B2B Prospecting and Lead Generation Corporate Training
Instructor-led B2B prospecting training for SDR and sales teams.
This instructor-led B2B prospecting program trains SDR, inside sales, and account teams to build qualified pipelines through account-based targeting, data-driven list building, multi-channel sequencing, and disciplined qualification, with hands-on labs using CRM, sequencing, and enrichment workflows.
Instructor-led group trainingVirtual / on-site / off-site10 languagesDelivered inEnglish, Spanish, Mandarin, German, Arabic, Portuguese, Hindi, French, Japanese, Italian100+ countriesWe have delivered inUnited States, United Kingdom, India, Canada, Germany, France, Netherlands, UAE, Saudi Arabia, Singapore, Australia, Japan, Brazil, South Africa and 90+ more countries
How we build a consistent pipeline-generating team
The Edstellar B2B PROSPECTING Capability Model
Diagnose
Audit current prospecting activity, data hygiene, and pipeline coverage to find the biggest leaks.
Standardize
Align on ICP definitions, qualification criteria, and outreach playbooks your whole team follows.
Practice
Run guided labs that build lists, write sequences, and handle live objection scenarios.
Measure
Track reply rates, meeting conversion, and pipeline value so coaching focuses on real gaps.
Scale
Roll proven sequences and scoring rules across teams to grow qualified pipeline quarter after quarter.
Need more than one program?Get a group quote
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Program Overview: What is B2B Prospecting and Lead Generation Corporate Training?
B2B Prospecting & Lead Generation is Edstellar's instructor-led program for SDRs, BDRs, and sales teams who live on outbound pipeline. Participants master the modern prospecting engine: data and enrichment, lead list building, multi-channel sequencing across email and social, cold calling craft, and qualification with pipeline management. It is built for teams measured on meetings booked and opportunities created.
Training mirrors the job itself. Across six modules, participants build real lead lists, write and sequence actual outreach, and practice cold calls in coached role-play sessions with instructor feedback. Every technique is drilled against the team's own accounts and personas, not generic examples. The program closes with a capstone: each participant designs and launches an end-to-end prospecting campaign, then presents results and learnings.
Outbound fails when it's generic: spray-and-pray email, calls without a point of view, lists built on hope. Reps burn through accounts and morale while pipeline thins. This program teaches your team to prospect with precision, so every touch earns the next one and every campaign compounds.
The capstone has each participant design and launch a real prospecting campaign against their own accounts, then present what worked and what did not. Your reps return with a tested playbook and live pipeline, not just new talk tracks.
Through instructor-led sessions and hands-on labs, teams practice list building, personalization at scale, call frameworks, objection handling, and forecasting. Every module ends with applied exercises drawn from the participants' real accounts, so the playbooks they leave with work on their actual territory from day one.
What's Included in this Workshop for Your Enterprise Teams
- 1
Target account planning
Build tiered account lists from your ICP.
- 2
Lead list building
Enrich and segment prospect data.
- 3
Sequence writing
Craft multi-touch email and social outreach.
- 4
Cold call practice
Run live calls with objection playbooks.
- 5
Pipeline qualification
Score, stage, and forecast opportunities.
- 6
Capstone campaign
Launch a real campaign on your accounts.
- Instructor-led delivery, virtual, onsite, or hybrid
- 24 hours across flexible schedules
- Hands-on labs with CRM and sequencing tools
- Outreach playbooks and call frameworks
- Pipeline dashboards and scoring templates
- Post-program coaching and support
Build your team's skills. Anywhere in the world.
Real-world use cases
from day one
Instructor-led training
for your teams
Delivered globally
in 100+ countries
Enterprise Training Solutions Customized for Your Company
One partner for instructor-led corporate training, delivered the way your teams work.
Request a Training Quote- Customized Training Delivery
- Scale Your Training: Small to Large Teams
- In-person Onsite, Live Virtual or Hybrid Training Modes
- Plan from 2000+ Industry-ready Training Programs
- Hands-On Labs on Live Infrastructure, Led by Industry Experts
B2B Prospecting and Lead Generation Course Topics and Program Outline
A 24-hour instructor-led program that turns SDR and sales teams into disciplined prospecting operators: targeted account planning, data-driven list building, multi-channel outreach, confident cold calling, and pipeline management, all practiced in hands-on labs.
