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


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


Prior prospecting experience is recommended but not required. For training on fundamental skills of Prospecting, see the Prospecting for Impact course.


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.

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

Account Based Prospecting
Relevant Communication
Refining Account Plans

See here for the latest course schedule to sign up

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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

Antoine Mandy


Miya Mee-Lee Dias


Yamini Virani


Boris Bedzent


Training for 8 or more people?

Contact us to discuss private course options.