Outbound Sales Foundations Training Course
$428 per person ex GST (Discounts Available)
Delivered via 2 x 3-Hour Online Sessions
Build stronger outbound sales capability with the Outbound Sales Foundations Training Course — a practical, expert-led program designed to help participants develop the confidence, structure, and conversation skills required to succeed in outbound calling.
Positioned above our shorter Essentials course, this Foundations program gives participants more time to build the right habits across two interactive sessions — covering mindset, buyer psychology, call structure, gatekeepers, discovery, objections, and closing.
By the end of the course, participants will be able to open confidently, create rapport faster, ask better questions, present value more persuasively, handle objections with greater control, and move conversations toward a clear next step without sounding scripted or overly sales-focused.
- ✔ Ideal for individuals and teams making outbound sales calls
- ✔ Delivered live online in two interactive 3-hour sessions
- ✔ More depth, practice and skill development than a single short-form course
Why Outbound Sales Training Matters (Even for Experienced Callers)
Outbound sales is simple in theory — call people, start conversations, create interest, and move opportunities forward. In practice, it's one of the hardest disciplines in customer contact.
Fear of rejection, low connect rates, gatekeepers, buyer scepticism, and inconsistent call habits can quickly erode performance — and without a strong framework, even capable people can sound uncertain, overly rehearsed, or too quick to pitch.
The Outbound Sales Foundations Training Course addresses that by giving participants a deeper, more structured development experience across two sessions. It builds the mindset, language, and repeatable call framework needed to create better conversations and more consistent outcomes.
This isn't about teaching a rigid script. It's a practical, skills-based course that helps people sound more confident, ask better questions, uncover real buyer needs, and move calls forward in a way that feels natural, professional, and effective.
Who Is This Course Suitable For?
The Outbound Sales Foundations Training Course is designed for anyone who needs to create opportunities through outbound calls — whether that means cold calling, appointment setting, lead follow-up, reactivation, or turning sales conversations into measurable outcomes.
It is particularly well suited to people who need more than a short overview. With two live sessions, participants have more time to build confidence, understand buyer behaviour, strengthen call structure, and develop practical skills they can apply consistently on real calls.
The focus is on confidence, structure, psychology and conversation skill — not scripts.
Delivered live and online by an experienced outbound sales trainer, the course combines proven techniques with realistic examples and practical application so participants leave better prepared to handle outbound calls with more control and better results.
Typical roles that benefit from the Outbound Sales Foundations Training Course include:
- Outbound Sales Representatives: Anyone responsible for generating pipeline and converting prospects.
- Appointment Setters / SDRs / BDRs: Team members booking meetings and qualifying leads.
- Contact Centre Sales Agents: Sales-focused agents working lists, campaigns or warm leads.
- Account Managers: Staff making outbound retention, renewal, upsell or cross-sell calls.
- Fundraising / Donor Teams: Outbound calling to secure pledges, support or recurring donations.
- Lead Follow-Up Teams: Converting enquiries through prompt and effective outbound contact.
- Customer Reactivation Teams: Win-back calls, lapsed customer outreach and re-engagement.
- Small Business Owners: Owners who need a more structured way to create sales conversations.
- Team Leaders & Supervisors: Leaders responsible for coaching outbound performance and call quality.
- Anyone New to Outbound Sales: People who need a stronger foundation before moving into more advanced sales activity.
Flexible Online Delivery – Practical, Interactive and Easy to Join
The Outbound Sales Foundations Training Course runs live online across 2 x 3-hour interactive sessions, allowing participants to join from anywhere — home, office, or multiple sites — without losing entire days of productivity.
Splitting the program across two sessions creates more space for learning, reflection, discussion and practical application. Participants can absorb the fundamentals in Session 1, then build on them in Session 2 with more advanced techniques around gatekeepers, discovery, objections and closing.
- ✔️ Join from anywhere: simple access via Zoom or Teams, no travel required
- ✔️ More learning depth: two sessions allow stronger skill development than a single short-format course
- ✔️ Practical and interactive: live coaching, discussion, activities and realistic sales scenarios
Prefer in-person training? This course is also available onsite for private groups — see Public or Private Options for details.
Course Modules
The public version of the Outbound Sales Foundations Training Course is delivered across 2 x 3-hour interactive sessions, giving participants more time to build the core outbound sales skills that drive confident conversations and stronger conversion outcomes.
The program is structured progressively — starting with mindset, buyer psychology, confidence and call structure, then building into gatekeepers, discovery, objections, presentation skills and closing. It is ideal for participants who want a stronger foundation than a single short-form session can provide.
For added flexibility, the course can also be delivered privately, with dates, times and duration tailored to your business needs. Sessions can be scheduled around operational requirements, and content can be customised to your products, audience, and outbound sales challenges.
Session 1: Core Outbound Calling Foundations
This first 3-hour session builds the core mindset, psychology, and call structure required to make outbound calls confidently and consistently. It focuses on why cold calling feels difficult, how buyers think, how to project confidence, and the repeatable framework that underpins successful outbound conversations.
1. Why Cold Calling Feels Hard (and How to Fix It)
Break down the real reasons outbound calls fail — fear of rejection, low connect rates, decision-maker access, and buyer scepticism — and how to reset confidence fast.
2. Anatomy of a Buyer
Understand buyer resistance, trust vs distrust, and what buyers are actually looking for — value, relevance, and a reason to engage right now.
3. Emotion vs Logic (and Why "People Buy You First")
Learn how emotion drives engagement, and how to connect benefits to core buyer needs: gain, fear of loss, pleasure, avoidance of pain, pride, and approval.
