Prospecting & Outreach

Build a consistent prospecting approach that targets the right people, strengthens outreach and opens more productive sales conversations.

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 — Explore. Practise. Perform.

Duration

1 day · 9:30am–5pm

Group size

Maximum 8 delegates

Format

Online or face to face

Price — Face to face

From £1,750

+ VAT

Price — Online

From £1,400

+ VAT

where understanding becomes useful —

Why this course matters

A stronger pipeline begins with a thoughtful reason to approach the right person.

What you’ll explore in the Lab

A healthy pipeline depends on consistent, targeted prospecting, but finding the right people and earning their attention takes more than simply increasing activity. This one-day course helps SDRs, BDRs, self-sourcing account executives, new business sellers and founders selling directly define their ideal customer profile, research prospects efficiently and personalise outreach across phone, email and LinkedIn.

Delegates develop clearer messages, practise confident cold-call openers and explore practical ways to handle brush-offs without losing momentum. The focus is on turning these skills into a manageable weekly routine, supporting more relevant conversations and a disciplined approach to generating new business opportunities.

a real challenge. a purposeful response.

The challenges this addresses

Broad prospecting activity without clear target account priorities
Personalisation that changes the name but not the relevance
Self-sourcing AEs losing prospecting time to reactive deal work
Cold-call brush-offs disrupting a consistent weekly outreach routine

What this can change at work

Turn prospecting effort into a deliberate commercial routine. Sellers define who deserves their attention, research efficiently and connect phone, email and LinkedIn outreach around a relevant message. That helps BDRs, self-sourcing AEs and founders approach new conversations with greater purpose. Managers can review account choices and outreach quality alongside activity, giving the business a clearer basis for developing suitable new opportunities.

Target lists with logic

Prospecting lists show why accounts fit the ideal customer profile and which contacts are relevant to the proposed conversation.

Connected channel choices

Phone openers, emails and LinkedIn messages use relevant prospect research, with each approach giving a clear reason to engage.

Protected prospecting time

Weekly plans include manageable prospecting blocks, so research, outreach and follow-up have space alongside live opportunities and internal commitments.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around defining your ideal customer profile and researching prospects quickly. 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

Working in a small group of 6–8, delegates move from customer targeting and prospect research to message writing, cold-call practice and weekly planning. Interactive breakouts, peer-to-peer learning and live practice provide opportunities to test personalised outreach and rehearse responses to brush-offs. Delegates leave with a defined customer profile, draft outreach messages, practised call openers and a weekly prospecting routine.

Make Prospecting & Outreach relevant to your business

Tell us where you want to make progress with defining your ideal customer profile. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

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.

Defining your ideal customer profile
Researching prospects quickly
Multi-channel outreach: phone, email, LinkedIn
Writing messages that get replies
Cold calling openers and handling brush-offs
Building a consistent prospecting habit

What’s included in your booking

Your booked time and format: 1 day · Live online or face to face, agreed before booking · 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:

Define and target your ideal customer
Write personalised outreach that earns replies
Open cold calls with confidence
Build a weekly prospecting routine

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: Define and target your ideal customer.

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 Prospecting & Outreach 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

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.

5 half-day sessions · 3.5 hours per half dayMaximum 8 delegates

Course synopsis

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

Key focus areas

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

Outcomes — you'll be able to

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

Included in every course

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

Live online

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