On-demand

Sales Development School

The role of the Sales Development Representative is arguably one of the toughest jobs in sales. This intensive 10-week school is designed by industry leaders for new and experienced SDRs to give you the knowledge, skills, and attitude you need to surpass your targets, book more meetings, and generate more pipeline.

Course details

Enrollment type: On-demand
Open to: Executive and Associate Members

Landon Meyer - Sales Development School

Landon Meyer, Instructor

Landon Meyer is building out the SDR program at Anomalo, a data quality platform that helps businesses trust their data and make better decisions. He supports five account executives, runs inbound and outbound campaigns, and leads events to generate qualified leads and opportunities.

He’s worked at multiple startups ranging from Seed to Series E. Coaching SDR’s how to stand out with their cold outbound is an area where he excels in. In addition, he’s helped over 300 people build their personal brand on Linkedin.

 

Connect with Landon

Course curriculum

This course is designed for new and experienced Sales Development Representatives looking to refine their skills and advance their career in Sales Development.

Session 1:
SDR Mindset

 

By the end of this class, you will be able to:

  • Support yourself mentally throughout your entire career by developing the right mindset now
  • Seek constructive feedback, explore its meaning, and improve by acting on it
  • Set intentional goals to achieve desired outcomes like booking more meetings and increasing conversion rates

Session 2:
Cold Emailing Best Practices

 

By the end of this class, you will be able to:

  • Write effective email templates and follow-ups through personalization that increase opens, replies, and meetings booked

Session 3:
LinkedIn Best Practices

 

By the end of this class, you will be able to:

  • Build your LinkedIn profile to resonate with prospects
  • Leverage LinkedIn to prospect in an omnichannel approach

Session 4:
Making Meetings Stick

 

By the end of this class, you will be able to:

  • Continue to add value once the meeting is booked, closing the priority gap (you need them, more than they need you)
  • Use a pre-meeting drip campaign to increase your meetings held rate
    Reduce and rebook time with “no-shows”

Session 5:
Cold Calling Best Practices

 

By the end of this class, you will be able to:

  • Strongly open cold calls
  • Maximize conversations and strategies to get your prospect talking

Session 6:
Video Messaging Best Practices

 

By the end of this class, you will be able to:

  • Create impactful video content that captures prospects’ attention

Session 7:
Segmenting your Prospects

 

By the end of this class, you will be able to:

  • Categorize prospects
  • Create specific messaging for each segment

Session 8:
Design your Week

By the end of this class, you will be able to:

  • Maximize your results by structuring your day effectively

Session 9:
Managing AEs

 

By the end of this class, you will be able to:

  • Set expectations and avoid the common pitfalls that occur between SDRs and AEs allowing you two to work closely and seamlessly
  • Use one or more of the 10 co-prospecting plays to create personalized prospecting plans for your target accounts
  • Earn and keep the respect of your AE by staying open-minded, over-communicating, and being proactive over things you can control

Session 10:
Building an Account Plan

 

By the end of this class, you will be able to:

  • Use the value pyramid to understand senior leads’  different levels and areas of focus
  • Better speak to your organization’s value add by using a 4-tier mapping approach to identify features, persona, value, and strategy
  • Uncover prospects’ strategic initiatives through SEC filings and Investor Relations documents

Expected Results

By the end of this course, you will be equipped with the knowledge and skills to:

  • Book more meetings
  • Increase conversion rates
  • Generate more pipeline
  • Meet targets more quickly, easily, and consistently
A man having a thoughtful conversation with others.

Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

Enroll on demand at any time.
Due to this course being on demand, you can participate in sessions at your own pace.

We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

  • CRO School
  • CMO School
  • Enterprise GTM School

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