Outbound Prospecting

Course Syllabus

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Course

Overviews

Foundational

Remote - Video Conferencing

4 Weeks

12 x 1 Hour Lessons 

14:00 (UK time)

Outbound Prospectors with 0-6 months' experience

Class 1

Introduction

  • Introduction to the course

  • What is an SDR?

  • Channels overview

  • Elevator Pitches

Class 4

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 7

Video &

Direct Mail

  • Video timing, content & structure

  • Direct mail strategies and ideas

Class 2

Automated & Account-Based

  • Approaches along the spectrum

  • Automated templates

  • Strategic account-based approach

Class 3

Email Templates

  • Account list building

  • How to structure cold & follow up email templates

  • Examples of email templates

Class 5

Cold & Warm Phone Calls

  • Cold & warm calling

  • How to write call scripts

  • Best practice call structure

Class 6

Objection Handling

  • Objection handling framework

  • The 4 stages of objections

Class 8

Social Channels

  • Approach prospects over social channels

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

Class 9

Sequences

  • Putting all your channels together into strategically timed sequences

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

Class 10

Qualification & Handover

  • Determining SDR qualification criteria

  • Successfully qualifying leads

  • Booking a meeting with your Account Executive

Class 11

Managing Your Time & Career

  • SDR best practises for pipeline management

  • How to manage your everyday work schedule

  • Owning your career planning and progression

Class 12

Course

Wrap Up

  • Whistle-stop tour of all our course topics

  • Overall course Q&A

  • Course final exam and certificates

© 2020 by Sales Impact Academy.

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