New Hire Onboarding

SDR Class • June 2026 Cohort

Location

Dazos Orange County Office
4685 MacArthur Blvd
Irvine, CA

Schedule

9:00 AM – 5:00 PM PT
Mon–Fri (Fri 6/19: 9 AM–12 PM)

Dates

June 8 – June 19, 2026
(Two weeks • 10 days)

Time Zone

All times Pacific (Los Angeles)

In-person attendance required. All new hires are expected in the Orange County office every training day — all 5 days of Week 1 and 4.5 days of Week 2 (Friday 6/19 wraps at noon). The color coding below reflects Sam’s travel/availability only; the class meets in the office in person regardless.

Onboarding Class

SDR Manager SDR 1 SDR 2 SDR 3 SDR 4 SDR 5

Training Team

Color Key — Sam’s Availability

The class is in the OC office in person every day. These colors indicate Sam’s travel/availability for each day.

On-site — Sam leads in person
Sam remote (video)
Sam travel
Sam out — team-led
Half day (ends at noon)

Week 1 • June 8–12 — Company, Product & Industry

Mon
Jun 8
Day 1: Welcome, Company & Industry
Tue
Jun 9
Day 2: CRM Deep Dive & ICP
Wed
Jun 10
Day 3: IQ, iCampaign & Competition
Thu
Jun 11
Day 4: RVK & AI (AM) + Practice (Sam travel PM)
Fri
Jun 12
Day 5: Wrap + Prospecting (Sam remote)

Week 2 • June 15–19 — Prepare to Sell

Mon
Jun 15
Day 6: Sales Foundations (Sam remote)
Tue
Jun 16
Day 7: Self-Service & Practice (Sam out)
Wed
Jun 17
Day 8: Prospecting AM · Selling PM (Sam travel AM)
Thu
Jun 18
Day 9: Sales Process & Role Play
Fri
Jun 19
Day 10: Graduation (9–12)

Day 1 • Monday, June 8

Welcome, Company & Behavioral Health Industry

On-site • Sam leads
9:00 AM
Welcome, Onboarding Intro & Computer Setup
Slack, Zoom, G Suite, Salesforce, Outreach, ZoomInfo, LinkedIn
Sam
9:45 AM
Team Introductions & Everyone’s Story
Sam · whole team
10:15 AM
The Dazos Story: History, Mission & Vision
Sam
11:00 AM
Behavioral Health Industry Intro — Part 1
History & current state of the BH / addiction-treatment market
Sam
12:00 PM
Working Lunch
12:45 PM
BH Industry — Part 2: Health Insurance Overview
INN vs OON, payers, why insurance drives the business
Sam
1:45 PM
BH Industry: Admissions & Marketing
Stonor
2:45 PM
Coffee Break
3:00 PM
Dazos Product Suite Overview
CRM, IQ, iVerify, iCampaign, RVK suite & AI (Samurai & Dojo) — the full lineup
Sam
4:00 PM
Opportunity at Dazos: Growth & Career Path
Stonor / Kayla
4:45 PM
Day 1 Wrap-Up & Next Steps
Sam

Day 2 • Tuesday, June 9

Insurance & RCM, CRM Deep Dive, Who We Sell To

On-site • Sam leads
9:00 AM
Day 2 Welcome & Review
Sam
9:15 AM
BH Industry — Part 3: Insurance & RCM (iVerify)
VOB, eligibility, the revenue cycle — in plain language
Sam
10:15 AM
Using a CRM in Behavioral Health
Sam
11:00 AM
Dazos CRM Deep Dive — Part 1
PAA, VOB, referral tracking
Sam
12:00 PM
Working Lunch — CRM Value Props Discussion
12:45 PM
Dazos CRM Deep Dive — Part 2
Dashboard building & custom reports
Sam
1:45 PM
Live Customer CRM Demo (watch)
Sam / Stonor
2:45 PM
Coffee Break
3:00 PM
Dazos Customer ICP & Roles
Qualifying questions — Inpatient? OON? Admissions staff? Census?
Sam
4:00 PM
Best Prospects: Who to Target
DOA, CMO, COO, Director of BD, CEO
Stonor
4:45 PM
Day 2 Wrap-Up & Next Steps
Sam