Built by Edstellar with B2B sales development practitioners
Built by SDR leaders and pipeline operators who run outbound programs in production, shaped around your stack and use cases.
Pre-program survey of prospecting activity, tools, data quality, and pipeline metrics to set baselines.
Instructor-led foundations in ICP design, data enrichment, and outreach frameworks with live demos.
Guided labs building lists, writing sequences, and running practice calls with instructor feedback.
Real-account capstone campaign that participants launch, measure, and report back to leadership.
Practice on your accounts: every lab uses real territory data, so playbooks work on day one.
Delivered as
Delivered live by an instructor, virtual or onsite. Teams keep every list, sequence, and playbook template they build.
Set up your prospecting workspace: configure CRM views, define your ICP filters, and build your first target account list.
learna)The economics of prospecting and pipeline coverage
b)Defining your ideal customer profile
c)Building buyer personas and account tiers
d)Territory and account planning basics
e)CRM setup and activity tracking fundamentals
Build and enrich a 200-account list: verify emails, segment by persona, and flag high-intent accounts.
learna)Lead data sources and what to trust
b)Enrichment workflows and data hygiene
c)Email verification and deliverability basics
d)Segmenting lists by persona and intent
e)Building campaign-ready lists at scale
Write a 6-touch email sequence for your top segment, personalize 10 messages, and peer-review for reply quality.
practicea)Anatomy of a high-reply email
b)Subject lines and opening lines that work
c)Personalization without burning hours
d)Sequencing across email and LinkedIn
e)A/B testing and reply-rate optimization
Run live practice calls with partners: deliver openers, handle injected objections, and score each other against the rubric.
practicea)Call structure: permission opener to close
b)Voicemail and follow-up cadence
c)Handling the top 10 objections
d)Navigating gatekeepers and assistants
e)Call review and self-coaching routines
Score 15 real leads, stage them in the CRM, and build a weekly pipeline report for a sales manager.
applya)MEDDICC and BANT qualification essentials
b)Lead scoring models that sales trusts
c)Pipeline stage hygiene and exit criteria
d)Forecasting basics for SDR teams
e)Handoffs that marketing and AEs accept
Launch a live 2-week micro-campaign on your accounts, track replies and meetings, and present the pipeline impact readout.
applya)Campaign planning and target selection
b)Launching your multi-channel campaign
c)Monitoring replies and adjusting fast
d)Pipeline impact measurement
e)Executive readout and next steps
Customize this program tailored to your team?
Tell us your training needs: what your team already works with, the level they’re at, and the topics you want them to focus on. We’ll adjust the modules, duration and hands-on labs, and send you a customized outline for your group.
Key Skills and Outcomes Your Team Will Gain
Practical prospecting skills your team applies immediately, from first touch to qualified pipeline.
Define Ideal Customer Profiles
Translate firmographics and buyer signals into tight ICPs and tiered account lists.
Build Clean Lead Lists
Source, enrich, and verify prospect data into campaign-ready segments.
Write Outreach Sequences
Craft multi-touch email and social sequences with personalization that earns replies.
Run Confident Cold Calls
Open, qualify, and advance cold calls using structured conversation frameworks.
Handle Objections
Deflect the most common pushbacks and keep conversations moving toward meetings.
Score and Qualify Pipeline
Apply MEDDICC-style qualification and lead scoring to forecast real opportunities.
Measure Campaign Impact
Track reply, meeting, and pipeline metrics and optimize campaigns on the data.
Teams that Benefit from this B2B Prospecting and Lead Generation Group Training
SDR, inside sales, and account teams that own outbound pipeline benefit most. Content adapts to each team's role, seniority, and territory, so every cohort practices the workflows it owns and leaves with playbooks ready for its real accounts.
Turn activity into qualified meetings
SDR teams that live in outbound and need consistent meeting output from every channel.
