Conversational Selling Playbook for SDRs by Salesforce SV Academy via Coursera: Fee, Duration, How to Apply

Quick Facts

particular	details
Medium of instructions English	Mode of learning Self study	Mode of Delivery Video and Text Based

Course overview

The Conversational Selling Playbook for SDRs certification programme is a five-week-long online course developed by the SV Academy and Salesforce. It will teach you the eight principles of conversational selling methodology that you can use for achieving success in your career. It is the third course in the ‘Salesforce Sales Development Representative Professional Certificate’ course series.

Coursera’s Conversational Selling Playbook for SDRs online course imparts in-depth knowledge of sales development and related concepts. You will learn via video lectures delivered by expert instructors, quizzes and readings.

The Conversational Selling Playbook for SDRs online course by Coursera will enable you to create an effective omni channel sales strategy to reach prospects through social media, email, video and phone. You can even gain access to an e-certificate after completing the course.

The Conversational Selling Playbook for SDRs training will also introduce you to the unique approach to objection handling. With the help of this course, you will study the framework for high-quality prospecting to achieve optimum results.

Course and certificate fees

The fees for the course Writing Java Application Code is -

Head	Amount in INR
1 month	Rs. 4,115
3 month	Rs. 8,230
6 month	Rs. 12,345

certificate availability

Yes

certificate providing authority

Coursera

Who it is for

If you want to seek expertise in the tech industry for a non-technical career, the Conversational Selling Playbook for SDRs online training would be great for you.

Eligibility criteria

The Conversational Selling Playbook for SDRs programme is the third course in a five-course series on Coursera. You should complete the previous two courses before enrolling for a deeper understanding. Besides, you should have basic computer literacy to use tools such as email, word processor and web search.

You must also be familiar with LinkedIn and other social media platforms. Decent written and verbal communication are also required. Moreover, you must keep an open mind to learning new technology tools to grasp the concepts in the Conversational Selling Playbook for SDRs training.

What you will learn

Sales skills

After completing the Conversational Selling Playbook for SDRs syllabus, you will be able to:

Recognise your Ideal Customer Profile (ICP) and target persona
Build a foundation for emotional intelligence in the context of sales
Understand the process of establishing trust and asking strategic questions
Examine different outreach channels and create a call script including conversational selling strategies
Generate an empathetic email
Recognise pain points and propose a value for closing a sale

The syllabus

Module 1: Learn the Conversational Selling Methodology

Videos

Conversational Selling Playbook for SDRs
Course Introduction: Conversational Selling Playbook for SDRs
Instructor Introduction: Moise Moodie
Introduction to Conversational Selling
The Power of Questions
Building Trust and Credibility When Cold Calling
Achieving Results through Empathetic Listening
The Golden Talk vs. Listening Ratio
Proposing Value and Welcoming Objections
Writing a Value Proposition
Welcoming Objections and Triple-A Responses
Empathize and Challenge: Responding to Objections
Closing through Feedback and Next Steps
Review of Week 1: Learn the Conversational Selling Methodology

Readings

Syllabus
Building Trust and Credibility
Leading with Warmth
Becoming a World-Class Listener
Barriers to Listening
Value Propositions in Sales Development

Assignments

Practice Quiz: Grounding Sales in Consultation and Strategic Questioning
Practice Quiz: Establishing Trust in Moments
Practice Quiz: Achieving Results through Empathetic Listening
Practice Quiz: Proposing Value and Welcoming Objections
Practice Quiz: Practicing Closing in Conversational Selling
Graded Quiz: Closing throughout the Conversation

Discussion Prompts

Meet and Greet
Understanding Your Conversational Approach
Empathetic Listening Posts
Selling Your Favorite Things
Closing in Sales Development

Module 2: Generate Leads and Narrow Your Prospect List

Videos

The Ideal Customer Profile (ICP)
Target Buyers Persona
Working with ICPs and Personas to Achieve Goals
SV Academy Ambassadors: Springboarding Your Tech Career
Lead Generation - List Building and Research
Above-the-Line Prospects
Asking the Right Questions - Introduction to Qualification
Creating an Efficient Prospect Qualification System
Leveraging Data to Drive Activity
Introduction to Sales Economics
Review of Week 2: Generate Leads and Narrow Your Prospect List

Readings

Developing Prospect Lists - Intro to Target Persona
How to Search LinkedIn Like a Pro
Waterfall, Gap Analysis and Backward Math

Assignments

Practice Quiz: Empathizing with the Ideal Customer
Practice Quiz: Targeting High-Quality Leads
Practice Quiz: Qualifying Prospects with Skill, Speed, and Ease
Practice Quiz: Leveraging Data to Drive Prospecting Activity
Graded Quiz: Generate Leads and Narrow Your Prospect List

Discussion Prompts

Understanding Qualification Frameworks
Getting Gritty with Gap Analysis

Module 3: Apply Conversational Selling Across Multiple Channels

Videos

Intro to SV Academy's Multi-Channel Mindset
SV Academy Ambassadors: Leveraging Multi-Channel Mindset
Conducting Prospect Outreach by Phone
Effective Selling by Phone with Conversational Selling
How to Leave a Compelling Voicemail
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
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

