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
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.
Influence prospects at all levels of seniority using effective persona-based communication, messaging, word choice, and tone.
Research and Unscheduled Calls
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.
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
Learn how to create urgency by asking prospects the right questions, conveying the impact of your solution, requesting a meeting, and sharing value.
Understand persona-based objections, the “why” behind them, and how to respond in a professional way.
Advanced Prospecting Techniques and Tools
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.
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.