Top of Funnel ADR/BDR Lab

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

Included in every course

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

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

Included in every course

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

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

Included in every course

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

Course synopsis

A good opening earns attention; a good question earns understanding. A strong BDR conversation gives the prospect a reason to engage and space to explain what matters to them. This half-day workshop helps reps translate their proposition into a concise value pitch, adapt it to different buyer roles and move naturally into questioning. Delegates explore open, follow-up and qualification questions, listen for useful signals and summarise what they have heard before proposing a meeting. The emphasis is relevance and curiosity: creating a genuine exchange that equips the account executive with context rather than booking a meeting without a clear need.

Key focus areas

• Building a concise buyer-relevant value pitch
• Adapting the message to different prospect roles
• Moving from an opener into a conversation
• Open, follow-up and qualification questions
• Active listening and confirming understanding
• Meeting requests and meaningful AE handovers

Included in every course

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

Course synopsis

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

Key focus areas

• 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

Included in every course

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

Course synopsis

The first moments of a call can create the space for a genuinely useful conversation. For BDRs, SDRs and ADRs, new business sellers and inside sales teams, cold calling means earning attention quickly and keeping conversations moving when prospects push back. Cold Calling Mastery develops a practical approach to preparing in under two minutes, opening confidently and earning the right to talk. Delegates explore how to handle common brush-offs and gatekeepers, ask for a qualified meeting, and use voicemail and follow-up sequences to support their calling activity. The focus is on building confidence, resilience and a daily calling routine that helps sellers approach the phone with greater consistency and turn more conversations into qualified meeting opportunities.

Key focus areas

• Call preparation in under 2 minutes
• Openers that earn attention
• Handling brush-offs and gatekeepers
• Booking the meeting
• Voicemail and follow-up sequences
• Building call confidence and resilience

Included in every course

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

Course synopsis

Your professional presence should give buyers a credible reason to connect with you. Buyers research sellers before they reply, making a credible, buyer-focused LinkedIn presence an important foundation for prospecting and starting commercially relevant conversations. This half-day course helps BDRs, ADRs, self-generating account executives and founders selling directly strengthen their profiles, find and prioritise prospects with Sales Navigator, and approach outreach with purpose. Delegates explore how content and engagement build trust, then develop connection and message sequences designed to earn replies and move conversations towards meetings. The focus is on creating a practical weekly social selling routine that brings profile development, prospect research and thoughtful outreach together to support pipeline generation.

Key focus areas

• Building a buyer-focused profile
• Finding prospects with Sales Navigator
• Content and engagement that builds trust
• Connection and message sequences
• Turning conversations into meetings

Included in every course

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

Course synopsis

Pushback is an invitation to understand the concern before deciding how to respond. Objections are a normal part of buying, but poorly handled pushback can stall conversations, weaken value and put deals or renewals at risk. This half-day course helps sellers at every level, account managers handling renewals and customer-facing teams facing price pushback understand why buyers object and uncover the real concern. Delegates learn a clear framework — listen, clarify, respond, confirm — to address price, budget, timing, competitor and status quo objections, while anticipating common concerns before they arise. The focus is on responding calmly, handling price objections without discounting and maintaining momentum through a clearer understanding of what the buyer needs to move forward.

Key focus areas

• Why buyers object
• A simple framework: listen, clarify, respond, confirm
• Price and budget objections
• Timing, competitor and 'status quo' objections
• Pre-empting common objections
• Peer-to-peer practice on your real objections

Included in every course

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

Course synopsis

Prospecting asks for energy every single day; resilience is a skill you can build, not a personality you either have or lack. Every BDR hears no far more often than yes, and long stretches of silence can test even the most motivated rep. This half-day workshop gives BDRs, SDRs and ADRs practical ways to handle rejection, manage their energy and run a focused day. Delegates explore why rejection feels personal and how to reframe it, build a quick reset routine for tough moments, and design a day around protected prospecting blocks, power hours and batched admin. We finish with a simple weekly self-review that tracks the skills and leading activities behind meetings booked, so reps can see their progress and know what to work on next.

Key focus areas

• Why rejection feels personal and how to reframe it
• Managing energy, focus and motivation across the week
• A quick reset routine after a tough call or slow day
• Power hours, protected prospecting blocks and batched admin
• Prioritising accounts and tasks when everything feels urgent
• Weekly self-review: leading activities, skills and progress

Included in every course

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