Learning path
SDR / Prospecting learning path: everything to study, topic by topic
Comprehensive SDR and prospecting assessment covering cold outreach, lead research, pipeline building, qualification frameworks, objection handling, and SDR process metrics.
Short answer
To learn SDR / Prospecting, work through 6 modules and 25 topics in the order they build on each other. It starts with Cold Outreach, then moves on to Lead Research and Pipeline Building. Use the map as a checklist, or measure your level and study only what is missing.
What you will study
Topics are grouped by module. Open one to see its objectives and key concepts.
1 · Cold Outreach5 topics
Email Sequences
Multi-touch email cadences, subject line optimization, personalization tokens, and send timing
Objectives
- Build a multi-touch cold email sequence
- Optimize subject lines and CTAs for reply rates
Key concepts
- email cadence
- subject lines
- personalization
- send timing
- open rates
- CTAs
Cold Calling
Opening statements, talk tracks, gatekeeper navigation, and call disposition tracking
Objectives
- Deliver a compelling cold call opener
- Navigate gatekeepers to reach decision makers
Key concepts
- talk tracks
- opening statements
- gatekeeper navigation
- call dispositions
- tone and pacing
Social Selling
LinkedIn outreach, content engagement, warm connection requests, and social triggers
Objectives
- Craft LinkedIn messages that earn connections
- Use social signals to time outreach effectively
Key concepts
- LinkedIn outreach
- content engagement
- warm connections
- social triggers
- SSI score
Voicemail Strategy
Voicemail scripts, callback hooks, message length optimization, and multi-channel follow-up
Objectives
- Leave voicemails that prompt callbacks
- Pair voicemail with email for higher response rates
Key concepts
- voicemail scripts
- callback hooks
- message brevity
- multi-channel follow-up
- voicemail-to-email pairing
Cold Email Sequencing Optimization
Optimizing cold email sequences: subject line testing, body structure, follow-up cadence, deliverability, and reply rate analysis
Objectives
- Run structured A/B tests on email sequences to improve reply rates
- Design deliverability-safe outreach sequences with optimal cadence and personalization
Key concepts
- subject line testing
- email body structure
- follow-up cadence
- deliverability
- reply rate benchmarks
- unsubscribe rate
- personalization at scale
2 · Lead Research3 topics
ICP Identification
Ideal customer profile definition, firmographic criteria, technographic signals, and tier scoring
Objectives
- Define a measurable ICP for a given product
- Score accounts against ICP criteria to build a target list
Key concepts
- ideal customer profile
- firmographics
- technographics
- tier scoring
- negative ICP signals
Prospect Research
Account intelligence gathering, org chart mapping, trigger event identification, and pre-call planning
Objectives
- Conduct thorough prospect research in under 10 minutes
- Identify trigger events that create buying urgency
Key concepts
- account intelligence
- org chart mapping
- trigger events
- pre-call planning
- 10-K research
Data Enrichment
Contact data sourcing, enrichment tools, data accuracy validation, and list building workflows
Objectives
- Build a reliable contact list using enrichment tools
- Validate data accuracy before launching outreach
Key concepts
- data enrichment tools
- contact verification
- list building
- data decay rates
- enrichment automation
3 · Pipeline Building3 topics
CRM Hygiene
Data entry discipline, activity logging, lead status management, and CRM workflow automation
Objectives
- Maintain accurate CRM records throughout the outreach cycle
- Automate repetitive CRM tasks without losing data quality
Key concepts
- CRM data quality
- activity logging
- lead statuses
- workflow automation
- duplicate management
Pipeline Stages
Lead-to-opportunity conversion, stage definitions, progression criteria, and pipeline velocity
Objectives
- Define clear pipeline stage criteria for an SDR team
- Diagnose stage-to-stage conversion bottlenecks
Key concepts
- pipeline stages
- conversion criteria
- pipeline velocity
- stage exit requirements
- MQL to SQL
Activity Metrics
Daily activity targets, input vs output metrics, activity-to-meeting ratios, and reporting cadence
Objectives
- Set realistic daily activity targets based on conversion data
- Use activity metrics to diagnose underperformance
Key concepts
- activity targets
- input vs output metrics
- call-to-connect ratios
- email-to-reply ratios
- reporting cadence
4 · Qualification4 topics
BANT Framework
Budget, Authority, Need, and Timeline qualification, BANT limitations, and modern adaptations
Objectives
- Apply BANT to qualify or disqualify a prospect efficiently
- Adapt BANT questions for different buyer personas
Key concepts
- BANT qualification
- budget discovery
- authority mapping
- need assessment
- timeline urgency
MEDDIC Framework
Metrics, Economic Buyer, Decision criteria, Decision process, Identify pain, and Champion mapping
Objectives
- Map a complex deal using the full MEDDIC framework
- Identify gaps in qualification and plan next steps to fill them
Key concepts
- MEDDIC
- economic buyer
- decision criteria
- decision process
- identify pain
- champion
Champion Identification
Finding and testing champions, champion coaching, multi-threading, and champion loss recovery
Objectives
- Test whether a contact is a true champion or just a coach
- Multi-thread a deal to reduce single-point-of-failure risk
Key concepts
- champion testing
- champion coaching
- multi-threading
- political mapping
- champion loss recovery
Discovery Calls