4. Self-Motivation & Mind Conditioning
Learn simple self-motivators and pre-call conditioning techniques that help participants make the first call, recover quickly, and keep energy high throughout a session.
5. Sounding Confident: Hesitate, Modulate, Emphasise
Use voice techniques to create authority, warmth, and clarity — and avoid the "uncertain caller" vibe that triggers instant resistance.
6. The Repeatable Outbound Call Structure
Master a practical call flow: Introduction → Intent Statement → Transition to Discovery → Discovery & Drill Down → Presentation → Trial Closes → Objections → Close / Next Step.
Session 2: Advanced Outbound Sales Skills
This second 3-hour session builds on the foundations from Session 1 and focuses on practical selling skills that lift conversion. Participants learn how to access decision-makers, uncover buyer needs, present value persuasively, handle objections, and close with confidence.
7. Getting Past Gatekeepers (B2B)
Learn multiple proven approaches to increase decision-maker access — including how to treat gatekeepers as allies, speak with authority, and use multi-channel tactics.
8. Discovery That Actually Finds the "Hot Buttons"
Ask smarter questions to uncover what matters, then drill down to understand why — so your pitch is relevant and persuasive without pressure.
9. Benefit-Led Presentations (No Feature Dumping)
Keep the pitch tight and personalised — link features to the buyer's hot buttons, focus on outcomes, and avoid giving prospects "easy objections".
10. Trial Closes That Build Momentum
Use simple tie-down questions to create small "yes" moments throughout the call, making the final close feel like the natural next step.
11. Handling Objections (Feel / Felt / Found)
Identify real objections (not the "surface objection"), acknowledge with empathy, and respond without defensiveness — then guide the conversation back to value and next steps.
12. Closing & Next Steps
Close cleanly without over-selling: recognise buying signs, ask directly, confirm the outcome, and secure the commitment — payment, appointment, or agreed follow-up.
Looking for a shorter option?
The Outbound Sales Essentials course is a single 3-hour session — a fast, practical introduction to outbound calling that gives your team a repeatable call structure they can apply immediately.
View the Essentials Course →About Your Trainer
The Outbound Sales Foundations Training Course is designed and facilitated by Marc Carriere, a highly experienced outbound sales coach with over 35 years of global experience in lead generation, telesales and appointment setting.
Marc has delivered call centre consulting, training and coaching across a wide variety of B2B and B2C organisations in Australia, Canada, Fiji, México, The Bahamas, the United Kingdom, and the United States.
With experience managing high-performing teams (including multiple Silver and Gold 'Ardy' Awards), mentoring call centre managers and team leaders, and owning a call centre himself, Marc understands the real-world pressures of hitting targets and KPIs — and how to build a repeatable structure that lifts performance fast.
Learn more about Marc's background and approach on his trainer profile: Marc Carriere.
Private Training Options – Tailored for Your Business
The Outbound Sales Foundations Training Course provides structured, high-impact training for outbound calling — helping your people build confidence, improve conversations, and create more consistent sales outcomes.
While our public courses are highly effective, some organisations prefer private training for a more tailored and commercially aligned learning experience.
A private course allows you to:
- ✔ Schedule training at a time that suits your operations.
- ✔ Keep training exclusive to your team for confidentiality and focus.
- ✔ Customise content to your products, buyer types, objections and sales process.
- ✔ Train your team together for maximum consistency and stronger coaching impact.
Onsite delivery is also available for face-to-face sessions (minimum numbers and travel costs apply).
📮 Contact us today to discuss pricing and availability for private training.
| Feature | Public Course | Private Course |
|---|---|---|
| Who Attends | Open to all companies and individuals | Your team only |
| Learning Environment | Gain perspectives from peers across industries | Tailored discussions and examples aligned to your sales environment |
| Dates & Times | Fixed schedule for easy planning | Flexible timing to suit operations |
| Content | Structured curriculum covering proven outbound techniques | Customised to your products, buyers, objections and sales process |
| Delivery Method | Live online (2 × 3-hour sessions) | Live online or onsite (2 × 3-hour sessions or customised format) |
| Cost | $428 per person ex GST | Quoted per session – cost-effective for larger teams |
| Best For | Individuals or small groups wanting a stronger outbound sales foundation | Organisations wanting targeted improvement and consistent coaching |
| Minimum Numbers | No minimum – book 1 or more | Minimum of 4 participants |
| View Upcoming Public Courses > | Learn More About Private Training > |
Not sure which option is best? Contact us and we'll help you choose the right fit.
Looking for a More Flexible & Affordable Option?
Live training delivers the fastest skill development, but we also offer a range of Self-Paced Online Courses that provide flexibility when time, budget, or scheduling are tight.
- Short, engaging video lessons you can complete anytime
- Workbooks, quizzes, and certificates of completion
- Courses covering sales fundamentals, communication, objection handling, and customer experience
- Part of a growing library of 300+ on-demand programs
- Accessible anywhere, on any device
Pricing and Payment Options
The Outbound Sales Foundations Training Course is delivered live online across two focused 3-hour sessions, giving participants a stronger and more practical development experience than a single short course.
You can book a single seat or enrol multiple employees. Choose your preferred date in the Upcoming Dates section below and complete your booking online.
💳 Both credit card and invoice payment options are available.
Seats are limited and often fill quickly. We recommend booking early to secure your place.
Purchase a Ticket to a Public Outbound Sales Foundations Course
All publicly available course dates are listed below. Click your preferred session to purchase tickets instantly.
💳 Secure checkout is available via credit card, or you can request an invoice during the booking process.
Got questions about this course?
Want to train your whole team or explore a customised option?
Speak with us on +61 3 9008 7287 (Mon–Fri, 8:30am–5:30pm Melbourne) or
send us a message.