Day 3 • Wednesday, June 10

IQ, iCampaign, Why Customers Buy & the Competition

On-site • Sam leads
9:00 AM
Day 3 Welcome & Review
Sam
9:15 AM
Customer & Patient Impact + Case Studies
Rockland, Sober Partners, Laguna View, AATC — who we’ve helped
Sam / Stonor
10:00 AM
Why Customers Buy
“An insurance policy against your marketing budget”
Stonor
10:45 AM
Dazos IQ Deep Dive
3rd-party billing pain · flaws of outsourcing · how IQ solves it
Sam
11:30 AM
Live IQ Demo & Value Props (watch)
Sam / Stonor
12:00 PM
Working Lunch
12:45 PM
iCampaign — Intro
What iCampaign is · how operators use it · where it fits the suite
Kayla
1:45 PM
iCampaign — Deep Dive
Campaigns, marketing reports, attribution · the SDR talk track
Kayla
2:45 PM
Coffee Break
3:00 PM
Competitive Landscape: Dazos vs. The Field
Salesforce, Kipu, LightningStep · market share · our differentiators
Sam
4:00 PM
Dazos Pricing & Packaging (SDR-level)
Sam / Stonor
4:45 PM
Day 3 Wrap-Up + Thu/Fri Game Plan
Sam

Day 4 • Thursday, June 11

RVK & AI Products (AM) · Time Machine & Practice (PM)

Sam travel — second half of day
9:00 AM
RVK Product Suite — Intro
What RVK is · the problem it solves · where it fits Dazos
Sam
10:00 AM
RVK Product Suite — Deep Dive
Capabilities, use cases & the SDR talk track
Sam
11:00 AM
Dazos AI: Samurai & Dojo
What the AI suite does · the story for prospects
Sam
12:00 PM
Working Lunch — Sam departs for travel after lunch
12:45 PM
Time Machine: Login, Intro & Learning Path
The self-service learning platform — how to use it
Kayla
1:45 PM
Recorded Demo Watch + Debrief
Tara
2:45 PM
Coffee Break
3:00 PM
Success in the SDR Role — Day in the Life
Emily / Isabel
4:00 PM
Cold Call Fundamentals: Anatomy of a Great Call
Kayla
4:45 PM
Day 4 Wrap-Up & Next Steps
Kayla

Day 5 • Friday, June 12

Week 1 Wrap, Industry Review & Prospecting Foundations

Sam remote (video) · class in OC office
9:00 AM
Week 1 Recap & Open Q&A
Sam (remote)
9:45 AM
BH Industry: Taboos, Verbiage & Do’s / Don’ts
How to speak the industry’s language credibly
Sam (remote)
10:45 AM
Prospecting Part 1: Key Roles & Org Structure
Emily / Isabel
12:00 PM
Working Lunch — Time Machine + Recorded Demo
12:45 PM
Recorded / Live Demo Watch + Debrief
Tara
1:45 PM
Cold Call Script Writing & Common Objections
Kayla
2:45 PM
Coffee Break
3:00 PM
Cold Call Reviews / Role Plays
Tara / Isabel
4:00 PM
Week 1 Wrap-Up & Weekend Assignment
Assigned Time Machine modules before Week 2
Sam (remote)

Day 6 • Monday, June 15

Sales Foundations, Salesforce & Messaging

Sam remote (video) · class in OC office
9:00 AM
Week 2 Welcome & Intros
Stonor (in room)
9:30 AM
Dazos Sales Best Practices & Secrets for Success
Understanding this industry: insurance, stigma, pressure
Sam (remote)
10:30 AM
Salesforce (Internal Use)
Leads, opps, list views, import/export
Sam (remote)
11:30 AM
Industry & Product Q&A
Sam (remote)
12:00 PM
Group Lunch
1:00 PM
Prospecting & Targeting
ZoomInfo, filters, geographic, LinkedIn — building the list
Kayla
2:00 PM
Sales Messaging & Value Prop
Openers, one-liners, elevator pitch
Sam (remote)
3:00 PM
Coffee Break
3:15 PM
Sales Team History, Priorities & Plan
Stonor
4:00 PM
Cold Call Prep & Practice
Kayla
4:45 PM
Day 6 Wrap-Up
Stonor

