Manual de estrategias de ventas por conversación para SDR from Coursera

Este es el curso 3 de la certificación profesional para representantes de desarrollo de ventas de Salesforce. Para completar con éxito el curso, asegúrate de haber realizado el curso 1, Bases para el éxito en el desarrollo de ventas, y el curso 2, Fundamentos para entrevistar con confianza.

Este curso profundizará en los 8 principios de la metodología de ventas por conversación de SV Academy, que te optimizará para el éxito. Podrás integrar estos principios no solo en el mundo real, sino también en tu carrera. Además, te enseñaremos el enfoque único de SV Academy para el manejo de objeciones y el marco para buscar clientes potenciales de alta calidad.

En el curso 3 de la certificación profesional para representantes de desarrollo de ventas (SDR, por sus siglas en inglés) de Salesforce, podrás adquirir las habilidades necesarias para promover tu carrera en el aspecto no técnico del sector de la tecnología.

Al final del curso, podrás:

- Comprender el proceso de hacer preguntas estratégicas, establecer confianza, identificar puntos débiles y proponer valor en los esfuerzos para cerrar una venta

- Identificar tu perfil de cliente ideal (ICP) y el perfil objetivo, y empatizar con ambos, para crear una lista de clientes potenciales de alta calidad, calificar de manera eficiente a los clientes potenciales y aprovechar los datos para impulsar la actividad

- Investigar varios canales de captación de clientes potenciales y generar un guion para llamadas que incorpore estrategias de ventas por conversación

- Desarrollar una base para la inteligencia emocional en un contexto de ventas y generar un correo electrónico empático

- Generar una estrategia de ventas multicanal para llegar a los clientes potenciales por teléfono, correo electrónico, video y redes sociales

Para completar correctamente este curso, deberás tener lo siguiente:

- Capacidad para comunicarte de forma oral y escrita que pueda ser comprendida por un público general (no es necesario que seas formal ni refinado)

- Conocimientos informáticos básicos (debes poder utilizar procesadores de texto, realizar búsquedas en Internet y manejar el correo electrónico)

- Familiaridad con las redes sociales, incluso LinkedIn

- Capacidad y predisposición para aprender nuevas herramientas de tecnología

- Motivación para crecer a nivel personal y profesional

- Buena predisposición para recibir comentarios y capacitación

- Los cursos anteriores de esta capacitación completados con éxito

What's inside

Syllabus

Aprende la metodología de ventas por conversación

Descubre la metodología de ventas por conversación, la técnica de ventas probada de SV Academy para los vendedores de alto rendimiento.

Generar clientes potenciales y reducir tu lista de clientes potenciales

Descubre estrategias concretas para comprender mejor a tu cliente a través de la investigación y los datos.

Aplicar las ventas por conversación en varios canales

Explora la función de múltiples canales en una estrategia de captación de clientes potenciales ganadora.

Obtener resultados con inteligencia emocional

Desarrolla inteligencia emocional (IE) para alcanzar el éxito personal y profesional.

Diseñar un enfoque de captación de clientes potenciales mediante múltiples canales

Aprender a crear una estrategia de ventas multicanal para llegar a los clientes potenciales y los problemas que puedan surgir

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Provee estrategias concretas para comprender mejor al cliente a través de la investigación y los datos

Está dirigida por instructores reputados que son reconocidos por su trabajo en la metodología de ventas por conversación

Emplea un enfoque de múltiples canales, que es esencial para una estrategia de captación de clientes potenciales exitosa

Desarrolla la inteligencia emocional, que es crucial para el éxito personal y profesional en ventas

Requiere conocimientos informáticos básicos y familiaridad con las redes sociales, lo que puede ser una barrera para algunos estudiantes

No es adecuado para principiantes absolutos, ya que asume cierta experiencia previa en el sector de las ventas o el desarrollo empresarial

Reviews summary

Sv academy conversational sales playbook for sdr

This course teaches the 8 principles of SV Academy's Conversational Sales methodology to help learners succeed in their sales development roles. Former students say this course is excellent and provides valuable, up-to-date information about sales. Some have expressed frustration with the time it takes for their assignments to be graded.

Provides valuable and up-to-date information about sales.

