About this Course

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Beginner Level

To be successful you should have completed the previous courses in this training.

Approx. 23 hours to complete
English

What you will learn

  • Understand the process of asking strategic questions, establishing trust, identifying pain points and proposing value in efforts to closing a sale

  • Identify your Ideal Customer Profile and target persona to build a lead list, 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

Skills you will gain

Sales Developmentcold emailingSalesobjection handlingCold Calling
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level

To be successful you should have completed the previous courses in this training.

Approx. 23 hours to complete
English

Offered by

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Salesforce

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SV Academy

Syllabus - What you will learn from this course

Week
1

Week 1

6 hours to complete

Learn the Conversational Selling Methodology

6 hours to complete
14 videos (Total 69 min), 6 readings, 6 quizzes
14 videos
Course Introduction: Conversational Selling Playbook for SDRs3m
Instructor Introduction: Moise Moodie3m
Introduction to Conversational Selling4m
The Power of Questions3m
Building Trust and Credibility When Cold Calling6m
Achieving Results through Empathetic Listening4m
The Golden Talk vs. Listening Ratio6m
Proposing Value and Welcoming Objections5m
Writing a Value Proposition6m
Welcoming Objections and Triple-A Responses4m
Empathize and Challenge: Responding to Objections5m
Closing through Feedback and Next Steps6m
Review of Week 1: Learn the Conversational Selling Methodology3m
6 readings
Syllabus10m
Building Trust and Credibility10m
Leading with Warmth10m
Becoming a World-Class Listener10m
Barriers to Listening10m
Value Propositions in Sales Development10m
6 practice exercises
Practice Quiz: Grounding Sales in Consultation and Strategic Questioning30m
Practice Quiz: Establishing Trust in Moments30m
Practice Quiz: Achieving Results through Empathetic Listening30m
Practice Quiz: Proposing Value and Welcoming Objections30m
Practice Quiz: Practicing Closing in Conversational Selling30m
Graded Quiz: Closing throughout the Conversation30m
Week
2

Week 2

4 hours to complete

Generate Leads and Narrow Your Prospect List

4 hours to complete
11 videos (Total 58 min), 3 readings, 5 quizzes
11 videos
Target Buyers Persona4m
Working with ICPs and Personas to Achieve Goals4m
SV Academy Ambassadors: Springboarding Your Tech Career3m
Lead Generation - List Building and Research6m
Above-the-Line Prospects4m
Asking the Right Questions - Introduction to Qualification5m
Creating an Efficient Prospect Qualification System7m
Leveraging Data to Drive Activity6m
Introduction to Sales Economics6m
Review of Week 2: Generate Leads and Narrow Your Prospect List3m
3 readings
Developing Prospect Lists - Intro to Target Persona10m
How to Search LinkedIn Like a Pro10m
Waterfall, Gap Analysis and Backward Math10m
5 practice exercises
Practice Quiz: Empathizing with the Ideal Customer30m
Practice Quiz: Targeting High-Quality Leads30m
Practice Quiz: Qualifying Prospects with Skill, Speed, and Ease30m
Practice Quiz: Leveraging Data to Drive Prospecting Activity30m
Graded Quiz: Generate Leads and Narrow Your Prospect List30m
Week
3

Week 3

6 hours to complete

Apply Conversational Selling Across Multiple Channels

6 hours to complete
16 videos (Total 77 min), 7 readings, 5 quizzes
16 videos
SV Academy Ambassadors: Leveraging Multi-Channel Mindset5m
Conducting Prospect Outreach by Phone4m
Effective Selling by Phone with Conversational Selling6m
How to Leave a Compelling Voicemail4m
Conversational Selling through Written Communication4m
PACE Email Prospecting: Conversational Selling through Written Communication5m
SV Academy Ambassadors: Tips for Email Prospecting4m
SV Academy Ambassadors: Tips for Email Personalization with Above-the-Line Prospects4m
Prospect Outreach through Social4m
SV Academy Ambassadors: Engaging Prospects on LinkedIn3m
Prospect Outreach through Video6m
SV Academy Ambassadors: Tips for Video Prospecting4m
Review of Week 3: Apply Conversational Selling Across Multiple Channels2m
Introduction to the Mock Company4m
Peer Review Instructions and Sample - Week 36m
7 readings
Cutting through the Noise10m
Implementing the Multi-Channel Mindset10m
Cold Calling Scripts10m
Email Script to Get a Meeting with Anyone10m
Business Writing Playbook10m
LinkedIn Prospecting Playbook10m
Targeting High Value Prospects with Video10m
4 practice exercises
Practice Quiz: Developing the Multi-Channel Mindset30m
Practice Quiz: Conducting Prospect Outreach By Phone30m
Practice Quiz: Conducting Prospect Outreach by Email30m
Practice Quiz: Conducting Prospect Outreach through Social and Video30m
Week
4

Week 4

6 hours to complete

Get Results with Emotional Intelligence

6 hours to complete
9 videos (Total 45 min), 10 readings, 5 quizzes
9 videos
Building Self-Confidence: How to Overcome Challenges7m
Building and Sustaining Motivation3m
Focusing on Self-Regulation and Mindfulness4m
Self-Regulation and Mindfulness Strategies for SDRs3m
Performing with Empathy5m
The Importance of Empathy in the SDR Role5m
Review of Week 4: Get Results with Emotional Intelligence3m
Peer Review Instructions and Sample - Week 44m
10 readings
The Explainer: Emotional Intelligence10m
Embracing Near Wins With Sarah Lewis10m
The Puzzle of Motivation with Daniel Pink10m
The Psychology of Self-Motivation with Scott Geller10m
Motivation Matrix10m
What Is Self-Regulation?10m
Mindfulness Playbook10m
Empathy and Boundaries with Brene Brown10m
Empathy is the Key to Building Rapport10m
Review the Mock Company10m
4 practice exercises
Practice Quiz: Strengthening Self-Awareness30m
Practice Quiz: Building and Sustaining Motivation30m
Practice Quiz: Focusing on Self-Regulation and Mindfulness30m
Practice Quiz: Performing with Empathy and Social Skills30m

About the Salesforce Sales Development Representative Professional Certificate

Salesforce Sales Development Representative

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