Readings

Cutting through the Noise
Implementing the Multi-Channel Mindset
Cold Calling Scripts
Email Script to Get a Meeting with Anyone
Business Writing Playbook
LinkedIn Prospecting Playbook
Targeting High Value Prospects with Video

Assignments

Practice Quiz: Developing the Multi-Channel Mindset
Practice Quiz: Conducting Prospect Outreach By Phone
Practice Quiz: Conducting Prospect Outreach by Email
Practice Quiz: Conducting Prospect Outreach through Social and Video

Peer Review

Generating a Call Script Using Conversational Selling

Discussion Prompts

What's Your Favorite Channel?
Practicing PACE in Your Personal Life
Analyzing Call Scripts

Plugin

Connect With a Mentor

Module 4: Get Results with Emotional Intelligence

Videos

Emotional Intelligence (EQ) and the SDR Role
Building Self-Confidence: How to Overcome Challenges
Building and Sustaining Motivation
Focusing on Self-Regulation and Mindfulness
Self-Regulation and Mindfulness Strategies for SDRs
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

Readings

The Explainer: Emotional Intelligence
Embracing Near Wins With Sarah Lewis
The Puzzle of Motivation with Daniel Pink
The Psychology of Self-Motivation with Scott Geller
Motivation Matrix
What Is Self-Regulation?
Mindfulness Playbook
Empathy and Boundaries with Brene Brown
Empathy is the Key to Building Rapport
Review the Mock Company

Assignments

Practice Quiz: Strengthening Self-Awareness
Practice Quiz: Building and Sustaining Motivation
Practice Quiz: Focusing on Self-Regulation and Mindfulness
Practice Quiz: Performing with Empathy and Social Skills

Peer Review

Emailing with Empathy

Discussion Prompts

Getting Amped about Tech Sales
Journaling for Motivation
Sharing Mindfulness Strategies
Empathy In Written Form

Module 5: Design a Multi-Channel Outreach Approach

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

Reading

Imagine Yourself as an SDR

Peer Review

Build an Outreach Campaign Using Multiple Channels

Discussion Prompt

Cadences Are Key

Admission details

Step 1 – Go to the official link to open the Conversational Selling Playbook for the SDRs programme page.
Step 2 – Tap the ‘Enroll for Free’ button to open the signup form.
Step 3 – Use your email ID to generate a new account by hitting the ‘Join for Free’ button. Alternatively, you can link an active Facebook or Google ID to log in.
Step 4 – After successful registration, you can enrol directly in the Conversational Selling Playbook for the SDRs course through the free audit. Or, you can choose the ‘Start Free Trial’' option, provide some payment details, and then join the course.

Filling the form

You don’t need to submit an application form to enrol in the Conversational Selling Playbook for SDRs programme by Coursera. Simply visit the Coursera web portal, sign up and join the programme. Signing up is easy as you just have to provide your name and email ID. You can also employ your Google or Facebook account to directly log in.

Scholarship Details

In case you want some financial support to get the paid features of the Conversational Selling Playbook for SDRs course, you can apply for a scholarship. For this, you have to tap the ‘Financial aid available’ hyperlink on the course page. Agree to terms & conditions and reach the application form page to proceed.

On the form page, you must fill out important details, including employment status, payment capacity, educational background and annual income. Furthermore, you have to specify if you wish to get a low-interest loan to pay the Conversational Selling Playbook for SDRs fee.

Further down the page, you must give written answers as to why you want to avail of financial aid. And how the Conversational Selling Playbook for SDRs course will help you achieve your goals? Both the answers need to be 150 words or more. After submission, it takes nearly 15 days for reviewing your application.

How it helps

You can complete the contents of the Conversational Selling Playbook for SDRs online training according to your convenience as it follows the approach of flexible deadlines. It gives you access to a digital learning platform so that you can learn at your pace.

Furthermore, you can choose to receive the digital Conversational Selling Playbook for SDRs certificate after completing the programme. You can share this certificate on LinkedIn or add it to your CV for better job prospects.

Instructors

Ms Tori Torres
Head of Community
SV Academy

Mr Marcos Serna
Account Executive
SV Academy

Mr Andrae Washington
Sales Enablement Lead
SV Academy

Ms Rachel Gasparini
Account Executive
SV Academy

Ms Loren Crundwell
Manager
SV Academy

Mr Moise Moodie
Former Partnership Development
SV Academy

FAQs

Which institute developed this course?

The Conversational Selling Playbook for the SDRs programme is developed by the SV Academy and Salesforce.

What skills will I learn by joining the Conversational Selling Playbook for SDRs course?

You will learn in-demand skills like cold emailing, objection handling, sales development, and cold calling.

Can I join this programme for free?

Yes, you can enrol in the Conversational Selling Playbook for the SDRs programme for free.

Do the applicants need to pay for the certificate?

Yes, you have to purchase a monthly subscription after the free trial ends. It will give you unlimited access and the Conversational Selling Playbook for SDRs certificate.