Workflow friction
- Low response to generic outreach
- Inconsistent follow-up cadence
- Weak data and list quality
How the program helps
- Higher reply and meeting rates
- Personalized sequences in minutes
- Cleaner qualification and handoffs
Practice use cases
- List building labs
- Sequence workshops
- Call practice sessions
Build your own pipeline between meetings
Field reps who cannot wait on inbound and want a self-sourced pipeline habit.
Workflow friction
- Over-reliance on inbound leads
- Prospecting squeezed by meetings
- Accounts going stale between touches
How the program helps
- Self-sourced pipeline confidence
- Sharper account research routines
- Better meeting-to-opportunity ratios
Practice use cases
- Account planning labs
- Outreach refresh clinics
- Referral playbook drills
Coach a repeatable prospecting system
SDR and sales managers who want standards, dashboards, and coaching rhythms that stick.
Workflow friction
- No single prospecting standard
- Coaching based on gut feel
- Pipeline swings quarter to quarter
How the program helps
- Visible activity-to-pipeline metrics
- Coachable outreach standards
- Forecasts grounded in real activity
Practice use cases
- Pipeline dashboard builds
- Call coaching routines
- Playbook rollout plans
Align data, tools, and handoffs
Revenue operations and marketing teams that support outbound with data, tooling, and qualified handoffs.
Workflow friction
- Disjointed tools and data
- MQL debates without definitions
- No feedback loop from sales
How the program helps
- Cleaner lead data and routing
- Aligned scoring and definitions
- Tighter marketing-sales handoffs
Practice use cases
- Scoring model labs
- CRM workflow builds
- Handoff process design
Sessions can be combined across functions so standards, data, and playbooks align end to end.
Prerequisites: This program is built for SDR, inside sales, and account teams at any experience level. Familiarity with your CRM and day-to-day selling is helpful but not required, and no prior data or automation experience is needed. Sessions adapt to each cohort's tools, territories, and targets.
SDR to Sales Leader
From first prospecting call to running a pipeline system for the team.
A program that grows with B2B sales careers, from SDR basics to confident pipeline ownership.
Mixed cohort, or several teams at once?
We can tailor the training to different teams, roles, and experience levels within the same program.
Certificate of Training Completion.
On successful completion, employees receive an Edstellar course completion certificate, recognizing their commitment to ongoing learning and professional development. It validates the skills they have built and motivates them to keep growing and contribute to organizational success.
Earned, not attended. Awarded on completion of all hands-on labs and the capstone project.
Training Delivery Modes: Virtual, Onsite and Hybrid
The same hands-on program is delivered in the format that fits your teams, schedules, and offices.
Hybrid Training
Split sessions between live virtual instruction and onsite practice so teams learn frameworks online, then run labs and call practice together in the room.
- Live instructor-led delivery across formats
- Onsite days for labs and live call practice
- Virtual sessions for frameworks and reviews
- One cohort, one playbook output
Onsite Training
Delivered at your office with the instructor in the room for maximum energy, whiteboard planning, and side-by-side lab coaching.
- Instructor in the room with your team
- Real-time lab and call coaching
- Account planning on your actual accounts
- Team momentum that carries past day one
Live Virtual Training
Live instructor-led sessions with breakout labs, screen-shared CRM work, and call practice in virtual rooms.
- Live instruction, no recordings
- Breakout rooms for small-group labs
- Screen-shared CRM and tool walkthroughs
- Fits distributed teams and shifts
Need a training format that works for your team?
Full days, half days across weeks, or split by module. Tell us the delivery window and we schedule the cohort around it.
Frequently Asked Questions
Share your team size, locations, and preferred format through the contact form and an advisor will send a tailored quote, usually within one business day.
Yes. A short discovery call maps your prospecting challenges, tools, and targets so the program is scoped to your team's reality.
Yes. The program runs as live virtual training with breakout labs, or in hybrid and onsite formats for in-room practice.
Yes. Onsite delivery brings the instructor to your office for in-person labs, call practice, and account planning sessions.
24 hours of instructor-led training, typically delivered across four to six days and scheduled around your team's selling time.
Question not answered here?
