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The Badass B2B Growth Guide  Place CC9: How to Cold Call a Trade Show Lead
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How do you cold call a lead from a trade show?

The Foundation
Step 1: Set the stage and have fun.

 Play F1: Know Your Market "Hi Lisa, Josh with AMCE. Our marketing robot told me you stopped by our booth at Dreamforce. Looks like you were looking
for ways to train your team on Azure skills. Do I have that right or did you just want the free blue Koosh ball? It was the Koosh
 Play F2: Having a Growth vs. Fixed
Mindset Ball, wasn't it? Be honest, Lisa."

 Play F3: Don't Be a Debbie Downer Step 2: Learn how they're getting the job done.

 Play F4: How to Elegantly Explain

What You Do What are you folks doing to keep your team up to date on Azure skills so they can stay ahead of the curve and develop apps
faster? Using Coursera, Udemy, something else?
 Play F5: Ditch the Pitch

Been with Udemy for a while?

 Play F6: Starting Conversations
with Strangers
What do you like about them?
 Play F7: Don't Exceed Your
Prospect's Speed Limit
Step 3: Find out what they could be doing better.
 Play F8: Solutions Disguised as
Problems "Curious, what are you doing to ensure your staff can transfer cloud skills they learned from the Udemy videos into your real
environment? You spinning up staging servers? Doing something else?"
 Play F9: How to Explain What You
Do in a Cold Email in One Sentence
Step 4: Pitch what's possible
 Play F10: How to Start
Conversations with People Who Aren't "Spinning up servers. Got it. Would you be open to learning about a new idea that might help your team practice skills in your
Buying
real environment but without you incurring the overrun costs associated with spinning up servers or exposing you to security
 Play F11: Go for No risks?"

 Play F12: Deposits & Withdrawals