About the Course

Acquire the tools and fundamental skills required for successful prospecting. Learn about proper communication techniques, crafting effective emails and voicemails, and the best practices for maximizing your prospecting time.

By the end of the course, you will be well equipped to make valuable connections with your prospects.

Best for:

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

Blended course format:

  • 8 hours LIVE instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive async 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. Use AI to create persona cards.


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.

Ongoing reinforcement

Get the highest possible ROI on your training investment with ongoing reinforcement via our skills coaching program, library of key content and frameworks, and reporting resources.


The biweekly live sessions of our Skills Coaching program 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


We also offer access to our enablement content library containing hundreds of WbD videos, blueprints, research materials, frameworks, worksheets, and templates to support teams utilizing WbD’s customer-centric GTM training and methodologies. Enablement teams and managers can leverage this library to help reinforce, coach, and train your teams—improving their skills and knowledge.

Upcoming Courses

Training for 8 or more people and/or need customization?

Contact us to discuss private course options.

Training for non-English speakers?

We deliver training across North America, Europe, AsiaPac, and Latin America—in English, German, French, Spanish, Portuguese, Chinese, and Japanese.

WbD Blended Learning Course Format

Course Prep- Watch trainer intro video - LMS login and prep work 30-45 min -
Week 1- Live session 2 hours - Online learning prep 30-45 min -
Week 2- Live session 2 hours - Online learning prep 30-45 min -
Week 3- Live session 2 hours - Online learning prep 30-45 min -
Week 4- Live session 2 hours - Certification exam approx. 60 min -
*Certificates can be added to Learners Linkedin Profile | *Actual course cadence may vary

Key skills taught in this course

How Great Prospectors Prioritize Their Business
How to Research
How to Respond to Objections

See here for the latest course schedule to sign up

Taken by employees at


Trained on this course to date

What our learners say


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


Maria Abad Baides


Chris Allison


Melissa Huggett

Lindsey Bye

Lindsey Bye


Training for 8 or more people?

Contact us to discuss private course options.