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UK-based. Working with sales teams across Europe.
The Sales House

BDR Mini Bootcamp

Five live online half-day sessions for new BDRs, with practical prospecting, buyer conversations and time to apply the learning between sessions.

It takes confidence to start a conversation with someone who was not expecting your call. BDRs, SDRs and ADRs are asked to create pipeline while learning new markets, handling rejection and making every message relevant. We understand the difference between being busy and creating a meeting an AE can build on. Here, buyer curiosity comes before the pitch.

Enquire About This Lab Explore the course
Two sellers role-playing a customer conversation while a colleague observes
The Sales House
Explore. Practise. Perform.

Duration

5 half-day sessions · 3.5 hours per half day

Group size

Maximum 8 delegates

Format

Live online

Price — Online

Price on request

+ VAT

where understanding becomes useful —

Why this course matters

Five connected online labs give new BDRs room to learn, practise and bring real experience back to the group.

What you’ll explore in the Lab

A connected online development programme for people starting in business development. Across five live half-day sessions, BDRs, SDRs and ADRs build commercial curiosity, research skills, relevant outreach, call confidence, qualification and AE handover habits.

Small-group breakouts, role-play and feedback make each session a working lab. Between sessions, reps apply the learning to agreed prospecting tasks and bring their experience back for review.

a real challenge. a purposeful response.

The challenges this addresses

  • Distributed onboarding without a consistent prospecting skills pathway
  • Learning left unapplied between live online development sessions
  • New SDRs repeating outreach mistakes without structured peer feedback
  • Qualification habits varying across remotely onboarded business development reps

What this can change at work

Build a shared prospecting foundation without losing sight of what happens between sessions. Five connected online labs help new BDRs turn research, outreach and conversation practice into working habits, then bring real experience back for feedback. Managers can coach against clearer development priorities, while AEs benefit from more purposeful qualification and handovers that support a consistent approach to early pipeline quality.

Practice brought back

Reps return to each session with examples from agreed prospecting tasks, ready to discuss what happened and what needs adjusting.

Consistent meeting context

Across the distributed team, handover notes explain buyer relevance, qualification and the purpose of the meeting before the AE takes over.

Focused manager feedback

Managers use observed conversations and between-session activity to identify the next skill each rep needs to practise in outreach.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around buyer understanding and commercial drivers and target-account research and responsible ai use. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

We agree your buyer scenarios, proposition and session spacing before delivery. Reps develop an account brief, outreach sequence, question bank and handover template as the programme progresses. The final session includes a supportive practical skills sign-off against agreed criteria and a personal action plan for their manager. This is a development checkpoint, not an accredited qualification. Pricing for this BDR-specific programme is agreed on request.

explore it. practise it. take it with you. —

Your BDR Mini Bootcamp agenda

This sample schedule is adapted around your team, with breaks agreed before delivery.

Session 1 — Commercial curiosity and the BDR role

Understand the business behind the buyer and where you contribute to the sales journey.

  1. Explore

    Think like your buyer

    Map the BDR role, buying journey and what makes a meeting useful. Explore how businesses generate revenue, manage costs and weigh growth, efficiency and risk; compare the priorities of different buyer roles.

  2. Practice lab

    Build your first account brief

    Research a target account, identify relevant people and business signals, and separate evidence from assumptions. Share a commercial hypothesis with peers and refine it using feedback.

  3. Take to work

    Research with a question in mind

    Complete your account brief using approved public sources. Bring a buyer priority, a supporting piece of evidence and a question you still need to ask to session two.

Session 2 — Relevant research and outreach

Turn your preparation into a credible reason for a buyer to engage.

  1. Explore

    Why this account, this person, now?

    Review account briefs and buying triggers. Use approved AI tools to organise research and draft ideas, check sources and accuracy, and keep customer and confidential information protected.

  2. Practice lab

    The message and sequence clinic

    Write concise email and LinkedIn outreach around the buyer's priorities rather than product features. Compare subject lines, opening messages and calls to action, then connect phone, email and social contact into a purposeful sequence.

  3. Take to work

    Test and reflect

    Refine a sequence for an agreed account and, where your manager approves, put it into use. Bring anonymised examples and observations for review; response rates are feedback, not a promised outcome.

Session 3 — Call confidence and purposeful questions

Create a genuine exchange with room to listen, not just deliver your opening.

  1. Explore

    Earn the next minute

    Prepare a concise cold-call opener and relevant value statement. Explore gatekeepers, permission to continue, tone and how to move naturally from an introduction into a useful question.

  2. Practice lab

    Listen, follow up, qualify

    Rehearse calls in online pairs with structured feedback. Ask about priorities, current approaches and business impact, follow the first answer and summarise what you heard before proposing a next step.

  3. Take to work

    Your flexible conversation guide

    Build a question bank and practise one listening habit in an approved prospecting task. Record what you learned without sharing personal or confidential buyer details.

Session 4 — Objections and useful meetings

Stay curious when buyers push back and make the handover genuinely helpful.

  1. Explore

    Understand what is behind the objection

    Distinguish a brush-off from a concern about relevance, timing, budget or an existing supplier. Clarify before responding, respect a clear no and work within your organisation's prospecting policies.

  2. Practice lab

    From push-back to a purposeful meeting

    Rehearse objection scenarios, agree an agenda and capture the buyer's priorities, stakeholders, current situation and open questions. Practise briefing an AE and checking whether the opportunity meets your agreed qualification criteria.

