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.
- Onboarding SDRs and BDRs who are new to the team
- Honing the communication and prospecting skills of existing SDRs and BDRs
- 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
$1,500 per seat
or contact us for a private course for your team
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.
Prospecting Prioritization, Timing and Influence
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.
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.
Research and Unscheduled Calls
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.
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.
Unscheduled Conversation, Questions, and Objections
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.
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.
Advanced Prospecting Techniques and Tools
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.
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.
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