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 8-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.

 

Designer

Kyle Coleman is the VP of Marketing at Clari, leading all things top of funnel. He’s worked with thousands of SDRs around the world and is a leading voice for SDR advocacy and best practices. In addition, he’s a Co-Founder of SDRDefenders, a community built around SDR enablement and empowerment which was acquired by Pavilion in 2021.

Practice Labs

As a special opportunity for Fall 2022 students, we’ll be offering two additional optional 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 The Course

This intensive eight-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

Individual Contributors looking to advance their career in Sales Development.

Course 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

October 12, 2022

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
Segmenting your Prospects

October 19, 2022

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

  • Categorize prospects
  • Create specific messaging for each segment
Session #3
Cold Emailing Best Practices

October 26, 2022

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 #4
Cold Calling Best Practices

November 2, 2022

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 #5
Video Messaging Best Practices

November 9, 2022

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

  • Create impactful video content that captures prospects’ attention
Session #6
LinkedIn Best Practices

November 16, 2022

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 #7
Design your Week

November 30, 2022

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

  • Maximize your results by structuring your day effectively
Session #8
Managing AEs

December 2

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

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Frequently Asked Questions