Prospecting for Impact
Apply proven prospecting techniques that focus on customer pain—not gimmicks or shortcuts. Learn how to create value in every interaction by centering your outreach on what matters most to your prospects.
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About the Course
Prospecting for Impact equips sellers with the tools and foundational skills required for effective, efficient prospecting. Participants learn proven communication techniques, how to craft effective emails and voicemails, and best practices for maximizing prospecting time.
By the end of the course, learners are prepared to make meaningful, value-driven connections with prospects across channels.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 8 hours of live instruction. Sessions incorporate role plays, breakout exercises, and recurring revenue frameworks applied to real-world prospecting scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
- SDRs and BDRs who are new to the team and need a strong prospecting foundation
- Existing SDRs and BDRs looking to sharpen their communication and prospecting skills
Blended Course Format
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8 hours of live instruction, delivered as one 2-hour session per week
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Live sessions conducted via Zoom video conference
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Exclusive asynchronous access to blueprints, videos, and exercises
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- There are no prerequisites for this course
Course Details
Location
Online, delivered via Zoom
Standard Duration
4 weeks
Standard Schedule
1 live session per week (2 hours each) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: Prospecting Prioritization, Timing and Influence
Module 1: 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.
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Module 2: 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.
Week 2: Research and Unscheduled Calls
Module 3: 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.
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Module 4: 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.
Week 3: Unscheduled Conversation, Questions, and Objections
Module 5: 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.
Module 6: 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.
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Week 4: Advanced Prospecting Techniques and Tools
Module 7: 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.
Module 8: 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.
Your Learning Journey
A clear view of how the course is delivered—from live sessions to applied practice—so learners know what to expect.
Course dates are flexible. This is for illustrative purposes only.
Get excited for the course — no action items yet.
Get situated on the online learning platform, complete Session 1 pre-work.
Live Session – 2 hours
Covering Modules 1 and 2.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 3 and 4.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 5 and 6.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 7 and 8.
Complete online certification exam to prove your knowledge and earn a certificate (with score of 75% or higher)!
Meet Your Certified Trainers
Crismely Perez
Key areas of expertise: Prospecting coaching, Sales coaching, Customer Success coaching
Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
Complete the certification assessment to validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Trained in this course to date
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
Learners will develop foundational prospecting skills, including crafting effective emails and voicemails, communicating with relevance and clarity, handling common objections, and maximizing prospecting time.
What is the format and duration of the course?
The course is delivered live online over a series of four, 2-hour sessions, typically with weekly live instruction complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend a live session, will recordings be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, recordings will be provided by the course trainer following each live session.
Are there any prerequisites for this course?
There are no prerequisites. The course is designed for learners at all levels of experience.
How is the course delivered?
The course is delivered via live Zoom video sessions led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course and any required assessments will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes — the course is designed around practical techniques and real-world examples that learners can apply to their prospecting activities right away.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Improve the Quality of Your Prospecting Conversations?
Whether you’re onboarding new SDRs or sharpening existing prospecting skills, this course teaches proven techniques to create value, focus on real customer pain, and engage prospects with confidence from the first touch.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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Get clarity on the root causes slowing your growth
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Understand which GTM improvements will deliver the biggest impact
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Explore pricing, timelines, and the right engagement for your goals