  3. Take to work

    Make your handover useful

    Complete a CRM note and AE handover for an agreed scenario. Review it with a peer or manager and identify a conversation skill to rehearse before the final session.

Session 5 — Your practice lab and sign-off

Bring all five sessions together in a supported demonstration of your developing skills.

  1. Prepare

    The complete research-to-handover brief

    Bring your account research, outreach sequence, question bank and handover template. Review the practical criteria agreed with your manager and choose a focused improvement for your final rehearsal.

  2. Practice lab

    Coached rehearsal and skills sign-off

    Demonstrate account preparation, a relevant message, a prospect conversation, objection handling and an AE handover. Receive specific facilitator feedback, try again where helpful and record areas needing further practice. This developmental sign-off is not an accredited qualification.

  3. Next steps

    Your next thirty days

    Build a realistic weekly prospecting plan with quality measures, coaching priorities and a manager review. Leave with your practical toolkit, a record of strengths and a clear personal development plan.

Make BDR Mini Bootcamp relevant to your business

Tell us where you want to make progress with buyer understanding and commercial drivers. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. This course is delivered live online for people in the UK and Europe, with timings agreed around participants.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • Buyer understanding and commercial drivers
  • Target-account research and responsible AI use
  • Phone, email and LinkedIn outreach
  • Pitching, questioning and active listening
  • Objections, qualification and AE handovers
  • CRM habits, weekly planning and skills sign-off

What’s included in your booking

Your booked time and format
5 half-day sessions · Live online · Maximum 8 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Connect buyer priorities with relevant outreach
  • Practise confident prospect conversations
  • Qualify and hand over purposeful meetings
  • Apply learning between sessions and demonstrate core skills

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Connect buyer priorities with relevant outreach.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting BDR Mini Bootcamp into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

Explore Speaking & Events

More from Top of Funnel ADR/BDR Lab

BDR Bootcamp: From First Contact to Qualified Meeting

Build the foundations of new-business sales over two or three practical days, from understanding buyers to confident outreach, qualification and a supported skills sign-off.

2 or 3 days · 9:30am–5pm each dayMaximum 8 delegates

Course synopsis

New sellers need a connected foundation, not isolated tips for the next call. Starting in sales means learning a new commercial world as well as a new set of skills. This BDR, SDR and ADR bootcamp builds both. We connect buyer understanding and business drivers with research, prospecting, phone, email and LinkedIn outreach, questioning, objection handling and useful AE handovers. The two-day workshop establishes a complete prospecting routine; the third day adds deeper buyer scenarios, campaign development and repeated conversation practice. Both formats finish with a supportive practical sign-off against criteria agreed with your manager, showing what each rep can do and where further coaching will help.

Key focus areas

  • Sales fundamentals, the buying journey and the BDR role
  • Commercial curiosity: buyer priorities, business drivers and decision-making
  • Ideal customer profiles, account signals and stakeholder research
  • Responsible AI-assisted research and source checking
  • Relevant email, phone and LinkedIn outreach
  • Cold-call openers, gatekeepers and concise value pitches
  • Purposeful questions, listening and qualification
  • Handling brush-offs, objections and follow-up
  • CRM discipline, meeting quality and AE handovers
  • Weekly planning, resilience and practical skills sign-off

Outcomes — you'll be able to

  • Explain the buyer's commercial context before approaching them
  • Research and prioritise relevant accounts and contacts
  • Build a connected multi-channel prospecting routine
  • Handle prospect conversations and objections with greater confidence
  • Book purposeful meetings and capture useful AE handover context
  • Demonstrate core skills and agree a focused development plan

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Face to face

Price on request+ VAT

Course details

The Commercially Curious BDR

Understand buyers, how they think and the business drivers behind their decisions — then bring that curiosity into better prospect conversations.

Half day · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

A buyer is more than a job title: understanding their business gives your next conversation a reason to exist. Commercial curiosity helps a BDR look beyond the contact's job title and understand the business they are trying to move forward. This half-day workshop explores how organisations create value, the pressures different buyers face and why decisions involve revenue, costs, productivity, risk and competing priorities. Delegates learn to spot relevant account signals, form thoughtful hypotheses and ask questions that test their understanding rather than assume a need. The aim is more relevant outreach and conversations that help both the buyer and the account executive.

Key focus areas

  • How buyers think and make decisions
  • Business models, revenue, costs and profitability
  • Growth, efficiency, risk and strategic business drivers
  • Role-specific priorities and competing stakeholder needs
  • Buying triggers, account signals and evidence versus assumptions
  • Commercial hypotheses and purposeful questions

Outcomes — you'll be able to

  • Identify relevant business drivers for a target account
  • Explain how buyer roles shape priorities and decisions
  • Separate researched evidence from assumptions
  • Use commercial curiosity to improve outreach and questioning

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Face to face

Price on request+ VAT

Course details

your sales team. your priorities. your programme. —

Build your own sales programme.

Combine courses, focus on your skills gaps and shape the learning around your sales cycle. Standard workshops run with 8–10 delegates; BDR and MEDDPICC sessions have a maximum of eight; Sales Leadership workshops run with 6–8. Smaller bespoke cohorts can be discussed, with pricing agreed for your programme.

Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course