Building High-Performance Outbound SDR Teams, How to design, launch, and scale a new logo SDR engine for MSPs & IT services, from cold call to qualified meeting.
Course Description
Are you ready to build a predictable, scalable new logo acquisition engine for your MSP or IT services company? In this free 40 minute tutorial, Mike Grossman, a sales leader with 25 years of experience (translation: he’s been cold calling since before LinkedIn existed, and survived) building outbound SDR teams across SaaS and services, breaks down exactly how to design, launch, and optimize an outbound sales development function that drives pipeline growth.
We’ll cover the five pillars of high-performance outbound: data, tools, people, process, and messaging. You’ll learn how to define your ideal customer profile (ICP), build high-quality prospect lists, and use modern tools like power dialers, LinkedIn automation, and call recording to increase activity without turning your reps into caffeine-fueled husks whispering “just checking in” into the void. We’ll also dive into scripts, objection handling, metrics, and the discovery call process, with a special focus on what’s different for MSPs and IT services companies compared to SaaS vendors. We’ll also look at how AI is reshaping outbound prospecting, including where it truly boosts efficiency through better research, personalization, and workflows, and which tools actually help so you can cut through the noise (and dodge the AI tools that claim to increase efficiency but actually just flood inboxes with “just circling back” energy).
By the time you complete this course, you will have the knowledge and confidence to successfully hire, onboard, and ramp Sales Development Representatives (SDRs) who don’t need six months and a motivational podcast to start producing results. You’ll walk away equipped with clear performance benchmarks, step-by-step frameworks, and a repeatable playbook designed to help you build, manage, and scale a high-performing SDR team. This team won’t just fill seats, but will consistently generate qualified opportunities, fuel your sales pipeline, and contribute directly to predictable revenue growth.
