Business Development Representative Course

Lesson 1 • The Revenue Team Structure

Maps how marketing, BDR, AE, and customer success teams interact to generate revenue. Students understand upstream and downstream dependencies affecting their work.

Lesson 2 • BDR Tools and Tech Stack Overview

Introduces the categories of tools BDRs use daily: CRM, sequencing platforms, and data enrichment tools. Students gain a functional map before deep-diving into each tool.

Lesson 3 • BDR vs. SDR vs. AE Defined

Clarifies distinctions between outbound BDRs, inbound SDRs, and closing AEs. Grounds students in org-chart reality before any prospecting technique is introduced.

Lesson 1 • Building and Managing a Target Account List

Translates ICP criteria into a structured, prioritized account list inside a CRM. Students apply tiering logic to allocate outreach effort efficiently.

Lesson 2 • Building an Ideal Customer Profile

Covers firmographic, technographic, and behavioral attributes that define a high-fit account. Students use these attributes to score and prioritize accounts.

Lesson 3 • Account Research Techniques

Provides methods for gathering intelligence on target accounts before outreach. Students learn to identify trigger events that signal buying readiness.

Lesson 1 • Storytelling and Social Proof

Shows how brief customer stories and data points build credibility in outreach messages. Students construct micro-case-study snippets appropriate for cold outreach.

Lesson 2 • Personalization at Scale

Teaches a tiered personalization model that balances relevance with efficiency. Students apply account-level and persona-level research to semi-automated outreach.

Lesson 3 • Message Testing and Iteration

Establishes a disciplined approach to A/B testing subject lines, openers, and CTAs. Students use reply rate and meeting rate data to continuously improve messaging.

Lesson 1 • Social Selling on LinkedIn

Explains how to use LinkedIn for warm prospecting, profile optimization, and direct outreach. Students build a professional presence that supports credibility before first contact.

Lesson 2 • Video and Direct Mail Outreach

Introduces video messaging and physical direct mail as pattern-interrupting channels. Students learn when and how to deploy these tactics for maximum impact.

Lesson 3 • Cold Calling Fundamentals

Covers the mechanics of a cold call: opening, navigating gatekeepers, and securing a next step. Students practice call structure before scripting advanced objection handling.

Lesson 1 • Managing Active Prospects in a Cadence

Covers daily cadence management: prioritizing tasks, handling replies, and pausing or advancing prospects. Students develop a repeatable daily workflow.

Lesson 2 • Building Sequences in Engagement Platforms

Provides hands-on guidance for configuring sequences inside sales engagement tools. Students set up automated steps, manual tasks, and conditional branches.

Lesson 3 • Sequence Architecture Principles

Defines the structure of an effective outreach sequence: touch count, spacing, and channel mix. Students understand how sequence design affects response rates and prospect experience.

Lesson 1 • Common BDR Objections and Responses

Provides scripted and adaptable responses to the most frequent BDR objections. Students practice until responses feel natural rather than rehearsed.

Lesson 2 • Discovery and Qualification Frameworks

Teaches structured qualification frameworks to assess fit, pain, authority, and timing. Students apply these frameworks during discovery calls to qualify or disqualify efficiently.

Lesson 3 • Booking and Confirming Qualified Meetings

Covers the mechanics of securing a meeting commitment and reducing no-show rates. Students use confirmation sequences and pre-meeting prep to maximize show rates.

Lesson 1 • Pipeline Reviews and Self-Reporting

Prepares students to participate in pipeline review meetings and self-report performance accurately. Students build the habit of weekly pipeline hygiene and forecast updates.

Lesson 2 • BDR-to-AE Handoff Process

Structures the formal handoff of a qualified opportunity from BDR to account executive. Students document discovery findings and context to accelerate AE ramp on each deal.

Lesson 3 • CRM Data Entry Standards

Establishes non-negotiable data hygiene practices for contact, account, and activity records. Students understand how poor data entry degrades pipeline visibility downstream.

Lesson 1 • Account-Based Prospecting Strategy

Applies account-based marketing principles to BDR outreach for high-value target accounts. Students coordinate personalized, multi-channel campaigns at the account level.

Lesson 2 • Multi-Threading Within Accounts

Teaches students to build relationships with multiple stakeholders simultaneously to reduce single-threaded risk. Students identify and engage champions, economic buyers, and technical evaluators.

Lesson 3 • Territory Planning and Time Allocation

Guides students in building a structured territory plan that maximizes pipeline potential. Students allocate prospecting time across tiers and channels based on expected return.

Lesson 4 • Leveraging Intent Data and Signals

Introduces third-party intent data and behavioral signals to prioritize in-market accounts. Students integrate intent signals into their sequencing and account prioritization decisions.