Prospecting into Enterprise Accounts
Apply proven enterprise prospecting techniques that create value through research-driven, customer-pain-focused outreach.
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About the Course
Prospecting into Enterprise Accounts teaches sellers how to generate more conversations — and ultimately more revenue — by applying time-tested, science-backed, account-based prospecting techniques. The course focuses on professional communication, strategic outreach, and the skills required to engage complex, enterprise-level buyers.
By the end of the course, SDRs and BDRs are equipped to confidently communicate, research, and build meaningful connections with enterprise prospects.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 8 hours of live instruction. Sessions incorporate role plays, breakout exercises, and recurring revenue frameworks applied to real-world prospecting scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
- Enterprise SDRs and BDRs who are new to the team and need a strong prospecting foundation
- SDRs and BDRs looking to expand their skills into enterprise-level prospecting
Blended Course Format
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8 hours of live instruction, delivered as one 2-hour session per week
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Live sessions conducted via Zoom video conference
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Exclusive asynchronous access to blueprints, videos, and exercises
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- Prior prospecting experience is recommended, but not required. For training on fundamental skills of prospecting, see our Prospecting for Impact course.
Course Details
Location
Online, delivered via Zoom
Standard Duration
4 weeks
Standard Schedule
1 live session per week (2 hours each) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: The Principles of Account-Based Prospecting
Module 1: Introduction to Account-Based Prospecting
Learning Objective: Define account-based prospecting and discover how to use it to target enterprise, B2B businesses.
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Module 2: Account Research
Learning Objective: Identify how to uncover account research to personalize your outreach.
Week 2: Stakeholders & Resources
Module 3: Stakeholder Research, Meetings, and Decision Processes
Learning Objective: Identify how to uncover stakeholder research to personalize your outreach and explore best practices for running successful stakeholder meetings while focusing on the various buyer roles.
Module 4: Orchestrate Resources and Curate Content
Learning Objective: Leverage your team to curate content and connect with your accounts and stakeholders
Week 3: Advanced Account-Based Techniques
Module 5: Develop Messages That Stand Out to Buyers
Learning Objective: Uncover how to turn account research into meaningful and relevant messages.
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Module 6: Monitor Account Engagement and Refine Account Plans
Learning Objective: Discover how to monitor account engagement and refine account plans. Use AI for scoring.
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Week 4: Set Up for Success
Module 7: Provocative Statements
Learning Objective: Create a statement based on research and to provoke interest with executives.
Module 8: Advanced SPICED Handoff
Learning Objective: Uncover best practices for handling stakeholder handoffs using the SPICED framework.
Your Learning Journey
A clear view of how the course is delivered—from live sessions to applied practice—so learners know what to expect.
Course dates are flexible. This is for illustrative purposes only.
Get excited for the course — no action items yet.
Get situated on the online learning platform, complete Session 1 pre-work.
Live Session – 2 hours
Covering Modules 1 and 2.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 3 and 4.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 5 and 6.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 7 and 8.
Complete online certification exam to prove your knowledge and earn a certificate (with score of 75% or higher)!
Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
Complete the certification assessment to validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
Learners will develop advanced prospecting skills for engaging enterprise-level accounts. Topics include account-based research, identifying and prioritizing key stakeholders, crafting tailored outreach, and applying proven frameworks to generate meaningful conversations with complex buying groups.
What is the format and duration of the course?
The course is delivered live online over a series of four, 2-hour sessions, typically with weekly live instruction complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend a live session, will recordings be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, recordings will be provided by the course trainer following each live session.
Are there any prerequisites for this course?
Prior prospecting experience is recommended, but not required. For training on fundamental skills of prospecting, see our Prospecting for Impact course.
How is the course delivered?
The course is delivered via live Zoom video sessions led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course and any required assessments will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes. The course is designed around practical, real-world techniques that learners can apply directly to active accounts. Participants are encouraged to use the research methods, messaging approaches, and outreach strategies immediately in their enterprise prospecting efforts throughout the course.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Prospect into Enterprise Accounts with Confidence?
Whether you’re onboarding new enterprise SDRs or expanding into enterprise selling, this course teaches research-driven, account-based prospecting techniques to engage complex buyers and generate meaningful conversations.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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Get clarity on the root causes slowing your growth
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Understand which GTM improvements will deliver the biggest impact
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Explore pricing, timelines, and the right engagement for your goals
