Define ideal customer profile and persona targeting rules for an AI sales development representative.
Marketing & Sales
AI Sales Development Representatives for Automated Outbound Prospecting
Deploy AI sales development representatives for automated outbound prospecting, from persona-based sequencing to human handoff rules and pipeline quality controls.
🗓️Duration5 training days
📚Content4 modules · 8 sessions
🎓On completionAccredited attendance certificate
About the programme
Course Overview
An AI sales development representative can send more personalised first-touch messages in a week than a human team manages in a quarter, but volume without oversight just produces more low-quality meetings and a faster route to spam complaints and domain reputation damage. This course covers deploying an AI SDR for outbound prospecting with the same discipline applied to a human development team: defining ideal customer profile and persona targeting rules the AI works within, designing outbound sequences and personalisation logic that stay accurate at scale, and setting explicit rules for when a conversation must hand off to a human rep. Participants configure a sample outbound sequence, define the guardrails that stop an AI agent from making commitments a company cannot honour, and build a reply-handling workflow that routes interested prospects, objections and out-of-office responses appropriately. The course also addresses compliance considerations around automated outreach, deliverability management across sending domains, and the quality controls needed to judge whether AI-sourced pipeline converts as well as human-sourced pipeline. Participants leave with a deployment checklist, a handoff rulebook and a set of pipeline quality metrics to monitor after launch.
Expected Learning Outcomes
Design outbound sequences and personalisation logic that remain accurate and relevant at scale.
Set explicit rules for when an AI-led conversation must hand off to a human sales rep.
Build a reply-handling workflow that routes interest, objections and out-of-office responses correctly.
Apply compliance and deliverability controls that protect sending domain reputation at scale.
Establish guardrails that prevent an AI agent from making commitments the company cannot honour.
Measure AI-sourced pipeline quality and conversion against human-sourced pipeline benchmarks.
Who Should Attend
Sales development leaders evaluating or deploying AI SDR tools for outbound prospecting
Revenue operations staff configuring AI outbound sequences and handoff rules
Demand generation and marketing teams coordinating outbound with AI-assisted sales development
Compliance and legal partners reviewing automated outreach practices
Sales managers overseeing pipeline quality from a mixed human and AI development team
Founders and growth leads scaling early-stage outbound with limited SDR headcount
Course Modules
Select any module to see its sessions and points.
01Defining Targeting and Sequence Strategy
2 sessions · 8 points
Session 1Setting Ideal Customer Profile and Persona Rules
- Define ideal customer profile criteria precisely enough for an AI agent to apply them consistently.
- Translate persona research into targeting rules an AI SDR can use to prioritise accounts and contacts.
- Set exclusion rules for accounts, such as existing customers or competitors, an AI agent must avoid.
- Review targeting rule performance regularly to catch drift toward low-fit accounts.
Session 2Designing Outbound Sequences and Personalisation
- Design a multi-touch outbound sequence combining email, and other channels an AI agent can use.
- Build personalisation logic that references accurate, current account and contact data.
- Set message variation rules that avoid an obviously templated or repetitive outbound pattern.
- Test sequence variants against response rate before scaling a sequence to the full target list.
02Guardrails, Handoff and Reply Handling
2 sessions · 8 points
Session 1Setting Guardrails for AI Agent Behaviour
- Define commitments, pricing statements or promises an AI agent must never make unsupervised.
- Set escalation triggers for sensitive topics an AI agent should not attempt to resolve alone.
- Build a review process for new sequence content before it goes live at scale.
- Establish a fallback process for when an AI agent cannot confidently interpret a prospect reply.
Session 2Designing Human Handoff and Reply Workflows
- Set explicit criteria for when a conversation must transfer from an AI agent to a human rep.
- Build a reply-handling workflow that routes interest, objections and scheduling requests correctly.
- Design a handoff briefing that gives the receiving human rep full context from the AI conversation.
- Monitor handoff timing to avoid a delay that lets an interested prospect go cold.
03Compliance and Deliverability
2 sessions · 8 points
Session 1Managing Compliance in Automated Outreach
- Apply relevant marketing and electronic communication regulations to AI-generated outbound messages.
- Set consent, opt-out and suppression list handling rules for automated outbound campaigns.
- Document AI agent behaviour and data use for internal compliance and audit purposes.
- Review AI-generated message content periodically for claims that could create compliance risk.
Session 2Protecting Deliverability and Domain Reputation
- Manage sending volume and domain warm-up to protect deliverability at scale.
- Monitor bounce rates and spam complaints as early indicators of deliverability problems.
- Distribute outbound volume across sending domains and mailboxes to limit reputation risk.
- Set thresholds that pause an AI outbound campaign automatically when deliverability degrades.
04Measuring and Improving Pipeline Quality
2 sessions · 8 points
Session 1Benchmarking AI-Sourced Pipeline
- Compare AI-sourced pipeline conversion and deal size against human-sourced pipeline benchmarks.
- Track meeting show rates and qualification accuracy for AI-booked meetings specifically.
- Identify segments where an AI agent underperforms and needs sequence or targeting adjustment.
- Feed pipeline quality findings back into ideal customer profile and sequence design.
Session 2Scaling and Governing the AI SDR Programme
- Set a governance cadence reviewing AI agent performance, guardrail incidents and compliance status.
- Plan how AI SDR capacity scales alongside or in place of additional human SDR headcount.
- Coordinate AI SDR activity with marketing campaigns to avoid conflicting outreach to the same account.
- Communicate AI SDR results to leadership using metrics comparable with existing SDR reporting.
What the participant receives
4 course modules
A structured syllabus
8 training sessions
across 5 days
32 detailed points
Applied, detailed content
Accredited attendance certificate
On completing the programme
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