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SALES AND MARKETING   

Sales Development Representative (SDR) Training Program

Hands-On Sales Development Representative (SDR) Training Program

Master outbound prospecting, lead qualification, cold calling, email outreach, CRM management, objection handling, and appointment-setting techniques to generate qualified opportunities and accelerate sales growth.

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Why Choose Us?

Discover key features that set our training apart.

Expert-Led Training

Learn from certified instructors with real-world industry experience.

Hands-On Learning

Practical assignments and projects to build job-ready skills.

Globally Recognized Certificate

Earn a professional certificate to boost your career opportunities.

Course Overview
  

Course Overview

Sales Development Representatives (SDRs) are the driving force behind successful B2B sales organizations. They are responsible for identifying target accounts, engaging decision-makers, qualifying prospects, and generating high-quality sales opportunities for Account Executives. In today's competitive business landscape, SDRs must combine strategic prospecting, consultative communication, modern sales technologies, AI-powered productivity, and relationship-building skills to consistently build a strong sales pipeline.

The Sales Development Representative (SDR) Training Program by myTectra is a comprehensive, instructor-led program designed to prepare aspiring and experienced SDRs for success in modern sales environments. Participants will learn how to build Ideal Customer Profiles (ICPs), research target accounts, identify key decision-makers, conduct effective cold outreach, leverage LinkedIn for social selling, apply Challenger Selling principles, qualify opportunities using industry-recognized frameworks, manage CRM platforms, and utilize AI tools to enhance prospecting efficiency and personalization.

Through interactive workshops, live sales simulations, role-playing exercises, CRM labs, AI-assisted prospecting sessions, real-world case studies, and a capstone sales development project, participants will gain practical, job-ready skills to become high-performing SDRs capable of consistently generating qualified opportunities and accelerating business growth.

Course Objectives

Upon successful completion of this training, participants will be able to:

  • Understand the responsibilities and success factors of a modern Sales Development Representative.
  • Build Ideal Customer Profiles (ICPs) and buyer personas for targeted prospecting.
  • Research companies, identify decision-makers, and build qualified prospect lists.
  • Utilize modern sales technologies and AI tools to improve prospecting efficiency.
  • Apply principles of persuasion and consultative selling to engage prospects effectively.
  • Conduct personalized cold email, cold calling, and LinkedIn outreach campaigns.
  • Implement Challenger Selling techniques to create value-driven conversations.
  • Qualify leads using industry-standard sales qualification frameworks.
  • Manage prospects and activities efficiently using CRM platforms.
  • Handle objections professionally and convert conversations into qualified meetings.
  • Measure SDR performance using key sales metrics and pipeline analytics.
  • Build a repeatable and scalable sales development process for long-term success.

Prerequisites

Recommended Knowledge

  • Basic understanding of sales, marketing, or business communication is beneficial.

Professional Requirements

  • No prior SDR experience is required.
  • Suitable for beginners as well as professionals looking to strengthen prospecting, lead qualification, and outbound sales skills.

Target Audience

This training is ideal for:

  • Sales Development Representatives (SDRs)
  • Business Development Representatives (BDRs)
  • Inside Sales Executives
  • Business Development Executives
  • Sales Executives
  • Lead Generation Specialists
  • Customer Acquisition Specialists
  • Account Executives
  • Sales Coordinators
  • Startup Sales Teams
  • Entrepreneurs
  • Recent Graduates pursuing sales careers
  • Professionals transitioning into B2B sales

Training Methodology

  • Instructor-Led Interactive Sessions
  • Live Prospecting Workshops
  • Cold Calling Role-Playing Exercises
  • Cold Email Writing Labs
  • LinkedIn Social Selling Activities
  • CRM Hands-On Practice
  • AI-Powered Prospecting Demonstrations
  • Challenger Selling Simulations
  • Real-World Sales Case Studies
  • Group Discussions and Team Activities
  • Capstone SDR Sales Development Project
  • Personalized Trainer Feedback

Tools Covered

CRM Platforms

  • Salesforce Sales Cloud
  • HubSpot CRM
  • Zoho CRM
  • Microsoft Dynamics 365 Sales

Sales Intelligence & Prospecting

  • LinkedIn Sales Navigator
  • Apollo.io
  • ZoomInfo (Overview)
  • Hunter.io
  • RocketReach (Overview)

AI Productivity Tools

  • ChatGPT
  • Microsoft Copilot
  • Google Gemini
  • Claude AI

Sales Engagement Tools

  • Outlook
  • Gmail
  • Calendly
  • Google Meet
  • Microsoft Teams

Productivity & Analytics

  • Microsoft Excel
  • Google Sheets
  • Microsoft Power BI (Overview)

Key Benefits

  • Master practical SDR skills for prospecting, outreach, and meeting generation.
  • Improve cold calling, cold emailing, and LinkedIn prospecting techniques.
  • Learn effective lead qualification and objection-handling strategies.
  • Gain hands-on experience with leading CRM and sales tools.
  • Utilize AI to streamline prospect research and personalized outreach.
  • Build confidence in conducting professional sales conversations.
  • Strengthen pipeline management and daily sales execution skills.
  • Prepare for successful careers in SDR, BDR, Inside Sales, and B2B Sales roles.
  

