Sales Development Fundamentals

A Welcome Note from SV Academy's CEO, Mike Colonnese

2. Introduction & Learning Objectives

2.1 Sales Funnels: Old and New

2.2 Revenue Generation and How It's Changed

2.3 The Pros and Cons of the Subscription Economy

2.4 The Teams That Support Revenue Generation

2.5 Connections to the Customer Journey

2.6 Reflections

3. Introduction & Learning Objectives

3.1 WATCH: A Day in the Life of an SDR

3.2 The Hunter's Mindset

3.3 Reflections

3.4 SDR KPIs and Compensation

3.5 Knowledge Check

4.1 What is ZoomInfo?

4.2 ZoomInfo Training, Part 1

5.1 What is a Resume

5.2 What Goes on Your Resume

5.3 Structuring Your Work Experience

5.4 No Experience - No Problem!

5.5 Customizing Your Resume

5.6 Resume Optimization + Final Touches

5.7 References, Rejection + Resilience

5.8 Knowledge Check

5.9 Practice!

6. Introduction & Learning Objectives

6.1 What is an ICP?

6.2 What is a Buyer Persona?

6.3 The Relationship Between an ICP and Buyer Persona

6.4 The Intersection of ICPs, Buyer Personas, and GTM Strategy

6.5 A Real World Case Study: Target vs. Walmart

6.6 Knowledge Check: ICP vs. Buyer Persona

7. Introduction & Learning Objectives

7.1 What is Prospecting?

7.2 Leads vs. Prospects

7.3 A Case Study: Introducing Lattice

7.4 Reflection

7.5 Lattice's ICP, Key Buyer Personas, and Example Leads

7.6 Quick Brainstorm

7.7 Strategic Prospecting

7.8 The Lead List

7.9 Finding Leads — Best Practices & Common Tools

7.10 Prospecting via ZoomInfo

7.11 Knowledge Check: Prospecting

8. Introduction & Learning Objectives

8.1 What is a Sales Cadence?

8.2 Sales Cadence Strategy

8.3 Finding Efficiency with Sales Engagement Platforms

8.4 Using ZoomInfo's Scoops & Intent for Competitive Intelligence

8.5 Knowledge Check

9. Introduction & Learning Objectives

9.1 Interview Foundation & Mindset

9.2 Interviewer Roles & Perspectives

9.3 How to Answer 'Tell Me About Yourself'

9.4 What Interviewers Are Really Asking

9.5 Developing Strong Interview Answers (SARC)

9.6 Aligning Your Answers to the Role (Hunter vs Farmer)

9.7 The Interview Research Pyramid

9.8 Past Performance, Metrics & Growth

9.9 Common Interview Questions & Red Flags

9.10 Asking Strong Questions & Closing the Interview

9.11 Interview Standards & Expectations with SV Employer Partners

9.12 Interview Resources

9.13 Knowledge Check - SDR Interview Best Practices

10. Introduction & Learning Objectives

10.1 The Power of Listening

10.2 Empathetically Engaging With Prospects

10.3 The Conversational Selling Methodology

10.4 The Structure of a Cold Call

10.5 Cold Call Best Practices

10.6 Cold Call Script Practice

10.7 Handling Objections Through Triple A

10.8 Knowledge Check

11. Introduction & Learning Objectives

11.1 The Importance of an Email

11.2 The PACE Method

11.3 Prospecting Emails: First Practice

11.4 Targeted Emails

11.5 Prospecting Emails: Second Practice

11.6 LinkedIn Outreach That Connects (Not Creeps)

11.7 Knowledge Check

12.1 Why LinkedIn Matters

12.2 Building a High-Converting Profile

12.3 Translating Your Experience to Sales

12.4 Skills, Visibility & Open to Work

12.5 Your Profile is a Test of your SDR Skills

12.6 Building Your Network

12.7 LinkedIn & the Interview Process

12.8 SV Academy Expectations

12.9 Knowledge Check - Is Your LinkedIn Ready?

13. Introduction & Learning Objectives

13.1 Going Beyond Calls and Emails

13.2 Reflections

13.3 Video Prospecting

13.4 Video Prospecting Strategy: Examples and Practice

13.5 Video Prospecting Best Practices

13.6 Knowledge Check

14. Introduction & Learning Objectives

14.1 What is a Sales Methodology?

14.2 Introducing MEDDPICC

14.3 MEDDPICC In Practice

14.4 Knowledge Check

15. ZoomInfo Sales Certification Exam

15.1 Final SDR Fundamentals Knowledge Check

15.2 End of Bootcamp Survey

15.3 Closing Remarks