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Conversational Selling Playbook for SDRs
  • Level Foundation
  • Duration 25 hours
  • Course by Salesforce
  • Offered by

About

This is Course 3 in the Salesforce Sales Development Representative Professional Certificate. In order to successfully complete the course, please ensure you have taken Course 1: Groundwork for Success in Sales Development and Course 2: Foundations for Interviewing with Confidence. This course will dive into the 8 principles of SV Academy’s Conversational Selling Methodology, which will optimize you for success. You’ll be able to integrate these principles not only in the real world, but in your career. Additionally, you’ll be taught SV Academy’s unique approach to objection handling and framework for high-quality prospecting. Course 3 in the Sales Development Representative (SDR) Professional Certificate will give you the necessary skills to launch a career in the non-technical side of the tech industry. By the end of the course, you will be able to: - Understand the process of asking strategic questions, establishing trust, identifying pain points and proposing value in efforts to closing a sale - Identify and empathize with your Ideal Customer Profile (ICP) and target persona to build a high-quality lead list, efficiently qualify prospects, and leverage data to drive activity - Investigate various outreach channels and generate a call script incorporating Conversational Selling strategies - Develop a foundation for emotional intelligence in a sales context and generate an empathetic email - Generate a multi-channel sales strategy to outreach prospects via phone, email, video, and social media To be successful in this course, you should have: - An ability to communicate in verbal and written form in a way that is accessible and understandable by a general audience (you don’t need to be formal or refined) - Baseline computer literacy (you must be able to use a word processor, web search, and email) - Familiarity with social media, including LinkedIn - Ability and willingness to learn new technology tools - Motivation to grow personally and professionally - Hunger for feedback and coaching - Successfully completed the previous courses in this training

Modules

Introduction to the Course

    • 3 Videos
    • 1 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

3 Videos

  • Conversational Selling Playbook for SDRs
  • Course Introduction: Conversational Selling Playbook for SDRs
  • Instructor Introduction: Moise Moodie

1 Readings

  • Syllabus

Grounding Sales in Consultation and Strategic Questioning

    • 2 Videos
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Grounding Sales in Consultation and Strategic Questioning

1 Discussions

  • Understanding Your Conversational Approach

2 Videos

  • Introduction to Conversational Selling
  • The Power of Questions

Establishing Trust in Moments

    • 1 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Establishing Trust in Moments

1 Videos

  • Building Trust and Credibility When Cold Calling

2 Readings

  • Building Trust and Credibility
  • Leading with Warmth

Achieving Results through Empathetic Listening

    • 2 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Achieving Results through Empathetic Listening

1 Discussions

  • Empathetic Listening Posts

2 Videos

  • Achieving Results through Empathetic Listening
  • The Golden Talk vs. Listening Ratio

2 Readings

  • Becoming a World-Class Listener
  • Barriers to Listening

Proposing Value and Welcoming Objections

    • 4 Videos
    • 1 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Proposing Value and Welcoming Objections

1 Discussions

  • Selling Your Favorite Things

4 Videos

  • Proposing Value and Welcoming Objections
  • Writing a Value Proposition
  • Welcoming Objections and Triple-A Responses
  • Empathize and Challenge: Responding to Objections

1 Readings

  • Value Propositions in Sales Development

Closing Throughout the Conversation

    • 2 Videos
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Practicing Closing in Conversational Selling
  • Graded Quiz: Closing throughout the Conversation

1 Discussions

  • Closing in Sales Development

2 Videos

  • Closing through Feedback and Next Steps
  • Review of Week 1: Learn the Conversational Selling Methodology

Empathizing With the Ideal Customer

    • 4 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Empathizing with the Ideal Customer

4 Videos

  • The Ideal Customer Profile (ICP)
  • Target Buyers Persona
  • Working with ICPs and Personas to Achieve Goals
  • SV Academy Ambassadors: Springboarding Your Tech Career

1 Readings

  • Developing Prospect Lists - Intro to Target Persona

Targeting High-Quality Leads

    • 2 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Targeting High-Quality Leads

2 Videos

  • Lead Generation - List Building and Research
  • Above-the-Line Prospects

1 Readings

  • How to Search LinkedIn Like a Pro

Qualifying Prospects with Skill, Speed, and Ease

    • 2 Videos
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Qualifying Prospects with Skill, Speed, and Ease

1 Discussions

  • Understanding Qualification Frameworks

2 Videos

  • Asking the Right Questions - Introduction to Qualification
  • Creating an Efficient Prospect Qualification System

Leveraging Data to Drive Prospecting Activity

    • 3 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Leveraging Data to Drive Prospecting Activity
  • Graded Quiz: Generate Leads and Narrow Your Prospect List

1 Discussions

  • Getting Gritty with Gap Analysis

3 Videos

  • Leveraging Data to Drive Activity
  • Introduction to Sales Economics
  • Review of Week 2: Generate Leads and Narrow Your Prospect List

1 Readings

  • Waterfall, Gap Analysis and Backward Math

Developing the Multi-Channel Mindset

    • 2 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Developing the Multi-Channel Mindset

1 Discussions

  • What's Your Favorite Channel?

