Prospecting Through Sequences Prospecting Through Sequences
SIA Coaches
SDR Leader
  • Description
  • Syllabus
  • Coach Information
About This course

Calling all full-time SDRs and SDR managers! The brain behind the Agoge Sequence will share with you how to effectively qualify and approach your key prospects in this granular educational course. Whether you’re not quite getting your prioritization right or you can't figure out why your cold calls have poor conversion rates, this course will give you the tools to make a difference.

We will take you through how to use sequences to multiply your prospecting efficiency. This will cover time management, prioritization, cold calling, creating a complete outbound strategy, and optimal responses to motivate prospects to take action!
What impact this course will have
  • Understand the principles of successful prospecting and prioritization.
  • Know how to organize your day and where to execute different prospecting workflows.
  • Master the Agoge Sequence.
  • Learn the importance of simplicity in your cold calling framework and get your tone right.
  • Utilise different types of email objections and know the best response and sequences to use for objections.
Class 1
Importance of Prospecting
  • Understand what sequences are
    and how a sequence plan fits
  • Articulate the importance of the
    prospecting function and your
    role within it
  • Identify the evergreen skill sets
    acquired through prospecting
Class 2
Agoge Sequence
  • Know how to interpret and
    improve sequences
  • Have a practical understanding of
    how to implement each of the
  • Modify the Agoge Sequence for
    different priority prospects and
Class 3
Initial Email Strategies
  • Learn a simple framework for
    basic personalization at scale
  • Identify and create templates for
    the most important situations
  • Create Initial emails for special
    important cases
Class 4
  • Define the three tiers of
  • Know how to create a system for
  • Know how each tier should be
    approached differently
Class 5
Cold Calling
  • Importance of simplicity in your cold calling framework
  • Getting tone right
  • Leveraging past research in an opener
Class 6
Cold Call Objections
  • Understand the flow of objections
    in the cold call
  • Know the two different types of
    asks you will make, and how to
    make them
  • Make your own objection
    handling guide


Class 7
Email Objections
  • Identify and handle the most
    common objections
  • Deal with unusual objections
  • Use the right sequences for
    email objections
Class 8
Putting it all Together
  • Connect the different pieces of
    what we’ve discussed
  • Things to look out for
  • Mentoring others on the team
Coach Information
SDR Leader
Sam Nelson was Outreach’s #1 SDR, SDR Manager, and Manager of SDR Managers as Outreach became a billion-dollar company through cold outbound prospecting.