Mark Colgan

B2B SaaS Revenue Growth Consultant



About this course

In this introductory course, you will learn how to use the five core outbound channels (Email, Phone, Social, Video, Direct Mail) in your prospecting role. Understand how to research the right prospects, start more conversations, successfully hand over leads to your AE and hit your quota. Get to grips with the admin and reporting side of your role.

Suitable for: Outbound Prospectors with 0-6 months' experience

| Foundational | 4 weeks | 2pm UK time | 12 x 1 hour live classes |

Suitable for: Outbound Prospectors with 0-6 months' experience

Course syllabus

Class 1


  • What is an SDR?

  • Channels overview

  • Elevator Pitches

Class 2

Lead Sourcing & Prospecting Signals

  • Understand your prospects

  • Finding triggers and signals to increase relevance when reaching out

  • Examples of triggers and signals and how to find them

Class 3

Automated & Account Based Prospecting

  • Approaches along the spectrum

  • Automated templates

  • Strategic account based approach

Class 4

Email Templates

  • Account list building

  • How to structure cold & follow up email templates

  • Examples of email templates

Class 5

Email Customisation

  • Customising email templates

  • What is a hook and how do you write one?

  • Suggestions for subject lines that increase your email open rates

Class 6

Cold & Warm Phone Calls

  • Cold & warm calling

  • How to write call scripts

  • Best practice call structure

Class 7

Objection Handling

  • Objection handling framework

  • The 4 stages of objections

  • Mastering objection handling

Class 8

Video & Direct Mail

  • Video timing, content & structure

  • Direct mail strategies and ideas

  • Tracking ROI

Class 9

Social Prospecting

  • Approach prospects over social channels

  • Best practices

  • Get the most out of everything from Linkedin to Snapchat!

Class 10


  • Putting all your channels together into strategically timed sequences

  • Targeting

  • What do best-in-class sequences look like?

Class 11

Qualification & Handover 

  • Determining SDR qualification criteria

  • Successfully qualifying leads

  • Booking a meeting with your Account Executive

Class 12

Managing Your Time & Career

  • SDR best practices for pipeline management

  • How to manage your everyday work schedule

  • Owning your career planning and progression

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