Put it in the request. A training specialist answers it directly, within one business day.
Where this Training Fits in Your Team's learning path.
B2B prospecting is the first step in building a pipeline. Your team learns to define target accounts and generate leads, warms them up through social selling, runs outbound outreach to book meetings, and qualifies the resulting deals with MEDDPICC.
Why Choose Edstellar as Your B2B Prospecting and Lead Generation Training Provider
Edstellar builds outbound capability that survives past training day: real-account labs, CRM-ready playbooks, and coaching your managers can repeat.
EXPERT TRAINERS
YEARS DELIVERING
ORGANIZATIONS TRAINED
CERTIFIED
Tailored
Built around your ICP, CRM, and outbound tools, so every lab runs on your team's real accounts and data.
Proven Methodology
A diagnose-to-scale model that moves teams from scattered activity to a consistent pipeline engine.
Practice-Based Learning
Two-thirds of the program is hands-on: lists, sequences, calls, and a live capstone campaign.
Expert Trainers
Instructors who run outbound teams in production bring current tactics, not recycled theory.
Global Scale
One program, delivered across regions and time zones with the same standards and playbooks.
Measurable Outcomes
Reply, meeting, and pipeline metrics tracked from baseline so impact shows in your CRM.
Create Focused B2B Prospecting Campaigns with Clear Qualification Discipline
Our B2B prospecting training connects account selection with relevant outreach and disciplined pipeline management. Participants define customer profiles, improve lead data, and rehearse email and calling approaches before developing a complete campaign. Reviews emphasize personalization, qualification reasoning, and honest interpretation of campaign measures rather than guaranteeing replies, meetings, or revenue.
- Step 01
Consult
We review your target market, sales roles, and prospecting challenges, identifying priorities in account selection, data quality, outreach relevance, calling, and qualification.
- Step 02
Plan
We define the ideal customer profile before building segmented lists, writing multi-channel sequences, practicing calls, and qualifying leads for the campaign review.
- Step 03
Align
We tailor coaching to SDR, inside-sales, and account-team experience, confirming CRM access and the approved outreach boundaries before any campaign activity.
- Step 04
Customize
We adapt account profiles, personas, and objection scenarios to your offering, using relevant sample records and permission-appropriate channels for campaign development.
- Step 05
Execute
Participants refine lead lists, peer-review personalized messages, rehearse calls, and stage qualified opportunities with feedback on relevance, listening, and the evidence behind qualification.
- Step 06
Evaluate
We assess the campaign and readout for coherent targeting, clean records, relevant messaging, justified lead stages, and measured results clearly separated from assumptions.
Also from Edstellar
Talent assessments
Psychometric, behavioral, leadership and 360-degree assessment.
→Training needs analysis
Needs analysis, gap identification, and a training roadmap.
→L&D consulting
Learning strategy, content, technology and ROI measurement.
→OD consulting
Org design, succession planning and cultural change.
→Managed training services
Training outsourcing, vendor management, logistics and administration.
→Coaching solutions
Executive and manager coaching that keeps skills in use.
Start an RFP shaped to your needs.
Answer three quick questions about team size, scope, and how often you need the program run, then send the request from the last step. Everything you choose travels with it, so you only fill this in once.
How many team members need training?
B2B Prospecting & Lead Generation Training Packages & Pricing
Where L&D holds an annual budget, license packages price the whole year at once instead of raising a purchase order per workshop. Hours and licenses are pooled across teams, programs and locations, so unused capacity is not stranded in one department.
Starter
120
trainee licenses64 hours of group training
Tailored for SMBs
Growth
320
trainee licenses160 hours of group training
Ideal for growing SMBs
Enterprise
800
trainee licenses400 hours of group training
Designed for large corporations
Custom
Unlimited
trainee licensesDuration set by the rollout
Multi-region and multi-year
Training Packages & Pricing
Choose the training format that works for your team. Pricing is customized based on your requirements, cohort size, and delivery needs.
Request B2B Prospecting and Lead Generation Training for Your Team
Tell us about your team and targets, and we will scope a prospecting program built around your accounts, tools, and selling motion.