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Building High-Performance Outbound SDR Teams
272 students
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
Created byMichael Grossman
Last updated 10/2025
English
What you'll learn
- How to design, launch, and scale a new logo acquisition / outbound SDR team specifically for MSPs and IT services companies (and how it differs from SaaS).
- The five pillars of high-performance outbound: data, tools, people, process, and messaging.
- Realistic benchmarks and metrics for dials, connects, SQLs, win rates, and revenue forecasting in 2025 and 2026.
- How to hire, onboard, and manage outbound SDRs so they are producing qualified opportunities within weeks, not months.
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Course content
22 sections • 22 lectures • 42m total length
Requirements
- No prior sales leadership experience required, but helpful if you have basic familiarity with B2B sales terms (e.g., SQL, ICP, discovery calls).
- A role in or connection to an IT services company, managed service provider, or B2B sales team.
- A willingness to implement outbound strategies that require persistence, measurement, and iteration.
- Access to standard sales tools (CRM, dialer, email platforms) will help you put the lessons into practice.
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.
Who this course is for:
- MSP and IT services founders or executives who need to create a predictable new pipeline without relying on referrals, inbound, or marketing.
- Sales leaders and managers tasked with building or improving outbound SDR/BDR teams.
- SDRs, inside sales reps, or aspiring sales leaders who want to understand how world-class outbound engines are built and measured.
- Consultants and advisors who want a structured, real-world framework for advising MSPs or tech companies on outbound growth.