Prospecting into Enterprise Accounts (EMEA/CET)

Designed for Account Development Managers and Account Executives who want to generate more conversations and more revenue using account-based prospecting techniques.

Description

After completing this course, SDRs and BDRs will be well equipped to professionally communicate and make valuable connections with Enterprise prospects.

Best For

Onboarding SDRs / BDRs who are new to the team
SDR accelerating their skills into enterprise prospecting

Prerequisites

Prior prospecting experience is recommended but not required. For training on fundamental skills of Prospecting, see the Prospecting for Impact course.

Session Agendas

Session 1: The Principles of Account-Based Prospecting

  • Introduction to Account-Based Prospecting
  • Account Research
 Session 2: Stakeholders and Resources
  • Stakeholder Research, Meetings, and Decision Processes
  • Orchestrate Resources and Curate Content

Session  3: Advanced Account-Based Techniques

  • Develop Messages That Stand Out to Buyers
  • Monitor Account Engagement and Refine Account Plans (including using AI for scoring)

Session  4: Set up for Success

  • Provocative Statement
  • Advanced SPICED Handoff