Course Outcomes

Upon successful completion, participants will be able to:

Understand the SDR role and workflow.
Understand the SDR role and workflow.
Research target accounts & build qualified prospect lists.
Research target accounts & build qualified prospect lists.
Execute personalized outreach via email, phone & LinkedIn.
Execute personalized outreach via email, phone & LinkedIn.
Apply Challenger Selling in sales conversations.
Apply Challenger Selling in sales conversations.
Qualify leads and schedule high-quality meetings.
Qualify leads and schedule high-quality meetings.
Manage prospects using CRM and sales pipelines.
Manage prospects using CRM and sales pipelines.
Leverage AI tools to improve sales productivity.
Leverage AI tools to improve sales productivity.
Track SDR performance using sales metrics.
Track SDR performance using sales metrics.
Collaborate with Account Executives to grow the pipeline.
Collaborate with Account Executives to grow the pipeline.
Develop consistent prospecting habits for sales success.
Develop consistent prospecting habits for sales success.
  

Course Outline

Module 1: Introduction to the Sales Development Representative (SDR) Role

Understanding the SDR Function

Introduction
  • Modern Sales Organization
  • Role of an SDR
  • SDR vs BDR vs Account Executive
  • Revenue Generation Process
  • Customer Buying Journey
  • Sales Funnel Overview
  • SDR Career Path
  • Key Success Metrics
Practical Exercise
  • SDR Skills Assessment
Module 2: Sales Technology Stack

Tools Every SDR Must Master

Sales Technology
  • CRM Platforms
  • LinkedIn Sales Navigator
  • Prospecting Platforms
  • Email Automation Tools
  • Meeting Scheduling Tools
  • AI Sales Assistants
  • Sales Intelligence Platforms
  • Productivity Best Practices
Practical Exercise
  • SDR Technology Walkthrough
Module 3: Building Your Ideal Customer Profile (ICP)

Finding the Right Prospects

Prospect Research
  • Ideal Customer Profile
  • Buyer Personas
  • Company Research
  • Industry Segmentation
  • Decision Maker Mapping
  • Customer Pain Points
  • Buying Signals
  • Account Prioritization
Practical Exercise
  • ICP Development Workshop
Module 4: Prospecting and New Business Development

Building a Predictable Pipeline

Prospecting Framework
  • Outbound Prospecting
  • Account-Based Prospecting
  • Lead Sources
  • Building Prospect Lists
  • Finding Decision Makers
  • Email Discovery
  • Contact Verification
  • Daily Prospecting Habits
Practical Exercise
  • Prospect Database Creation
Module 5: The Science of Persuasion and Consultative Selling

Understanding Buyer Psychology

Sales Psychology
  • Principles of Persuasion
  • Buyer Behavior
  • Trust Building
  • Active Listening
  • Discovery Conversations
  • Value-Based Selling
  • Emotional Intelligence
  • Communication Skills
Practical Exercise
  • Discovery Conversation Role Play
Module 6: Challenger Selling Framework

Creating Commercial Conversations

Challenger Sales
  • Teaching Instead of Selling
  • Tailoring Conversations
  • Taking Control
  • Commercial Insights
  • Problem Identification
  • Business Value Creation
  • Customer Education
  • Conversation Framework
Practical Exercise
  • Challenger Conversation Workshop
Module 7: Cold Email Prospecting

Writing Emails That Generate Meetings

Email Outreach
  • Subject Lines
  • Personalization
  • Email Structure
  • Value Proposition
  • Follow-Up Sequences
  • AI Email Writing
  • Deliverability
  • Performance Optimization
Practical Exercise
  • Cold Email Writing Lab
Module 8: Cold Calling Excellence

Starting High-Quality Conversations

Phone Prospecting
  • Call Preparation
  • Opening Statements
  • Discovery Questions
  • Rapport Building
  • Objection Handling
  • Gatekeeper Strategies
  • Closing for Meetings
  • Call Reviews
Practical Exercise
  • Cold Calling Simulation
Module 9: LinkedIn Prospecting and Networking

Building Professional Relationships

Social Selling
  • LinkedIn Profile Optimization
  • Prospect Engagement
  • Personalized Connection Requests
  • Direct Messaging
  • Content Engagement
  • Networking Strategy
  • Referral Generation
  • Personal Branding
Practical Exercise
  • LinkedIn Outreach Campaign
Module 10: Lead Qualification and Meeting Booking

