Outbound Prospecting Outbound Prospecting
SIA Coaches
Co-Founder & CRO
Speak On Podcasts
Account Executive at Gong
Founding Coach at SDR Nation
  • Description
  • Syllabus
  • Coach Information
About this course

Get to grips with the admin and reporting side of your role by taking our newly revamped Outbound Prospecting course. Outbound Prospectors with 0-6 months' experience will benefit from interactive sessions with an OP expert and access to tech resources which will allow you to apply what you’ve learned in the workplace immediately.

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.

This course has been designed for BDRs or SDRs with 0-6 months experience. There may be little nuggets for people with more experience who haven't had formal training.
What impact this course will have
  • Understand Lead Sourcing & Prospecting Signals.
  • Gain access to automated templates for account based prospecting.
  • Master email, social prospecting and sequences!
  • Determine SDR qualification criteria and perfect handover
  • Discover SDR best practices for managing your pipeline and your everyday work schedule.
Syllabus
September 07th 2021
1/12
Class 1 | Introduction

 

By the end of this class, you will be able to…

  • Understand what Outbound Prospecting is
  • Understand the role of an SDR
  • Distinguish between the main outbound channels
  • Craft your Elevator Pitch with a simple structure
  • Learn how to pitch to anyone!
September 09th 2021
2/12
Class 2 | Understanding Prospects & Sourcing Leads

 

By the end of this class, you will be able to…

  • Deeply understand your prospects
  • Identify individual & account triggers & signals to increase relevance when reaching out
  • Find these triggers & signals for your prospecting
  • Use these triggers & signals in your prospecting
  • Find emails
September 14th 2021
3/12
Class 3 | Automated & Account Based Prospecting

 

By the end of this class, you will be able to…

  • Build your target lists
  • Tier your accounts
  • Understand the Spectrum of Approaches
  • Know what Automated Prospecting involves
  • Know what Account-Based Prospecting involves
  • Identify which approach is best for you
September 16th 2021
4/12
Class 4 | Email Templates & Customization

 

By the end of this class, you will be able to…

  • Understand the difference between personalisation & customisation
  • Know what to think about when writing email templates & subject lines
  • Select which type of cold email to use
  • Customise your emails with hooks
  • Write a referral request
September 21st 2021
5/12
Class 5 | Email Follow Ups & Responses

 

By the end of this class, you will be able to…

  • Know when to follow up
  • Follow up best practices
  • Write effective follow ups
  • Demonstrate best practice when following up
  • Handle inbound replies from prospects
September 23rd 2021
6/12
Class 6 | Cold & Warm Phone Calls

 

By the end of this class, you will be able to…

  • Navigate Cold & Warm Calls
  • Understand Call Scripts
  • Implement the Call Script Structure
  • Understand the Pain & Solution Map
  • Know Cold Calling Tips
September 28th 2021
7/12
Class 7 | Objection Handling

 

By the end of this class, you will be able to…

  • Understand Objection Handling 
  • Practice Objection Handling effectively
  • Master Objection Handling
  • Anticipate & Ask for Objections!
September 30th 2021
8/12
Class 8 | Video & Direct Mail

 

By the end of this class, you will be able to…

  • Know why you should use video
  • Implement video best practices
  • Identify video software
  • Use Direct Mail to your advantage
  • Choose Items to send
  • Track ROI
October 05th 2021
9/12
Class 9 | Social Prospecting

 

By the end of this class, you will be able to…

  • Understand social prospecting
  • Building a personal brand 
  • Implement best practices
  • Use Social Channels
  • Use Linkedin voice notes
October 07th 2021
10/12
Class 10 | Sequences

 

By the end of this class, you will be able to…

  • Know the Elements of a Sequence
  • Understand Sequencing Steps
  • Implement Targeting
  • Use Strategic Sequences
  • Add Video
  • Consider Texting
  • Experiment
October 12th 2021
11/12
Class 11 | Qualification & Handover

 

By the end of this class, you will be able to…

  • Refer to the Timeline of Events
  • Recognise different Types of Qualification
  • Understand how to Qualify Prospects
  • Know what a Discovery Call is
  • Implement BAMFAM Strategies
  • Use Best Practices
October 14th 2021
12/12
Class 12 | Managing Your Time & Career

 

By the end of this class, you will be able to…

  • Consider what an SDR’s day should look like
  • Know how to manage your pipeline
  • Recognise the importance of mindset and explore some frameworks
  • Understand how to own your career progression and choose a career path
Co-Founder & CRO
Speak On Podcasts
Mark has over 13 years experience in B2B Sales and Marketing having worked at FTSE 50 companies to venture backed startups. In the last 3 years Mark has designed and implemented Outbound Prospecting strategies that have generated millions in revenue ...
Account Executive at Gong
Founding Coach at SDR Nation
Sarah Brazier is an account executive at Gong. She is one of the founding coaches of SDR Nation, an Officer in Bravado's War Room, Gong's top SDR in 2019, a 2020 LinkedIn Top Sales Voice, and President's Club winner. Prior to launching her sales care...