Sales Development School

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Overview

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.

Practice Labs

Practice sessions are designed to provide applied practice on the topics covered in class. Learned about cold calling? You’ll be breaking down cold calls and role-playing. Learned about LinkedIn Prospecting? You’ll be optimizing your profile.

Practice Labs are also designed to help students develop lasting relationships with peers in the community. Show up to get to know like-minded folks who are committed to helping each other succeed as well as walk away with a toolkit to help you create account plans, segment prospects, manage your time, and conduct effective outreach.

Coach

Landon Meyer leads the SDR team at Falkon, acting as a player coach so he never gets too far removed from the trenches. He’s worked at 3 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.

Landon Meyer

Information

About

This intensive 10-week course is designed by salespeople for new and experienced SDRs to give them the knowledge, skills, and attitudes they need to surpass their targets, book more meetings, and generate more pipeline. Learners engage in weekly Practice Labs and walk away with a toolkit to help them create account plans, segment prospects, manage their time, and conduct effective outreach.

Who Should Enroll

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

Impact

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

Book more meetings
Increase conversion rates
Generate more pipeline
Meet targets more quickly, easily, and consistently

Why Enroll

Sales Development School offers students the opportunity to learn from the absolute best of the best. Students not only have access to weekly classes covering core concepts, but also additional Practice Labs to help build and hone their skills with expert feedback. CSAT scores for this program average 96.

Curriculum

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
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

Session #3
Segmenting your Prospects

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

Categorize prospects
Create specific messaging for each segment

Session #4
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 #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
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 #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
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 #10
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

What Our Students Have To Say

“Pavilion’s [Sales Development] School prepared me to succeed in my first real SaaS sales role. I learned a lot about how to use personalization, using different channels to reach prospects, and techniques on how to increase reply rates. Hit 200% of meetings set and sales accepted leads within my first 90 days [of my] new role.”

Bryce Egan Global Partner Developer, Sumo Logic

“I have been an SDR for almost 6 months, and [finishing Sales Development School is] the first time where I actually feel like I know how to be an SDR.”

Andrew Lodwig Sales Development Representative, Homebot

Frequently Asked Questions

: This school is included in the cost of Pavilion Membership.
: At this time, this school is open to Pavilion Members only. Apply to join Pavilion to enroll.
: Applications are currently closed.
: The summer session for this school starts on June 20, 2023, and runs through August 22, 2023.
: Live, virtual sessions are held on Tuesdays from 10:00 am – 11:30 am ET.
: Studies repeatedly prove the power of social learning. In Sales Development School, students have the opportunity to practice skills with expert feedback and get to know like-minded peers in optional weekly Practice Labs, hosted by Landon Meyer.
: Yes, there is a final exam at the end of this school. A passing score of 80% must be attained in order to receive your certificate.
: Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience, but watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.
: After successfully meeting attendance requirements and passing the final exam, you will receive a certificate that you can add to your Licenses and Certification Section on LinkedIn.

Become the leader we know you can be

Develop your career alongside a powerful network of peers and enable your team to reach new heights