"Excelente, tengo 16 ños desempeñadome en el area comercial, y realice esta certificacion SDR con el fin de actualizar y mejorar mis habilidades de ventas en funcion a las nuevas tecnologias, realmente tienen conocimientos en ventas, el contenido es muy completo, y tinene exactamente lo que yo andaba buscando la actualizacion en herramientas para llevar las ventas a un nivel de alto desempeño."

Teaches 8 principles to succeed in sales development.

"Este curso profundizará en los 8 principios de la metodología de ventas por conversación de SV Academy, que te optimizará para el éxito."

Grading of assignments can take a long time.

"LO UNICO QUE NO ME GUSTO ES TODO EL TIEMPO QUE DEMORA LA CALIFICACION DE LAS ACTIVIDADES, LAS CUALES DEBEN SER CALIFICADAS POR OTROS COMPAÑEROS QUE TAMBIEN SE ENCUENTRAN REALIZANDO ESTA CERTIFICACION , ESTOY CASI POR TERMINAR LA CERTIFICACION Y AUN NO CORRIGEN MIS EVALUACIONES."

Career center

Learners who complete Manual de estrategias de ventas por conversación para SDR will develop knowledge and skills that may be useful to these careers:

Business Development Manager

A Business Development Manager is responsible for developing and implementing sales strategies. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to build relationships with customers and close deals. This course can help Business Development Managers develop the skills they need to be successful in their roles.

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Sales Development Representative

A Sales Development Representative (SDR) is responsible for generating and qualifying leads. This course may be useful for someone in this role, as it teaches strategies for identifying and engaging with potential customers. The course also covers how to build relationships with customers and close deals. This course can help SDRs develop the skills they need to be successful in their roles.

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Sales Manager

A Sales Manager is responsible for leading and managing a sales team. This course may be useful for someone in this role, as it teaches how to develop and implement sales strategies. The course also covers how to motivate and manage a sales team. This course can help Sales Managers develop the skills they need to be successful in their roles.

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Account Manager

An Account Manager is responsible for managing relationships with existing customers. This course may be useful for someone in this role, as it teaches how to build relationships with customers and close deals. The course also covers how to identify and address customer needs. This course can help Account Managers develop the skills they need to be successful in their roles.

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Customer Success Manager

A Customer Success Manager is responsible for ensuring that customers are satisfied with their products or services. This course may be useful for someone in this role, as it teaches how to build relationships with customers and identify and address their needs. This course can help Customer Success Managers develop the skills they need to be successful in their roles.

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Product Manager

A Product Manager is responsible for developing and managing products. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute product strategies. This course can help Product Managers develop the skills they need to be successful in their roles.

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Consultant

A Consultant provides advice and guidance to clients. This course may be useful for someone in this role, as it teaches how to identify and address customer needs. The course also covers how to develop and deliver solutions. This course can help Consultants develop the skills they need to be successful in their roles.

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Marketing Manager

A Marketing Manager is responsible for developing and implementing marketing strategies. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute marketing campaigns. This course can help Marketing Managers develop the skills they need to be successful in their roles.

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Sales Engineer

A Sales Engineer is responsible for providing technical support to sales teams. This course may be useful for someone in this role, as it teaches how to identify and address customer needs. The course also covers how to develop and deliver technical solutions. This course can help Sales Engineers develop the skills they need to be successful in their roles.

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Technical Account Manager

A Technical Account Manager is responsible for providing technical support to customers. This course may be useful for someone in this role, as it teaches how to identify and address customer needs. The course also covers how to develop and deliver technical solutions. This course can help Technical Account Managers develop the skills they need to be successful in their roles.

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Entrepreneur

An Entrepreneur is responsible for starting and running their own business. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute business plans. This course can help Entrepreneurs develop the skills they need to be successful in their roles.

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Public Relations Specialist

A Public Relations Specialist is responsible for managing a company's public image. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute public relations campaigns. This course can help Public Relations Specialists develop the skills they need to be successful in their roles.

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Freelance Writer

A Freelance Writer writes content for a variety of clients. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute marketing campaigns. This course can help Freelance Writers develop the skills they need to be successful in their roles.

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Web Designer

A Web Designer is responsible for designing and developing websites. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute marketing campaigns. This course can help Web Designers develop the skills they need to be successful in their roles.

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Event Planner

An Event Planner is responsible for planning and executing events. This course may be useful for someone in this role, as it teaches how to identify and target potential customers. The course also covers how to develop and execute event plans. This course can help Event Planners develop the skills they need to be successful in their roles.

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