Conversational Selling Playbook for SDRs

BY
Salesforce , SV Academy via Coursera

Get enrolled in the Conversational Selling Playbook for SDRs online programme by Coursera to learn about various effective conversational selling strategies.

Lavel

Beginner

Mode

Online

Duration

5 Weeks

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.

The highlights

  • Beginner-level program
  • E-certificate
  • 5-weeks course
  • Self-paced learning
  • Offered by the SV Academy and Salesforce
  • Requires 25 hours to complete
  • Video lectures in English
  • Online program

Program offerings

  • Reading material
  • Online learning
  • Free course access
  • Quizzes
  • Free trial
  • Paid certification
  • Top-rated instructors
  • Self-paced learning
  • Video lessons
  • Financial aid
  • Subtitles in multiple languages
  • 25-hours worth of content
  • 5-weeks training.

Course and certificate fees

The fees for the course Writing Java Application Code is -

HeadAmount in INR
1 monthRs. 4,115
3 monthRs. 8,230
6 monthRs. 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
Practice Exercises
  • 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

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
Practice Exercises
  • 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

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
Practice Exercises
  • 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

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
Practice Exercises
  • 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

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

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.

How long is the Conversational Selling Playbook for SDRs course?

The course can be completed in roughly 25 hours.

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