About the Course

This course teaches the modern skills needed for successful prospecting, including communicating with executives, crafting effective outreach, handling objections, and maximizing your prospecting time. Reps learn how to apply these techniques to their own prospects and customers, with live practice using relevant examples.

After completing this course, SDRs and BDRs will be well equipped to professionally communicate and effectively connect with their prospects.

Best for:

  • Onboarding SDRs and BDRs who are new to the team
  • Honing the communication and prospecting skills of existing SDRs and BDRs

Course format:

  • 8 hours live instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive access to blueprints, videos, and exercises
  • Industry-recognized certification
  • Maximum number of learners: 25

Price

$1,500 per seat
or contact us for a private course for your team

Prerequisites

None.

Curriculum

Learners engage with their certified Trainer in an experiential learning format, with 8 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.

Ongoing reinforcement

Get the highest possible ROI on your training investment with additional Skills Coaching. The biweekly live sessions will help your reps truly master the skills they learned in this course, and create behavior change that sticks using hands-on practice and active coaching through real customer scenarios and deals.

Specific skills covered to reinforce the key concepts in this course include:

  • Account Research
  • Objection Handling
  • Deepening Executive Relationships
  • Outbound Email Communication
  • Time Management
  • WWW / RRR Frameworks

Training for 8 or more people?

Contact us to discuss private course options.

Week1.

Prospecting Prioritization, Timing and Influence

MODULE 1
How Great Prospectors Prioritize Their Business

Learning Objective: Learn how sales has changed, the key moments that matter in the customer experience, and how to build business that creates recurring impact. Understand the metrics that matter in prospecting and customer-centric best practices for pipeline development.

MODULE 2
How to Influence at All Leadership Levels

Learning Objective: Influence prospects at all levels of seniority using effective persona-based communication, messaging, word choice, and tone.

Week2.

Research and Unscheduled Calls

MODULE 3
How to Research

Learning Objective: Learn how to research—the ultimate pipeline generation tactic. Understand how to find the top three pain points for the key personas you’re targeting as well as how long reps should spend doing it.

MODULE 4
How to Apply Research to Emails and Calls

Learning Objective: Understand the structure of an effective outbound engagement strategy that motivates your prospects to schedule next steps. Learn how to recreate that structure in phone calls and email outreach.

Week3.

Unscheduled Conversation, Questions, and Objections

MODULE 5
How to Drive Urgency with Context and Relevant Questions

Learning Objective: Learn how to create urgency by asking prospects the right questions, conveying the impact of your solution, requesting a meeting, and sharing value.

MODULE 6
The 4 Most Common Objections and How to Respond

Learning Objective: Understand persona-based objections, the “why” behind them, and how to respond in a professional way.

Week4.

Advanced Prospecting Techniques and Tools

MODULE 7
Tools, Sequences, and Time Management

Learning Objective: Learn the principles of building sequences, when to use them, and how to incorporate research. Understand the SDR toolstack and how to structure an SDR’s week.

MODULE 8
Leveraging Community Networks and Social Platforms for Introductions

Learning Objective: Stay ahead of the curve by leveraging modern outreach techniques to stand out from the crowd and gain introductions. See real-world examples to understand what works—and how to know if you’re doing it right.

See here for the latest course schedule to sign up

Certification

When you pass the exam at the end of the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.

Certified Trainers for this course

Yamini Virani

GEORGIA

Antoine Mandy

VANCOUVER

Boris Bedzent

LONDON

Miya Mee-Lee Dias

HONOLULU

Maria Abad Baides

BARCELONA, SPAIN

Chris Allison

SYDNEY, AUSTRALIA

Chad Vanags

LOS ANGELES

Melissa Huggett

TORONTO

Taken by employees at

Training for 8 or more people?

Contact us to discuss private course options.