Conversational Selling Playbook for SDRs from Coursera

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

What's inside

Syllabus

Learn the Conversational Selling Methodology

Discover the Conversational Selling Methodology, SV Academy's proven sales technique for top-performing salespeople.

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Suitable for individuals pursuing a career in the sales industry

Prepares learners for a role in the non-technical sector of the tech industry

Taught by instructors with industry experience

Requires prior completion of two prerequisite courses

Reviews summary

Practical conversational selling for sdrs

According to learners, this course is a highly practical and transformative guide for aspiring Sales Development Representatives. Students consistently praise its focus on the effective Conversational Selling methodology, highlighting its immediate applicability in real-world scenarios. Many found the modules on objection handling, high-quality prospecting, and multi-channel outreach to be particularly valuable. The emphasis on emotional intelligence is also a significant positive. While some experienced learners noted certain topics could be more in-depth or that the delivery was occasionally repetitive, the consensus is that it provides a solid foundation for new SDRs, equipping them with actionable strategies.

Generally clear, but some reviewers noted occasional repetition or inconsistent video quality.

"The instructors explained complex ideas simply, making it easy to grasp."

"The Conversational Selling concept is interesting, but I found some of the delivery a bit repetitive."

"The video quality was inconsistent at times, but the content made up for it."

Ideal for new SDRs, though potentially basic for experienced pros.

"Some sections felt a bit basic for someone with prior sales experience, but for a beginner SDR, it's probably perfect."

"As someone new to sales, this was perfect. It breaks down the process into manageable, actionable steps."

"Frankly, I found it a bit too basic and generic. Much of this information can be found elsewhere..."

"I would have liked to see more advanced strategies for handling complex objections, but for foundational knowledge, it's strong."

Integrates empathy and EQ for better sales interactions.

"I appreciated the emphasis on emotional intelligence; it made a huge difference in how I approached prospects."

"The course does a good job of emphasizing empathy in sales."

"I learned to develop emotional intelligence to achieve personal and professional success in sales."

Provides immediately applicable strategies and frameworks.

"Excellent content, especially the modules on multi-channel outreach... The concepts are practical and immediately applicable."

"The call scripts and email templates provided were very useful. I especially liked the focus on identifying pain points."

"I learned how to use practical tools and strategies that I could apply immediately to my work as an SDR."

Teaches an effective and actionable sales methodology.

"This course is a game-changer! The Conversational Selling methodology is truly effective and I've already seen results in my calls."

"Absolutely transformative! The framework for high-quality prospecting changed my entire approach."

"I found this extremely valuable for my SDR role, teaching a clear, concise, and straight-to-the-point sales technique."

Some topics could benefit from more advanced or interactive content.

"I felt some parts, like building lead lists, could have been more in-depth."

"I wish there were more interactive exercises or role-playing scenarios. It's a good foundation but requires significant self-practice."

"While the concepts were fine, the execution felt lacking in depth for a professional certificate course."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Conversational Selling Playbook for SDRs with these activities:

Identify a sales professional as your mentor

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Establish a valuable connection with an experienced professional who can guide your sales development journey

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Network with industry professionals at events or through LinkedIn
Reach out to potential mentors and express your interest
Build a mutually beneficial mentoring relationship

Review sales and marketing principles

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Reinforce your understanding of key sales and marketing concepts to prepare for the course

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Read textbook chapters or articles on sales techniques and marketing strategies
Summarize key concepts in your own words
Create a mind map connecting sales and marketing principles

Explore Outreach Strategies

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Expand your knowledge of outreach strategies by exploring online tutorials and resources.

Browse courses on Prospecting

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Research different outreach channels, such as phone, email, social media, and video.
Follow online tutorials or webinars to learn best practices for each channel.
Experiment with different outreach techniques to find what works best for you.

Seven other activities

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Develop an Ideal Customer Profile

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Deepen your understanding of your target audience by creating a detailed Ideal Customer Profile.

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Analyze industry research, market data, and customer feedback.
Identify key demographics, psychographics, and behaviors of your target persona.
Create a written or visual representation of your Ideal Customer Profile.

