About the Course
Generate more conversations and, ultimately, more revenue by using time-tested, science-backed account-based prospecting techniques.
After completing this course, SDRs and BDRs will be well equipped to professionally communicate and make valuable connections with Enterprise prospects.
Best for:
- Onboarding SDRs / BDRs who are new to the team
- SDR accelerating their skills into enterprise prospecting
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
Price
$1,500 per seat
or contact us for a private course for your team
Prerequisites
Prior prospecting experience is recommended but not required. For training on fundamental skills of Prospecting, see the Prospecting for Impact course.
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.
The Principles of Account Based Prospecting
Introduction to Account-Based Prospecting
Learning Objective: Define account-based prospecting and discover how to use it to target enterprise, B2B businesses.
Account Research
Learning Objective: Identify how to uncover account research to personalize your outreach.
Stakeholders & Resources
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.
Orchestrate Resources and Curate Content
Learning Objective: Leverage your team to curate content and connect with your accounts and stakeholders.
Advanced Account-Based Techniques
Develop Messages That Stand Out to Buyers
Learning Objective: Uncover how to turn account research into meaningful and relevant messages.
Monitor Account Engagement and Refine Account Plans
Learning Objective: Discover how to monitor account engagement and refine account plans. Use AI for scoring.
Set Up for Success
Provocative Statements
Learning Objective: Create a statement based on research and to provoke interest with executives.
Advanced SPICED Handoff
Learning Objective: Uncover best practices for handling stakeholder handoffs using the SPICED framework.
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.
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 | - |
See here for the latest course schedule to sign up
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What our learners say
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
Antoine Mandy
Yamini Virani
Training for 8 or more people?
Contact us to discuss private course options.