Prospecting for Impact

Apply proven techniques to bring value to your prospects—not tricks or quick hacks, but methods that put the customer’s pain points at the center of your prospecting process.
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Why should I take this 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.

Who

Course Format

Prerequisites

  • Onboarding SDRs and BDRs who are new to the team
  • Honing the communication and prospecting skills of existing SDRs and BDRs
  • 8 hours live instruction; one 2-hour session each week
  • Delivered via Zoom video conference
  • Exclusive access to blueprints, videos, and exercises
  • Industry-recognized certification
  • Maximum number of learners: 25
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Course Schedule

Registration links open in Winning by Design's website.
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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.

Week 1:
Prospecting Prioritization, Timing and Influence

Module 1
How Great Prospectors Prioritize Their Business

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.

Module 2
How to Influence at All Leadership Levels

Influence prospects at all levels of seniority using effective persona-based communication, messaging, word choice, and tone.

Week 2:
Research and Unscheduled Calls

Module 3
How to Research

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.

Module 4
How to Apply Research to Emails and Calls

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

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

Understand persona-based objections, the “why” behind them, and how to respond in a professional way.

Week 4:
Advanced Prospecting Techniques and Tools

Module 7
Tools, Sequences, and Time Management

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

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.

To learn more about the instructors and curriculum, visit the Winning By Design course website.