Passing High-Quality Opportunities

Qualification
  • BANT Framework
  • MEDDIC Overview
  • Lead Scoring
  • Qualification Questions
  • Sales Readiness
  • Meeting Scheduling
  • Sales Handoff
  • Pipeline Updates
Practical Exercise
  • Qualification Workshop
Module 11: CRM Management and SDR Performance

Managing Pipeline Effectively

Sales Operations
  • Contact Management
  • Activity Tracking
  • Opportunity Management
  • Pipeline Hygiene
  • Performance Dashboards
  • KPI Measurement
  • Productivity Improvement
  • Forecast Support
Practical Exercise
  • CRM Workflow Lab
Module 12: Capstone – Complete SDR Sales Development Campaign
End-to-End Prospecting Project

Participants will:

  • Define an Ideal Customer Profile
  • Research target accounts
  • Build a prospect database
  • Find decision-makers
  • Create personalized cold email campaigns
  • Conduct mock cold calls
  • Execute LinkedIn outreach
  • Qualify leads
  • Schedule meetings
  • Manage prospects in a CRM
  • Present a complete SDR prospecting strategy
Final Deliverables
  • Ideal Customer Profile
  • Buyer Persona
  • Target Account List
  • Prospect Database
  • Cold Email Sequence
  • Cold Call Script
  • LinkedIn Outreach Plan
  • CRM Pipeline
  • Lead Qualification Report
  • SDR Campaign Presentation

Join the Course Now!
  

Clients Testimonials

Hear what our learners say about myTectra!

"Joining myTectra's SDR Training Program was one of the best decisions for my sales career. The sessions on prospect research, cold calling, and lead qualification were practical and closely matched the work I do every day. The role-play exercises helped me become much more confident when speaking with prospects."
Shivani Nagaraj
Sales Development Representative
"Our organization enrolled a few of us in this training to improve outbound sales performance. The trainer explained Challenger Selling, CRM usage, and LinkedIn prospecting with real business examples instead of only theory. I returned with a structured approach that has already improved my meeting conversion rate."
Amritha Nambiar
Business Development Executive
"Moving into an SDR role felt overwhelming at first, but this course made the transition much easier. Every module built on the previous one, from creating prospect lists to handling objections during calls. The AI tools covered in the program were an added advantage and have saved me a lot of research time."
Revathi Kannan
Inside Sales Associate
"The learning experience at myTectra was interactive and genuinely useful. I particularly enjoyed the live cold calling practice and personalized feedback from the trainer. The techniques shared for qualifying leads and booking meetings have made my daily outreach far more organized and effective."
Pooja Varma
Lead Generation Specialist

FAQ's

What is the duration of this course?

The total course duration is 24 Hours delivered via instructor-led sessions and practical labs.

Will I get placement assistance?

myTectra is providing 100% placement assistance on our key courses. We help you with the career counselling, Exams on Key courses, Mock Interviews and Technical Interviews Tips.

Landing an interview proves that you have the job-specific skills for the position, but how do your interview skills stack up? Also, Soft skills are often the most important factor in showing you're the best candidate for the job.

Hence we are conducting FREE TRAINING on Soft-Skills worth Rs-25, 000 to all myTectra students which will help you to attend the interviews with more confidence.

What if I miss a class?

You will never miss a lecture at myTectra. You can choose either of the two options:

Classroom Training:

  • If you miss one or few classes we can give a backup class based on trainer and your convenient time. 
  • In case if you miss many classes, we can reschedule your class with upcoming batches or other running batches based on how many courses topics you have completed so far.

Live-Online Training:

  • View the recorded session of the class available in your LMS.
  • You can attend the missed session, in any other live batch.
Can I attend a demo session before enrollment?

Yes. We arrange a free demo for all the courses either in the Classroom or Live-Online demo. Please fill the demo request form below to schedule a free demo.

What if I have more queries?

Just give us a CALL at +918047112411 OR email at support@mytectra.com

What are the payment options?

Payments can be made using any of the following options and a receipt of the same will be issued to you automatically via email for both classroom training and Online training.

  • Visa Debit/Credit Card
  • American Express and Diners Club Card
  • Master Card
  • PayPal
  • Net Banking/Wire Transfer
  • UPI Payment such as Google Pay, PhonePe, Paytm
  • Cash/Cheque/DD ( Not for Online Training )
Where do the classes take place?

For Individual: 

Classroom Training - Bangalore

Live-Online Training - Globally 

For Corporates: 

Classroom Training - We deliver classroom training for corporate in more than 20 countries. Send us an Enquiry Now!

Online Training - Globally

* All of the classes are conducted live online. They are interactive sessions that enable you to ask questions and participate in discussions during class time. We do, however, provide recordings of each session you attend for your future reference.

Who are the Trainers?

Our Trainer’s are chosen not only for their knowledge and expertise but also for their real-time experience in the respective courses.

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Master SDR Skills to Generate More Sales Opportunities

Build practical SDR skills in outbound prospecting, lead generation, sales communication, and CRM management.