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CIENCE SDR Training

SDR Role and Expectations

Role & Responsibilities

Day 1: Basic Tools

Welcome to CIENCE
CIENCE Overview (61:58)
Google Mailbox, Calendar, and Roam Set up
LinkedIn
BambooHR
Google Chrome Apps
Cybersecurity Awareness
Video Call Etiquette & Roam

Day 2: CIENCE & Client Materials

GO Data and Ideal Customer Profile (ICP)
Personas and People (39:14)
GO Show Leads & Landing Pages
Lead Prioritization
Client Onboarding and Strategy document (9:45)

Email Outreach and Reply Handing

Email Personalization Basics
AI-Based Content
Magical Personalization Engine
Objection Handling
AIDA (13:31)

Day 3: Tech Tools & Practice

How to Maintain Focus and Drive (2:22)
Dispositions and Sentiments
GO Platform (8:54)

Day 4: Scripting & Practice

Training Account and Script
Enterprise Qualification
The Arc of a Call (57:02)

Sales Training

Sandler Training
Sales Tactics & Buying Signals
Mirroring and Labeling
Meisner Method
Call Analysis Training

Day 5: SDR Responsibilities

GO Schedule: How to Set Up an Appointment? (5:49)
Closing an Appointment (12:53)
EOD Report (9:15)
LinkedIn Outreach

Closed Loop Process

BANT: Process Overview
BANT: Prospect Qualified
BANT: Quality Control
BANT: Communication
BANT: Engagement
BANT: Closed Loop
AP: Process Overview
AP Virtual Meeting: Prospect Qualified
AP Virtual Meeting: Quality Control
AP Virtual Meeting: Communication
AP Virtual Meeting: Virtual Meeting
AP Virtual Meeting: Closed Loop

Day 6: First Day Out Of Training

New SDR Checklist (4:12)
Typical Day and Useful Links
CIENCE Vocabulary

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