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.
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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
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
Course 3 of 5 in the Salesforce Sales Development Representative.
Syllabus
WEEK 1
Learn the Conversational Selling Methodology
Discover the Conversational Selling Methodology, SV Academy's proven sales technique for top-performing salespeople.
WEEK 2
Generate Leads and Narrow Your Prospect List
Uncover concrete strategies for better understanding your customer through research and data.
WEEK 3
Apply Conversational Selling Across Multiple Channels
Explore the role of multiple channels in a winning outreach strategy.
WEEK 4
Get Results with Emotional Intelligence
Develop Emotional Intelligence (EQ) to achieve personal and professional success.
WEEK 5
Design a Multi-Channel Outreach Approach
Learn how to create a multi-channel sales strategy to outreach prospects and cut through the noise.