Pursue online courses or certifications in sales

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Supplement your course learning with additional resources and structured guidance to enhance your knowledge and skills

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Research and identify reputable online courses or certification programs
Enroll in courses that align with your learning goals
Complete assignments, participate in discussions, and actively engage in the learning process

Practice Conversational Selling

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Reinforce the principles of SV Academy's Conversational Selling Methodology through repeated practice.

Browse courses on Sales Techniques

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Identify a real-life sales scenario or role-play with a partner.
Practice applying the 8 principles of Conversational Selling.
Record and review your practice sessions to identify areas for improvement.

Conduct mock sales calls

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Apply the Conversational Selling Methodology in real-world scenarios to improve your presentation and negotiation skills

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Develop a list of common sales objections and responses
Practice role-playing sales calls with a peer or colleague
Record and review your calls for improvement
Seek feedback from a mentor or sales professional

Develop a sales pitch presentation

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Consolidate your understanding of the sales process by crafting a comprehensive sales pitch that incorporates the principles you've learned

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Research your target audience and their needs
Outline the key benefits and value propositions of your product or service
Design slides and prepare a compelling presentation
Practice delivering your pitch and gather feedback

Mentor junior sales professionals

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Solidify your knowledge by sharing your insights with others, providing guidance, and facilitating their sales development

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Identify individuals who could benefit from your mentorship
Establish regular mentoring sessions
Share your experiences, best practices, and industry knowledge
Provide constructive feedback and support

Participate in sales competitions or hackathons

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Challenge yourself and demonstrate your skills in a competitive environment, fostering innovation and practical knowledge application

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Identify relevant competitions or hackathons
Form a team or work individually
Develop a solution or sales strategy
Present your ideas and compete for recognition

Career center

Learners who complete Conversational Selling Playbook for SDRs will develop knowledge and skills that may be useful to these careers:

Account Manager

The Conversational Selling Methodology is a proven sales technique for top-performing Account Managers. It can help you build strong relationships with customers, understand their needs, and close deals more effectively. This course will give you the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

See salaries and explore the career path for Account Manager

Sales Executive

The Conversational Selling Methodology is essential for Sales Executives who want to build strong relationships with customers and close deals. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

See salaries and explore the career path for Sales Executive

Sales Manager

The Conversational Selling Methodology is a valuable tool for Sales Managers who want to improve their team's performance. This course will help you develop the skills you need to coach your team on the Conversational Selling Methodology and create a sales culture that is focused on building strong relationships with customers. You'll also learn how to develop a multi-channel sales strategy to reach your target audience.

See salaries and explore the career path for Sales Manager

Business Development Manager

The Conversational Selling Methodology can help Business Development Managers generate leads and build relationships with potential customers. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

See salaries and explore the career path for Business Development Manager

Marketing Manager

The Conversational Selling Methodology can help Marketing Managers generate leads and build relationships with potential customers. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

See salaries and explore the career path for Marketing Manager

Customer Success Manager

The Conversational Selling Methodology can help Customer Success Managers build strong relationships with customers and ensure their satisfaction. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

See salaries and explore the career path for Customer Success Manager

Product Manager

The Conversational Selling Methodology can help Product Managers understand the needs of their customers and develop products that meet those needs. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Consultant

The Conversational Selling Methodology can help Consultants build strong relationships with clients and provide them with valuable advice. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Entrepreneur

The Conversational Selling Methodology can help Entrepreneurs build relationships with customers and investors. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Freelance Writer

The Conversational Selling Methodology can help Freelance Writers build relationships with clients and find new work. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Public Relations Specialist

The Conversational Selling Methodology can help Public Relations Specialists build relationships with journalists and media outlets. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Event Planner

The Conversational Selling Methodology may be helpful for Event Planners who want to build relationships with clients and vendors. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Recruiter

The Conversational Selling Methodology may be helpful for Recruiters who want to build relationships with candidates and clients. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Real Estate Agent

The Conversational Selling Methodology may be helpful for Real Estate Agents who want to build relationships with clients and sell properties. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

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Financial Advisor

The Conversational Selling Methodology may be helpful for Financial Advisors who want to build relationships with clients and manage their investments. This course will help you develop the skills you need to identify and empathize with your Ideal Customer Profile (ICP) and target persona, generate a high-quality lead list, and efficiently qualify prospects. You'll also learn how to develop a multi-channel sales strategy to outreach prospects via phone, email, video, and social media.

See salaries and explore the career path for Financial Advisor