● 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

Chat systems such as Intercom or Zendesk ● CRMs such as Salesforce or Hubspot ● Understand companies use as system of record ● Become functional and compliant in the use of the CRM to align with business goals ● Sales prospecting products like Zoominfo ● Phone systems with digital interfaces ● Setup ● Connecting devices ● Capturing data ● Internal communication systems such as Slack ● Creating channels ● Understanding bots ● Using sales and other channels appropriately ● Not over or under communicating ● Chat etiquette ● Web-conferencing tools for meetings ● Sales engagement platforms such as Salesloft ● Keeping resources organized: testimonies, case. Studies, etc ● Sales navigators like LinkedIn + Rapportive

Cadences ● To do’s and don'ts ● Responding to rejection

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. Customer Segmentation and Prospecting Vocabulary 2. Connecting with Sales Prospects 3. Sales Pitch and Closing 4. Building a Toolkit for Your Sales Process 5. Principles of Security Areas of Study: The apprentice will learn essential techniques to becoming a high- performer, contributing to the sales process. Content: The apprentice will become more effective and efficient toward sales goals and understand how to attract customers and build support for your initiatives within the company. Knowing how to “get to yes” is a crucial skill. The apprentice will learn to locate new customers and work collaboratively with the broader sales team to get great results. Concepts: Create several sales necessary tools that are essential to becoming a high-performer in sales

Sales Tools (such as Salesforces, Zoominfo, SalesNav, SalesLoft, mass dialers and others)