Full Sales Development Course – Troy Barter

In the Full Sales Development Course, you will learn everything you need to become a top performer in your first 6-12 months as a Sales Development Representative.

What You’ll Learn In Full Sales Development Course

Course Introduction

• Welcome!
• (Download) SalesOrg.io Company Guide
• How to Create Your SalesOrg.io Profile
• How To Build a Professional LinkedIn Profile
• (Download) SalesOrg.io LinkedIn Banner
• LinkedIn Assignment 1
• Introduction To Social Selling
• LinkedIn Assignment 2
• Intro To Tech Sales Terms
• SalesOrg.io Glossary of Terms

The 3 Keys to Success

• Introduction
• Positive Attitude
• Student Mentality
• Work Ethic
• Quiz: The Three Keys to Success

Prospecting

• Introduction
• Time Management (RVT)
• Lead Enrichment
• Lead Enrichment Assignment
• Outside Prospecting
• E-Mail Best Practices
• E-Mail Assignment
• The 5 Types of Buyers
• Sales Cadences
• Sales Cadence Assignment
• Handling Inbound Leads
• Social Selling Conversation w/ Jed Mahrle
• How To Handle No Shows
• Prospecting Quiz

Sales Pitch Framework

• Introduction
• Step 1: Cold Call Openers
• Sales Pitch Framework Assignment 1: Cold Call Openers
• Step 2: Positioning Statements
• Sales Pitch Framework Assignment 2: Positioning Statements
• Step 3: The Option Close
• Sales Pitch Framework Assignment 3: The Option Close
• Tone and Tonality
• Speech Tempo
• Recorded Assessment Prep
• (Assessment 1) Sales Pitch Framework Recording

Sales Skills

• Introduction
• Leaving Voicemails
• Voicemail Recording Assignment
• Getting Past The Gatekeeper
• Sales Pitch Framework Assignment 4: Gatekeeper Framework
• Overcoming Objections
• Overcoming Objections Recording Assignment
• (Assessment 2) Recorded Sales Pitch Role Play with Objections

Discovery

• Introduction
• Discovery Formats – BANT
• Discovery Formats – MEDDIC
• Discovery Formats – PAINT
• Discovery Formats Quiz
• Building Your Personal SDR Brand
• How To Qualify / Conduct Discovery
• SalesOrg.io Discovery Question Guide

Staging / Sales Funnel

• Introduction
• Sales Staging
• Sales Funnel (Outbound Staging)
• Staging / Sales Funnel Quiz

Tech Stack

• Introduction
• (CRM) Hubspot
• (CRM) Salesforce
• (Lead Enrichment) Seamless.ai
• (Sequencer/Cadence Builder) Mailshake
• (Scheduler) Chili Piper
• Tech Stack Quiz

Final Assessment

• Final Project 1: Lead Enrichment
• Final Project 2: Email

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