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


$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.

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

Prospecting Prioritization, Timing and Influence

  • How great prospectors prioritize their business
  • How to influence all leadership levels

Applied Research and Unscheduled Calls

  • How to research
  • How to apply research to emails and calls

The Unscheduled Conversation Questions and Objections

  • Driving urgency with contextually-relevant questions
  • The 4 common objections and how to respond

Advanced Prospecting Technique and Tools

  • Tools, sequences, and time management
  • Leveraging community networks for introductions, social platforms and real examples

Training for 8 or more people?

Contact us to discuss private course options.

See here for the latest course schedule to sign up


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


Antoine Mandy


Boris Bedzent


Miya Mee-Lee Dias


Maria Abad Baides


Chris Allison


Chad Vanags


Melissa Huggett


Taken by employees at

Training for 8 or more people?

Contact us to discuss private course options.