Sales Development (SDR/BDR) Training
The Tenbound Way™ Sales Development Training System is designed to prepare SDRs (BDRs etc) not only for the challenges of building pipeline today but to set a strong foundation for success in their career.
Through a set of structured skills that build upon each other, SDRs come out of the training ready to use their tools and initiative to hit their number month after month with relevant scripts, messages, and rebuttals to start immediately.
Join the elite Tenbound Alumni Group (invite-only) upon successfully completing the course.
Note- You can get this course and all our other Online Courses for $144 per year at https://www.tenboundplus.com/
31 Lessons
Welcome to the SDR Online Training Course
Introduction and learning goals for this SDR training here
Video: Laying the Foundation
Lay the foundation to accelerate your Sales Development Representative selling skills
Training Agenda - SDR Online Course
Training Agenda & Goals (for Participants) Quick Reference
Introduction to Personas and Pain Points
Learn how Personas and their pain points can connect you to your prospect's buyer journey
Defining and Understanding your Buyer Personas
An introduction to buyer personas and how they connect to your prospect's journey
Video: Message Framework to Connect to the Buyer Journey
A discussion of buyer personas can be used to connect to your prospect's journey
S1: Account Prioritization & Buyer Personas
In this first section (S1) learn how personas, ideal customer profiles and account prioritization all work together
S1 Video: Account Prioritization & Buyer Personas
Video presentation of personas, ideal customer profiles and account prioritization
Buyer Persona Worksheet
During this exercise, use this worksheet to identify your target personas and their challenges and motivations
S2: Pain Points & Trigger Events
In this second section (S2) learn why a persona's pain points create buying triggers
S2 Video: Pain Points & Trigger Events
In this second section (S2) learn why a persona's pain points create buying triggers
S3: Messaging Structure
In this third section (S3) learn how to structure your messaging.
S3 Video: Messaging Structure
View presentation to learn the Tenbound method for structuring messaging
S4: 3x3 Research, Pain Points, & Cadence
In this fourth section (S4) preview slides on research, pain points and a cadence can combine to connect with your prospects
S4 Video: 3x3 Research, Pain Points, & Cadence
View presentation to learn how combine 3x3 research with pain points into a cadence to engage your target prospects
Prepare Your Message: Trigger Points & Pain Points
Access this worksheet to as a framework to get started in prospect targeting
S5: Objection Handling, Rebuttals, & Customer Stories
In this fifth section (S5) preview slides to get introduced to the what and why of objections
S5 Video: Objection Handling, Rebuttals, & Customer Stories
View presentation to learn how to address objections with techniques including customer stories
Worksheet: Objection Handling
Use this worksheet to plan for objections and practice responding to them
S6: Quick Openers, Opening Statements, & Relevant Questions
In this sixth section (S6) preview slides to see how quick openers and probing can get your call off to a good start
S6 Video: Quick Openers, Opening Statements, & Relevant Questions
View this presentation to start your sales call strong with quick openers, opening statement and probing questions
Worksheet: Opening-Questioning-Closing
Use this worksheet to tie together all map out opening, probing and closing for you calls
S7: Closing for the Appointment & Calendar Booking
Pre-view slides on how to close strongly and gain agreement to book a meeting
S7 Video: Closing for the Appointment & Calendar Booking
View this presentation to learn techniques to close for the meeting and get it on the calendar
S8: Conclusion
A review to tie things together and put to use all that you haved learned
Guidelines: Formulating Customer Stories
Provide a framework for Customer Stories
Slide X1: Basic Structure & Opening
Review additional slides provided for Participants for Basic Structure & Opening
Slide X2: Sales Questioning Technique
Review additional slides provided for Participants for Sales Questioning Technique
Slide X3: Objection Handling
Review additional slides provided for Participants for Objection Handling
Slide X4: Closing & Handoff
Review additional slides provided for Participants for Closing and Handoff
Thank you for completing the online Sales Development Course
Congratulations on completing the Sales Development Representative Training from Tenbound