Prospecting into Enterprise Accounts

Apply proven techniques to bring value to your Enterprise prospects—methods that put research and addressing customer pain points at the center of your prospecting process.
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Why should I take this 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.

Who

Course Format

Prerequisites

  • Onboarding SDRs / BDRs who are new to the team
  • SDR accelerating their skills into enterprise prospecting
  • 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
Prior prospecting experience is recommended but not required. For training on fundamental skills of Prospecting, see the Prospecting for Impact course.

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:
The Principles of Account Based Prospecting

Module 1
Introduction to Account-Based Prospecting

Define account-based prospecting and discover how to use it to target enterprise, B2B businesses.

Module 2
Account Research

Identify how to uncover account research to personalize your outreach.

Week 2:
Stakeholders & Resources

Module 3
Stakeholder Research, Meetings, and Decision Processes

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.

Module 4
Orchestrate Resources and Curate Content

Leverage your team to curate content and connect with your accounts and stakeholders.

Week 3:
Advanced Account-Based Techniques

Module 5
Develop Messages That Stand Out to Buyers

Uncover how to turn account research into meaningful and relevant messages.

Module 6
Monitor Account Engagement and Refine Account Plans

Discover how to monitor account engagement and refine account plans.

Week 4:
Set Up for Success

Module 7
Provocative Statements

Create a statement based on research and to provoke interest with executives.

Module 8
Advanced SPICED Handoff

Uncover best practices for handling stakeholder handoffs using the SPICED framework.

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