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.

31 Lessons

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31 Lessons in Sales Development (SDR/BDR) Training :

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