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.
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
27/04/2021
1/12
Introduction
  • What is an SDR?
  • Channels overview
  • Elevator pitches
29/04/2021
2/12
Understanding Prospects & Sourcing Leads
  • Understand your prospects
  • Finding triggers and signals to increase relevance when reaching out
  • Examples of triggers and signals and how to find them
04/05/2021
3/12
Automated & Account Based Prospecting
  • Approaches along the spectrum
  • Automated templates
  • Strategic account based approach
06/05/2021
4/12
Email Templates & Customization
  •  3 cold email structures
  • Examples of email templates
  • How to customize email templates
11/05/2021
5/12
Email Follow Ups & Responses
  • The art of email follow up
  • How to write value adding follow ups
  • Handling responses from cold emails
13/05/2021
6/12
Cold & Warm Phone Calls
  • Cold & warm calling
  • How to write call scripts
  • Best practice call structure
18/05/2021
7/12
Objection Handling
  • Objection handling framework
  • The 4 stages of objections
  • Mastering objection handling
20/05/2021
8/12
Video & Direct Mail
  • Video timing, content & structure
  • Direct mail strategies and ideas
  • Tracking ROI
25/05/2021
9/12
Social Prospecting
  • Approach prospects over social channels
  • Best practices
  • Get the most out of everything from LinkedIn to Snapchat!
27/05/2021
10/12
Sequences
  • Putting all your channels together into strategically timed sequences
  • Targeting
  • What do best-in-class sequences look like?
01/06/2021
11/12
Qualification & Handover
  • Determining SDR qualification criteria
  • Successfully qualifying leads
  • Booking a meeting with your Account Executive
03/06/2021
12/12
Managing Your Time & Career
  • SDR best practices for pipeline management
  • How to manage your everyday work schedule
  • Owning your career planning and progression
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...