SDR Excellence Series 1
Fuelling The Funnel
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SDR Excellence Series 1 Course
Fuelling the funnel and getting buyers to say ‘yes’. A game-changing course that changes thinking and shifts the focus of your sales approach from day one. Learn the techniques used by the top performing SDRs to create more opportunities, higher order values, increased win rates and shorter sales cycles
Module 1: SDR Sales Excellence: Benchmark
Overview
SDR success starts with clarity. This session helps teams understand the evolving challenges of modern prospecting and why it’s harder than ever to earn buyer attention. SDRs benchmark themselves against the highest performers, exploring the mindset, behaviours and habits that define excellence today. Using Flume’s SDR Excellence Benchmark and Effort Mapper, teams identify personal gaps, reframe limiting beliefs and refocus on the activities that drive predictable success.
Content:
- Define the challenges SDRs face today and why buyer engagement is harder than ever.
- Uncover what top performers do differently in mindset, behaviour and process.
- Build resilience and consistency through effort-mapping and performance focus.
Playbook template:
- SDR Excellence Benchmark
- Effort Mapper
Outcome:
- SDRs benchmark against excellence to reset belief, focus and motivation.
- They identify the key mindsets, behaviours and effort levels that drive consistent results.
- Teams build resilience and ownership for sustained performance
Module 2: Value Creation & Targeting: Finding and focusing on opportunities that matter
Overview
Pipeline quality starts with precision. This session enables SDRs to identify and prioritise the right opportunities by mapping the ideal customer profile, key buyer roles and the triggers that indicate real intent. Using Flume’s ICP Creator and Value Qualification tools, they link buyer pain to measurable outcomes and assess opportunity health objectively.
Content:
- Identify the ideal customer profile and map buyer roles, triggers and pressures.
- Link buyer pain to value through tailored outcomes.
- How to qualify opportunity health to focus effort where it counts most
Playbook template:
- ICP Creator
- Buyer persona and value mapper
- Qualification checklist
Outcome:
- SDRs target the right accounts and buyer priorities to maximise impact.
- They identify early opportunities that align with customer value.
- Teams build a higher-quality, value-led pipeline that converts faster.
Module 3: Messaging & Multi-Touch Outreach: Creating outreach that earns attention and engagement
Modern buyers ignore generic outreach. This session equips SDRs to design messaging that cuts through noise and delivers immediate relevance. Using Flume’s Messaging and Sequencing Frameworks, participants learn how to sell the value of a conversation, craft trigger-based messaging and build a professional multi-touch, multi-channel rhythm that drives response.
Content:
- Sell the value of a conversation, not just the product.
- Create messaging that cuts through and resonates with buyer priorities.
- Build a consistent, multi-channel outreach rhythm that drives engagement.
Playbook template:
- Trigger/Value Creator
- Message Creator
- Multi-Touch Sequencer
Outcome:
- SDRs craft messaging that earns attention and engagement across channels.
- They create meaningful conversations that move buyers to act.
- Teams build rhythm and consistency to sustain early-stage momentum.
Module 4: Questioning & qualification: Leading confident conversations that uncover real opportunity
Overview
Discovery is where opportunity is won or lost. This session helps SDRs take control of the conversation, use insight-led questioning to reveal true buyer priorities and apply qualification discipline to progress or park opportunities with confidence. Using Flume’s Questioning and Qualification Frameworks, they master how to balance curiosity, control and commercial focus.
Content:
- Take control of the SDR conversation and lead with purpose.
- Use insight-led questioning to uncover buyer motivation and fit.
- Apply qualification discipline to progress or exit opportunities confidently.
Playbook template:
- Taking Control Template
- Questioning Cheat-Sheet
- Qualification scorecard
Outcome:
- SDRs lead structured, confident conversations that uncover genuine needs.
- They use insight-led questioning to qualify opportunities effectively.
- Teams progress or exit opportunities decisively to maintain focus and efficiency.
Module 5: Positioning & Commitment: Aligning value and securing next-step confidence
Overview
Momentum is built through clarity. This session enables SDRs to connect the buyer’s challenge to their solution with impact and confidence. Using Flume’s CVO and Handover Frameworks, they learn how to position value, gain genuine buyer commitment and deliver seamless handovers to AEs that maintain trust and momentum.
Content:
- Align value with buyer priorities and challenges.
- Secure clear, confident commitment to the next step.
- Deliver seamless handover to AEs to maintain momentum
Playbook template:
- CVO Template
- Speeding-Up Framework
- AE Handover Guide
Outcome:
- SDRs align value with buyer priorities to build confidence and trust.
- They secure clear, confident commitment to next steps.
- Teams strengthen AE conversion through seamless handover and reduced drop-off.
Content:
- Bring the full programme together to embed buyer-centric account growth habits
- Share success stories that demonstrate measurable client and business impact
Playbook template:
- Account Growth Excellence Benchmark
Outcome:
- Embedded culture of partnership-led growth
- Consistent application of buyer-first account behaviours
- Sustained client value and long-term retention success
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SDR Training Courses built for Sales Development Reps (SDRs) and Outreach Teams, responsible for sourcing and developing initial leads into sales opportunities.
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Case Study – User Zoom
We interviewed our client Kunal Pandya to explore what challenges he faced and how we worked together to achieve some amazing, measurable results. This full case study goes into more detail on Sales Velocity and the solutions that were put into place that saw a 87% increase YOY.
CHALLENGE
“Already passionate about Sales Velocity & using data to drive strategy and investment, Kunal wanted to transform the sales enablement function into a strategic business driver. With aggressive growth plans, UserZoom’s first priority was to increase the number of sales opportunities within the business, but throwing more people at the problem was only part of the answer.”
