runs in your browser.
ToolRuns in your browser
Outbound Cadence Planner
Turn the 17-day pattern into a dated touch calendar for one account, on the buyer's working days. Runs in your browser.
AI prompts8 min read
15 AI Prompts for Account Research
For sellers who use Claude, ChatGPT or Perplexity to prepare for an account.
You leave with a set-up prompt, 15 research prompts in working order, a fact check that catches invented details and a sample of its output.
More courses
Account-Based Selling FoundationsHow to choose accounts, map the people and report on progress.5 of 5 lessons openBuild Your Target Account ListFrom a broad market to a short list you can work properly.4 of 4 lessons openAppointment Setting for Enterprise AccountsFrom one conversation to several in the same account.5 of 5 lessons openAI for Account ResearchUse AI for depth on a few accounts, and check what it tells you.2 of 4 lessons open
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