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Course

Overviews

Outbound Prospecting

Foundational

Remote - Video Conferencing

15 x 1 Hour Lessons

5 Weeks

Outbound Prospectors with 0-6 months' experience

10:00 GMT

Introduction

  • Introduction to the course

  • What is an SDR?

  • Channels overview

  • Tech Recommendations

Lesson 1

Automated & Account-Based

  • Approaches along the spectrum

  • Automated templates

  • Strategic account-based approach

Lesson 2

Email Templates

  • Account list building

  • How to structure cold & follow up email templates

  • Examples of email templates

Lesson 3

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

Lesson 4

Cold & Warm Phone Calls

  • Cold & warm calling

  • How to write call scripts

  • Best practice call structure

Lesson 5

Objection Handling

  • Objection handling framework

  • The 4 stages of objections

Lesson 6

Video &

Direct Mail

  • Video timing, content & structure

  • Direct mail strategies and ideas

Lesson 7

Social Channels

  • Approach prospects over social channels

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

Lesson 8

Sequences

  • Putting all your channels together into strategically timed sequences

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

Lesson 9

Discovery Calls & Handover

  • How much should the SDR be involved in the Discovery Call?

  • Determining your qualification and handover criteria

Lesson 10

Pipelines

& KPIs

  • Why should you have SDR opportunity pipelines?

  • What are KPIs and how are they helpful to you?

Lesson 11

Time Management

  • Planning your day and week as an SDR

  • Best practise distribution of SDR activities

Lesson 12

Teams & Coaching

  • Best practise SDR coaching and motivation

  • Sales team ratios

Lesson 13

Hiring

  • Data-driven SDR hiring process

  • Job titles & job descriptions

  • Salary and commission plans

Lesson 14

Course

Wrap Up

  • Course summary & quiz

  • Overall course Q&A

Lesson 15