Day 7 • Tuesday, June 16

Self-Service Learning & Hands-On Practice

Sam out · Stonor & Kayla unavailable · Isabel / Tara / Emily facilitate
9:00 AM
Day 7 Kickoff & Goals for the Day
Tara / Isabel
9:30 AM
Time Machine Self-Service — Block 1
Assigned learning path modules
Independent
10:30 AM
Cold Call Practice & Live Dials
Tara
12:00 PM
Working Lunch / Cold Call Review
1:00 PM
Recorded Demo Watch + Debrief
SDRs watch & discuss — no demo delivery required
Isabel
2:00 PM
Time Machine Self-Service — Block 2
Independent
3:00 PM
Coffee Break
3:15 PM
Cold Call Role Plays
Tara / Isabel / Emily
4:15 PM
Peer Practice & Prep for Selling Week
Independent
4:45 PM
Day 7 Wrap-Up
Tara

Day 8 • Wednesday, June 17

Prospecting & LinkedIn (AM) · Selling Dazos (PM)

Sam travel — morning · leads PM on-site
9:00 AM
Day 8 Welcome & Review
Stonor
9:15 AM
Prospecting Training & Best Practices
Kayla
10:15 AM
LinkedIn & Sales Navigator
Openers, videos, one-liners, social selling
Kayla
11:00 AM
LinkedIn Video Script Writing & Practice
Tara
12:00 PM
Lunch — Sam traveling (lands ~noon)
1:00 PM
Selling Dazos — Part 1: Qualification
Qualification process & methodology · qualifying questions · angles to build value & urgency · common responses & objections
Sam (on-site)
2:00 PM
Selling Dazos — Part 2: Cold Call Scripts & Approach
Scripts · call to action · approach · gatekeeper · objections · tips & best practices
Sam
3:00 PM
Coffee Break
3:15 PM
Cold Call Role Plays
Sam / Stonor
4:15 PM
Objection Handling Practice
Sam / Stonor
4:45 PM
Day 8 Wrap-Up
Sam

Day 9 • Thursday, June 18

Sales Process, Discovery & Role Play

On-site • Sam leads
9:00 AM
Practice Discovery Role Play
Best case · tough case · Q&A
Sam
10:00 AM
The Sales Process: Set → Show Up → Pitch → Close
Sam / Stonor
11:00 AM
Cold Calling Training 2
Kayla
12:00 PM
Working Lunch
1:00 PM
Sales Best Practices
Building urgency · creating value · navigating the customer · overcoming objections, delays & nos
Stonor
2:00 PM
Objection Handling Role Play
Sam / Stonor
3:00 PM
Coffee Break
3:15 PM
SDR → AE Handoff & Pipeline Discipline
SDR Manager focus — metrics, Salesforce hygiene, handoff standards
Sam / Stonor
4:15 PM
Cold Call Reviews & Feedback
Kayla / Tara
4:45 PM
Day 9 Wrap-Up & Friday Prep
Sam

Day 10 • Friday, June 19

Final Review, Role Play & Graduation

Half day 9 AM–12 PM · Sam on-site AM, travels after
9:00 AM
Final Product & Industry Review / Q&A
Sam
9:45 AM
Qualification & Objection-Handling Role Play
Sam / Stonor
10:45 AM
Territory Management & First-Week Game Plan
Build a list of 50 targets in Salesforce to call Monday
Sam
11:30 AM
Graduation, Final Q&A & Next Steps
Ends at 12:00 PM
Sam
12:00 PM
Onboarding Complete 🎉
Welcome to the team!

Dazos • Business Intelligence, Made Visible

Questions? Contact Sam Hessler