● The nature of computers and code, what they can and cannot do ● The Web: how does it work? What are products that sell on the web? ● How software works: what is a program, what is "running" ● The logic of computer code ● Digital media

Prioritizing security as a user and as a BDR ● Working with security in mind in the workplace and outside the phone

Demos ● Practice ● From the eyes of a buyer ● From the eyes of a user ● Competition ● Competitive advantages ● Talking points ● Stories ● Where to find resources ● Pricing of the product ● SaaS and other sales models

● Intercom, Zendesk, other In-App Chat tools ● ChurnZero, Gainsight, Totango Salesforce or Hubspot

● Customer business outcomes, and goal reviews ● Data driven approaches (NPS, CSAT) ● Agile practices in teams (stand ups) ● Customer journeys ● Client Stories ● Health checks/Executive Business Reviews

Running meetings ● Doing presentations ● Managing time in meetings ● Professional discussion and handling conflict/difficult conversations

Understanding the product ● The company values and the sales roles ● Tone, cadence with prospects and co-workers ● Email, phone, chat and in person etiquette ● Dos and Don’ts when dealing with prospects and current clients ● The sales journey ● How to correct missteps with prospects ● Create effective presentations and share work ● Communicates effectively in the workplace

Demonstrate knowledge of Systems Thinking and how to implement it as member of a sales team member

Client ambassadors ● Gifts and entertainment ● Policies on gifts with government customers

Understanding the organizations Terms of Use, Privacy Policy and Terms and Conditions ● Privacy and confidentiality

Owns personal goal setting ● Understanding and using KPIs ● Participating in meetups and learning opportunities ● Resilience, responsiveness, and dependability ● Managing workload ● The job of a BDR can be very tedious, doing cold calling all day and cold emailing all day just to hear NO for an answer is difficult. Learning how to deal with rejection is key

Documents rigorously and regularly in Salesforce or system of record ● Informs all parties when any issues arise that involve security, privacy or any liability with a prospect ● Handles “passing” the prospect to the sales representative professionally, timely and carefully

Focusing Lens(es) 1. Professional behavior 2. Excellence in communications 3. Collaboration and productivity 4. Goal setting, goal achieving Areas of Study 1. Communication tools used in the workplace. Slack, Intercom, web conferencing tools like Zoom, and Webex. 2. Values. mission, vision of the company and how that applies to the day-to-day work 3. Developing product user stories from client perspective 4. Solving problems with clients and others professionally 5. Time management Content Appearance and behavior. The apprentice will learn about professional Attire and Grooming, Business email writing, Business Etiquette, including Telephone and Mobile Etiquette, Meeting room etiquette and etiquette needed during presentations at the workplace The apprentice will learn communication methods used in customer success teams and how to implement it in the day to day. The apprentice will also learn to use the routines such as the standups, retrospective, NPS reviews, to communicate effectively but also to discuss customer health metrics and look for ways to improve client relationships The apprentice will learn how to create professional and data driven reports Concepts Meeting etiquette. Estimation. Code clean. Ticketing. Retrospective. Standups. Ticket grooming. Speaking up/sharing.