John Hopkins University - Conversational Selling Playbook for SDRs
- Offered byCoursera
Conversational Selling Playbook for SDRs at Coursera Overview
Duration | 24 hours |
Start from | Start Now |
Total fee | Free |
Mode of learning | Online |
Difficulty level | Beginner |
Official Website | Explore Free Course  |
Credential | Certificate |
Conversational Selling Playbook for SDRs at Coursera Highlights
- Taught by top companies and universities.
- Affordable programs and 7 day free trial.
- Shareable Certificate upon completion.
Conversational Selling Playbook for SDRs at Coursera Course details
- 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
Conversational Selling Playbook for SDRs at Coursera Curriculum
Learn the Conversational Selling Methodology
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
Syllabus
Building Trust and Credibility
Leading with Warmth
Becoming a World-Class Listener
Barriers to Listening
Value Propositions in Sales Development
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
Generate Leads and Narrow Your Prospect List
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
Developing Prospect Lists - Intro to Target Persona
How to Search LinkedIn Like a Pro
Waterfall, Gap Analysis and Backward Math
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
Apply Conversational Selling Across Multiple Channels
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
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 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
Get Results with Emotional Intelligence
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
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 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
Design a Multi-Channel Outreach Approach
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
Imagine Yourself as an SDR
Conversational Selling Playbook for SDRs at Coursera Admission Process
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