
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.

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.”
“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.”
Frequently Asked Questions
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This school is included in the cost of Pavilion Membership.
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At this time, this school is open to Pavilion Members only. Apply to join Pavilion to enroll.
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Applications are currently closed.
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The summer session for this school starts on June 20, 2023, and runs through August 22, 2023.
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Live, virtual sessions are held on Tuesdays from 10:00 am – 11:30 am ET.
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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.
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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.
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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.
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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.