On-Demand Training Program

The T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment​

My Students Are Working At:

Using the same old playbook is costing you money

According to TOPO’s 2019 Sales Development Benchmark Report, only 48% of SDRs consistently reach their targets.

The average number of touchpoints to obtain an answer is 25.

Imagine if you could reduce that number… How many more conversations would you start?

It’s time to build a cold outreach sequence that works. Join the program and start booking new meetings.

On Demand

This program is made for you if:

You're not a fit if:

Program Goals

T-Shaped Sales Development Framework
  • Discover new ways to find qualified prospects
  • Learn how to attract prospects and start conversations
  • Obtain tactical knowledge on how to build sequences that get you replies

The T-shaped Sales Development Program Outline

ICP matrix

Module 1


  • Learn how to build an ICP matrix
  • Avoid the “spray and pray approach”
  • Find out what problems your ICPs are trying to solve

Module 2

LinkedIn Profile Optimization

  • Turn your LinkedIn profile into a landing page
  • Learn how to create a catchy banner
  • Discover types of CTAs to help you convert awareness into leads, directly on your LinkedIn profile
LinkedIn Profile
Follow thought leaders

Module 3

Network Building

  • Learn how to build lead lists and find potential customers
  • Discover new ways to connect to your ICPs
  • Build compounding habits and get more visible in your network

Module 4

Using Content To Find Prospects

  • Find out what type of content your prospects are looking for
  • Discover simple tactics to find prospects and prepare them for outreach
  • Learn how to leverage other people’s content and become more visible
Trigger hunting

Module 5

Triggers & Sequencing

  • Identify triggers for your warm outreach
  • Develop trigger-based outreach strategies
  • Get up to 40% answer rate

Module 6

High-Impact Messaging

  • Discover creative touchpoint types
  • Build outreach sequences and cadence them
  • Develop high-impact messaging and learn how to navigate prospects conversations
Build sequence

Module 7


  • Set your goals
  • Plan and run prospecting experiments
  • Discover typical roadblocks and how to avoid them

Thibaut souyris

The trainer

I’m Thibaut Souyris,

For the past decade, I’ve been selling technology products, from SaaS to professional services and training/coaching programs.

I work with SDRs, BDRs, AEs, and sales leaders who are tired of using the same old playbook to generate opportunities and drive new business.

You can read, hear, and see what I have to say about sales and sales development on leading blogs and sales publications like Sales Hacker, G2, or the Surf and Sales Podcast.

When I’m not training and coaching tech sales reps, you will find me between Berlin, South of France, Switzerland and Mexico, enjoying a motorcycle adventure, spending time with my family, or DJing in Berlin’s clubs.

Thibaut Souyris

On-Demand Content​

On Demand

Online Support Group

A Slack workspace


4.8/5 stars on G2

And some outcomes...


Learn how a Key Account Executive is using LinkedIn Voicemails to get more answers.

Learn how the SDR Manager of Hive HR reached a 90% acceptance rate on LinkedIn.

Learn how a tech SDR increased his connection rate on LinkedIn.

Learn how a BDR of Hubspot is building a steady pipeline thanks to my accelerator program.

Endorsed by top names in the tech sales industry

On-Demand Training

T-shaped Sales Development Program

  • Full access to the program
  • Assignments are corrected weekly by Thibaut
  • Lifetime access


Need to buy more than 1 seat? Book a call and we’ll get you in.

Frequently Asked Questions

What is the ROI for you & your company

For you

Generating outbound opportunities has never been so challenging. Between crowded emails, spam folders, and prospects ghosting us, it’s not possible to use the old prospecting playbook anymore.

When you join the T-shaped Sales Development Program, you will clearly understand how prospects leave a digital footprint online, and how you can use that to start conversations with them. You will also discover tactical tips that you can use immediately to book more meetings.

At the end of the program, you will have your own outreach sequences, you’ll know how to build impactful outbound messages, use video prospecting, and you’ll get a better understanding of how you can build relationships with prospects online.

For your company

Your company will directly benefit from the program. You will learn how to leverage your company’s marketing material to start outbound conversations, you’ll book more meetings, generate more opportunities, and impact your company’s pipeline positively.

Your company will probably pay for it

A lot of companies have training budgets, where they actually have money kept aside for their employees to take courses like this to help their professional development. If your company doesn’t have a budget, it’s worth raising the possibility with them.

If you want to discuss this with your HR team or manager, here is an email script we suggest sending to get approval. Essentially, we suggest covering:

  • What the course is about
  • What you’ll personally get from it
  • What the company/your team will get from you participating
  • How you’ll apply the learnings to your work
  • How long it will take you to complete
  • The cost

If you get the green light, you can then either invoice the company or pay for it yourself & request reimbursement from your company.

Unlike any online program you have done before

This not your traditional online course.

Actually, nothing is traditional in this course.

We don’t teach you outdated prospecting concepts, or charge €50K for a certificate from an well-known institution.

We don’t simply upload a bunch of videos and leave you to get on with it.

We teach you the essential skills and tactical plays to start more outbound conversations, book more meetings, and generate bigger opportunities.

Each week, you have around 30 – 45 minutes of video content to watch, with a hands-in assignment to submit.. This could be “building your ICP matrix” or “build and cadence your outreach sequence”, which will be reviewed by Thibaut directly.

Also included is a direct access to Thibaut through Slack.

Learn by building

Unlike many of the over-priced and low-impact courses out there, we focus on what really matters:

Building prospecting habits that generates opportunities.

We will take you on a journey of sales development discovery, from defining your ICP, optimizing your LinkedIn profile for sales, and then learning how to identify relevant triggers and getting in touch with prospects creatively.

The goal of the T-shaped Sales Development Program is to have you put our framework into practice, and building your prospecting habits so you can reach your targets.

Who is this program for?

The T-shaped Sales Development Program has been designed for ambitions sales and sales development professionals – whether SDRs/BDRs, AEs or team leads – to learn tactical skills that will get you more meetings and more pipeline.

How much does it cost?

The cost is €700.

The price includes video content, exclusive resources, assignments reviewed by our mentors, weekly Q&A sessions, as well as lifetime access to the T-shaped Sales Development alumni network (including job postings, events & workshops).

You can also download the outline here to learn more about the program.

Money Back

Our 100% Money Back Guarantee

If you engage with the the T-shaped Sales Development Program and, after within 30 days, do not feel it is a good fit, then you can immediately get a 100% refund – no questions asked.

What do I do next if I want to enroll?

Click the “Buy Now” button, enter your payment information and you will get instant access to the course. You will also receive instructions by email.

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Schedule a Priority Consultation

I love helping founders and sales teams starting more conversations and closing deals faster.

However, I am pretty busy and it can take a bit of time before I can come back to you.
Please fill this quick form to get access to my calendar and schedule your free consultation.

You will receive an email with access to my calendar, where you will be able to schedule your consultation.

It costs 100 EUR + VAT if you are located in Germany.

Book a Call With Me

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