2 Videos

  • Intro to SV Academy's Multi-Channel Mindset
  • SV Academy Ambassadors: Leveraging Multi-Channel Mindset

2 Readings

  • Cutting through the Noise
  • Implementing the Multi-Channel Mindset

Conducting Prospect Outreach by Phone

    • 3 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Conducting Prospect Outreach By Phone

3 Videos

  • Conducting Prospect Outreach by Phone
  • Effective Selling by Phone with Conversational Selling
  • How to Leave a Compelling Voicemail

1 Readings

  • Cold Calling Scripts

Conducting Prospect Outreach by Email

    • 4 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Conducting Prospect Outreach by Email

1 Discussions

  • Practicing PACE in Your Personal Life

4 Videos

  • Conversational Selling through Written Communication
  • PACE Email Prospecting: Conversational Selling through Written Communication
  • SV Academy Ambassadors: Tips for Email Prospecting
  • SV Academy Ambassadors: Tips for Email Personalization with Above-the-Line Prospects

2 Readings

  • Email Script to Get a Meeting with Anyone
  • Business Writing Playbook

Conducting Prospect Outreach through Social and Video

    • 7 Videos
    • 2 Readings
    • 1 Discussion
    • 1 PeerReview
    • 1 Plugin
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Conducting Prospect Outreach through Social and Video

1 Peer Review

  • Generating a Call Script Using Conversational Selling

1 Discussions

  • Analyzing Call Scripts

7 Videos

  • Prospect Outreach through Social
  • SV Academy Ambassadors: Engaging Prospects on LinkedIn
  • Prospect Outreach through Video
  • SV Academy Ambassadors: Tips for Video Prospecting
  • Review of Week 3: Apply Conversational Selling Across Multiple Channels
  • Introduction to the Mock Company
  • Peer Review Instructions and Sample - Week 3

2 Readings

  • LinkedIn Prospecting Playbook
  • Targeting High Value Prospects with Video

Strengthening Self-Awareness

    • 2 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Strengthening Self-Awareness

1 Discussions

  • Getting Amped about Tech Sales

2 Videos

  • Emotional Intelligence (EQ) and the SDR Role
  • Building Self-Confidence: How to Overcome Challenges

2 Readings

  • The Explainer: Emotional Intelligence
  • Embracing Near Wins With Sarah Lewis

Building and Sustaining Motivation

    • 1 Videos
    • 3 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Building and Sustaining Motivation

1 Discussions

  • Journaling for Motivation

1 Videos

  • Building and Sustaining Motivation

3 Readings

  • The Puzzle of Motivation with Daniel Pink
  • The Psychology of Self-Motivation with Scott Geller
  • Motivation Matrix

Focusing on Self-Regulation and Mindfulness

    • 2 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Focusing on Self-Regulation and Mindfulness

1 Discussions

  • Sharing Mindfulness Strategies

2 Videos

  • Focusing on Self-Regulation and Mindfulness
  • Self-Regulation and Mindfulness Strategies for SDRs

2 Readings

  • What Is Self-Regulation?
  • Mindfulness Playbook

Performing with Empathy and Social Skills

    • 4 Videos
    • 3 Readings
    • 1 Discussion
    • 1 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Performing with Empathy and Social Skills

1 Peer Review

  • Emailing with Empathy

1 Discussions

  • Empathy In Written Form

4 Videos

  • Performing with Empathy
  • The Importance of Empathy in the SDR Role
  • Review of Week 4: Get Results with Emotional Intelligence
  • Peer Review Instructions and Sample - Week 4

3 Readings

  • Empathy and Boundaries with Brene Brown
  • Empathy is the Key to Building Rapport
  • Review the Mock Company

Design a Multi-Channel Outreach Approach

    • 5 Videos
    • 1 Readings
    • 1 Discussion
    • 1 PeerReview
Show info about module content

1 Peer Review

  • Build an Outreach Campaign Using Multiple Channels

1 Discussions

  • Cadences Are Key

5 Videos

  • Design a Multi-Channel Outreach Approach
  • Playing the Long Game - The Art of the Campaign
  • Review of Week 5: Design a Multi-Channel Outreach Approach
  • Course Review: Conversational Selling Playbook for SDRs
  • Peer Review Instructions and Sample-Week 5

1 Readings

  • Imagine Yourself as an SDR

Auto Summary

Unlock your potential in the tech industry's non-technical side with the "Conversational Selling Playbook for SDRs" on Coursera. Guided by expert instructors, this foundational course delves into SV Academy's 8 principles of Conversational Selling, objection handling, and high-quality prospecting. Over 1500 minutes, learn to ask strategic questions, establish trust, and develop multi-channel sales strategies. Ideal for those with basic computer skills and a passion for growth, this course is part of the Salesforce Sales Development Representative Professional Certificate. Available through Starter and Professional subscriptions.

Rachel Gasparini
Instructors

Rachel Gasparini

Marcos Serna
Instructors

Marcos Serna

Trailhead
Instructors

Trailhead

Loren Crundwell
Instructors

Loren Crundwell

Andrae Washington
Instructors

Andrae Washington

Moise Moodie
Instructors

Moise Moodie