Discovery call structure, open-ended questioning, active listening, pain quantification, and next-step commitment
Objectives
- Run a discovery call that uncovers true business pain
- Secure a concrete next step at the end of every discovery call
Key concepts
- discovery structure
- open-ended questions
- active listening
- pain quantification
- next-step commitment
5 · Objection Handling4 topics
Common Objections
Price objections, timing objections, competitor objections, status quo objections, and authority deflections
Objectives
- Respond to the five most common SDR objections confidently
- Distinguish a real objection from a brush-off
Key concepts
- price objections
- timing objections
- competitor objections
- status quo bias
- authority deflection
Reframing Techniques
Feel-felt-found, acknowledge-bridge-close, reframing to value, and pattern interrupts
Objectives
- Apply structured reframing techniques in live conversations
- Turn objections into discovery opportunities
Key concepts
- feel-felt-found
- acknowledge-bridge-close
- reframing to value
- pattern interrupts
- empathy statements
Email Rebuttals
Written objection handling, rebuttal email templates, re-engagement sequences, and breakup emails
Objectives
- Write rebuttal emails that re-open closed conversations
- Design a re-engagement sequence for gone-dark prospects
Key concepts
- written rebuttals
- re-engagement sequences
- breakup emails
- social proof insertion
- case study leverage
Objection Handling Frameworks
Handling SDR-stage objections systematically: feel-felt-found, acknowledge-bridge-close, and objection-specific playbooks
Objectives
- Apply structured objection frameworks to convert common SDR-stage objections into discovery conversations
- Build objection playbooks that new SDRs can use immediately to improve connect rates
Key concepts
- feel-felt-found
- acknowledge-bridge-close
- objection patterns
- timing objections
- competitor deflections
- budget objections
- authority objections
6 · SDR Process & Metrics6 topics
SDR KPIs
Leading and lagging indicators, KPI dashboards, benchmarking, and performance diagnostics
Objectives
- Build an SDR KPI dashboard that drives behavior
- Diagnose team underperformance using leading indicator analysis
Key concepts
- leading indicators
- lagging indicators
- KPI dashboards
- benchmarking
- performance diagnostics
Ramp & Onboarding
SDR ramp plans, onboarding curricula, milestone-based progression, and time-to-productivity metrics
Objectives
- Design a 90-day SDR ramp plan with measurable milestones
- Reduce time-to-productivity through structured onboarding
Key concepts
- ramp plan
- onboarding curriculum
- milestone-based progression
- time-to-productivity
- shadowing programs
SDR-to-AE Handoff
Handoff criteria, meeting quality standards, AE alignment, and handoff rejection analysis
Objectives
- Define handoff criteria that reduce AE rejection rates
- Design an SDR-AE feedback loop that improves qualification over time
Key concepts
- handoff criteria
- meeting quality standards
- SDR-AE alignment
- rejection analysis
- SLA between SDR and AE
AI-Augmented Prospecting
Using AI tools for prospecting: intent signal aggregation, AI-generated personalization, account scoring, and workflow automation
Objectives
- Design an AI-augmented prospecting stack that improves reply rates without sacrificing personalization quality
- Build signal-based account scoring models that prioritize outreach by intent
Key concepts
- intent signals
- account scoring
- AI personalization
- Clay/Apollo AI features
- signal-based prospecting
- workflow automation
- data enrichment
Account-Based Prospecting at Scale
Running account-based prospecting programs: ICP tiering, account prioritization, multi-channel sequences, and AE/SDR coordination
Objectives
- Design a tiered account-based prospecting program aligned with AE territory plans
- Build multi-channel sequences that generate qualified pipeline from target account lists
Key concepts
- ICP tiering
- account prioritization
- multi-channel sequences
- AE/SDR coordination
- account research
- target account lists
- ABM-SDR alignment
Pipeline Accuracy & Forecasting
Maintaining pipeline accuracy for SDR-sourced deals: qualification rigor, stage definitions, conversion rate benchmarks, and forecast contribution
Objectives
- Design SQL stage criteria that improve SDR-to-AE pipeline quality and forecast accuracy
- Analyze conversion rate benchmarks to identify qualification bottlenecks in the SDR funnel
Key concepts
- qualification rigor
- stage gate criteria
- conversion rate benchmarks
- SQLs vs SALs
- pipeline coverage ratios
- forecast contribution
- meeting-held-to-opportunity rates
Levels: Junior, Mid, Senior, and Expert
Explain it in your own words
Graded by AI · no account · 1 questionNo options to guess from: you write, the AI grades against the topic's rubric and tells you what level your answer reads at.
Already studying SDR / Prospecting?
The assessment measures topic by topic, and your plan skips what you already know.
Open to read. An account is only needed to be measured.
Frequently asked questions
Where should I start studying SDR / Prospecting?
Start with Cold Outreach: Email Sequences, Cold Calling, and Social Selling. The map orders topics by what they depend on, so each one prepares the next.
How long does a full SDR / Prospecting assessment take?
A full assessment of this path takes about 50 minutes. Study time depends on where you start; a diagnostic shows which topics you can skip.
Do I need an account to use this page?
No. The map, objectives and key concepts are open. You only need an account to be measured, get your gap by topic and receive a plan.