Sales Development Representative Course

Lesson 1 • Professional Mindset and Resilience

Addresses the psychological demands of prospecting and rejection. Equips reps with frameworks to maintain consistency under pressure.

Lesson 2 • SDR and AE Collaboration

Explains the handoff process and shared accountability between SDRs and account executives. Sets expectations for cross-functional teamwork.

Lesson 3 • What SDRs Do Daily

Defines the SDR position, its place in the revenue funnel, and daily responsibilities. Establishes baseline context for all subsequent skill-building.

Lesson 1 • Segmenting Your Territory

Covers methods for dividing a prospect universe into actionable tiers. Enables efficient time allocation across the full territory.

Lesson 2 • Researching Target Accounts

Introduces structured account research methods to uncover relevant context before outreach. Builds the foundation for personalized messaging.

Lesson 3 • Identifying Decision Makers and Influencers

Maps the buying committee within target accounts and clarifies each stakeholder's role. Ensures outreach reaches the right contacts.

Lesson 1 • LinkedIn and Social Outreach

Teaches connection requests, InMail, and social engagement tactics. Extends messaging skills to social channels for a multi-touch approach.

Lesson 2 • A/B Testing Your Messaging

Covers how to design, run, and interpret messaging experiments. Builds a continuous improvement habit for outreach performance.

Lesson 3 • Core Messaging Principles

Establishes the foundational rules of effective sales messaging: relevance, brevity, and value. Applies to every outreach format covered in this chapter.

Lesson 4 • Personalization at Scale

Introduces frameworks for adding relevant personalization without sacrificing volume. Balances efficiency with message quality.

Lesson 1 • Handling Objections on the Phone

Provides scripted and adaptive responses to the most common cold call objections. Builds confidence to stay in the conversation.

Lesson 2 • Call Coaching and Self-Review

Introduces methods for recording, reviewing, and improving call performance. Establishes a self-coaching habit for continuous development.

Lesson 3 • Pre-Call Preparation

Covers the research and mental preparation required before dialing. Reduces call anxiety and increases relevance of the opening.

Lesson 4 • Cold Call Structure and Openers

Teaches a repeatable call framework from introduction to ask. Focuses on earning the first 30 seconds of attention.

Lesson 1 • Prospecting and Data Tools

Surveys tools used to source, enrich, and verify prospect data. Ensures reps build accurate contact lists efficiently.

Lesson 2 • CRM Fundamentals for SDRs

Covers the SDR-specific use of a CRM: logging activities, managing contacts, and updating records. Establishes data discipline as a professional standard.

Lesson 3 • Sales Engagement Platforms

Introduces the features and workflows of sales engagement tools used to automate and track outreach. Connects to cadence execution covered earlier.

Lesson 1 • Analyzing Cadence Performance

Teaches how to read cadence analytics to identify drop-off points and high-performing steps. Drives data-informed sequence optimization.

Lesson 2 • Managing Cadences in a Sales Tool

Covers the operational mechanics of running cadences inside a sales engagement platform. Builds workflow efficiency and data hygiene habits.

Lesson 3 • Inbound vs. Outbound Cadences

Distinguishes the speed, tone, and structure required for inbound leads versus cold outbound prospects. Prevents one-size-fits-all errors.

Lesson 1 • Active Listening Techniques

Develops the listening skills required to extract meaningful information during calls. Directly improves qualification accuracy and rapport.

Lesson 2 • Disqualification and Pipeline Hygiene

Addresses the discipline of removing poor-fit prospects from the pipeline. Protects AE time and improves overall conversion rates.

Lesson 3 • Qualification Frameworks

Introduces leading qualification methodologies and their criteria. Provides a consistent standard for evaluating prospect fit and readiness.

Lesson 1 • Pipeline Math and Forecasting

Teaches the arithmetic of pipeline coverage, conversion rates, and quota math. Enables reps to reverse-engineer daily activity from quota targets.

Lesson 2 • Time Blocking and Prioritization

Introduces structured time management methods for balancing prospecting, admin, and follow-up. Maximizes selling time within a standard workday.

Lesson 3 • Continuous Improvement Habits

Establishes a personal development rhythm for ongoing skill refinement. Connects performance data to targeted practice and coaching.

Lesson 4 • Accelerating Toward Quota

Provides tactical plays for closing pipeline gaps in the final stretch of a quota period. Builds urgency management and sprint planning skills.