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LRS & SDR track
Tools to install
Please set up all of these before starting the training! Reach out if you run into any issues.
Module 1: Context
Understand the main terms used in the specialized sales team, the sales funnel, outbound vs. inbound, and ICP.
Module 2: LinkedIn Network
Module 3: ICP and Company qualification
Learn how to apply ICP framework.
Module 4: Boolean for LinkedIn SalesNav & Google Search
Learn how Booleans work and how to use them with LinkedIn Sales Navigator or Google search.
Module 5: GDPR
Learn how the privacy regulations frame the way you process data and the importance of data quality to remain compliant with the privacy regulations.
Module 6: Contact enrichment
This module will explain you how to find emails addresses and phone numbers when automated tools can’t find them.
TOFU playbooks & processes
In this course, you will learn about the TOFU playbooks and their distinct differences.
Onboarding
Meeting handover best practices
Module 7: Qualify status
Researching companies without LinkedIn
Onboarding
Pipeline management
Onboarding
GDPR vs. Outbound
Onboarding
SDR time management 101
Upskilling
The 6 Dimensions of Account-Based Selling
Understand how top B2B tech sales teams operate and scale to deliver predictable growth!
Upskilling
5 ways to (constantly) improve performance
Upskilling
ABM + ABS
How to combine ABM + ABS to approach large accounts
Understanding Email Bounces and What to Do About Them
Email bounces can impact your email reputation and make you look like a spammer you should monitor those closely.
How the Academy works
The customer-centric Discovery/Demo meeting best practices
Use a proven framework that helps to identify and align on potential fit.
Get a framework that helps you to put your prospects in charge of the next steps.
Get straightforward answers from your follow-ups and get better at forecasting.
Objection handling & negotation matrix
Mutual Success Plan (MSP)
Close deals faster by increasing transparency on the next steps, align stakeholders and ROI goals early.
Intro
Key goals & Mindset
Outreach mindset to adopt to be successful with cold outreach.
Intro
ICP framework
Key training
Omnichannel prospecting + Sequencing
Key training
Cold email sequence copywriting
Key training
LinkedIn 101
Key training
Personalized Outreach
Key training
Objection Handling & Negotiation matrix
Key training
Cold calling
QA Process
Targets
Product demo
These videos will help you to truly understand what the Account Executives (AEs) are doing with the companies and prospects that you provide them with. Additionally, these videos will help you to confirm whether you are adding the right companies and people.
KAL + KAE processes + QA
Dashboard and Targets
QA Results (LRS)
Roq.ad LRS Guidelines
Begin course