课程信息

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第 3 门课程(共 5 门)
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初级

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

完成时间大约为23 小时
英语(English)

您将学到的内容有

  • 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

您将获得的技能

Sales Developmentcold emailingSalesobjection handlingCold Calling
可分享的证书
完成后获得证书
100% 在线
立即开始,按照自己的计划学习。
第 3 门课程(共 5 门)
可灵活调整截止日期
根据您的日程表重置截止日期。
初级

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

完成时间大约为23 小时
英语(English)

提供方

Placeholder

Salesforce

Placeholder

SV Academy

教学大纲 - 您将从这门课程中学到什么

1

1

完成时间为 6 小时

Learn the Conversational Selling Methodology

完成时间为 6 小时
14 个视频 (总计 69 分钟), 6 个阅读材料, 6 个测验
14 个视频
Course Introduction: Conversational Selling Playbook for SDRs3分钟
Instructor Introduction: Moise Moodie3分钟
Introduction to Conversational Selling4分钟
The Power of Questions3分钟
Building Trust and Credibility When Cold Calling6分钟
Achieving Results through Empathetic Listening4分钟
The Golden Talk vs. Listening Ratio6分钟
Proposing Value and Welcoming Objections5分钟
Writing a Value Proposition6分钟
Welcoming Objections and Triple-A Responses4分钟
Empathize and Challenge: Responding to Objections5分钟
Closing through Feedback and Next Steps6分钟
Review of Week 1: Learn the Conversational Selling Methodology3分钟
6 个阅读材料
Syllabus10分钟
Building Trust and Credibility10分钟
Leading with Warmth10分钟
Becoming a World-Class Listener10分钟
Barriers to Listening10分钟
Value Propositions in Sales Development10分钟
6 个练习
Practice Quiz: Grounding Sales in Consultation and Strategic Questioning30分钟
Practice Quiz: Establishing Trust in Moments30分钟
Practice Quiz: Achieving Results through Empathetic Listening30分钟
Practice Quiz: Proposing Value and Welcoming Objections30分钟
Practice Quiz: Practicing Closing in Conversational Selling30分钟
Graded Quiz: Closing throughout the Conversation30分钟
2

2

完成时间为 4 小时

Generate Leads and Narrow Your Prospect List

完成时间为 4 小时
11 个视频 (总计 58 分钟), 3 个阅读材料, 5 个测验
11 个视频
Target Buyers Persona4分钟
Working with ICPs and Personas to Achieve Goals4分钟
SV Academy Ambassadors: Springboarding Your Tech Career3分钟
Lead Generation - List Building and Research6分钟
Above-the-Line Prospects4分钟
Asking the Right Questions - Introduction to Qualification5分钟
Creating an Efficient Prospect Qualification System7分钟
Leveraging Data to Drive Activity6分钟
Introduction to Sales Economics6分钟
Review of Week 2: Generate Leads and Narrow Your Prospect List3分钟
3 个阅读材料
Developing Prospect Lists - Intro to Target Persona10分钟
How to Search LinkedIn Like a Pro10分钟
Waterfall, Gap Analysis and Backward Math10分钟
5 个练习
Practice Quiz: Empathizing with the Ideal Customer30分钟
Practice Quiz: Targeting High-Quality Leads30分钟
Practice Quiz: Qualifying Prospects with Skill, Speed, and Ease30分钟
Practice Quiz: Leveraging Data to Drive Prospecting Activity30分钟
Graded Quiz: Generate Leads and Narrow Your Prospect List30分钟
3

3

完成时间为 6 小时

Apply Conversational Selling Across Multiple Channels

完成时间为 6 小时
16 个视频 (总计 77 分钟), 7 个阅读材料, 5 个测验
16 个视频
SV Academy Ambassadors: Leveraging Multi-Channel Mindset5分钟
Conducting Prospect Outreach by Phone4分钟
Effective Selling by Phone with Conversational Selling6分钟
How to Leave a Compelling Voicemail4分钟
Conversational Selling through Written Communication4分钟
PACE Email Prospecting: Conversational Selling through Written Communication5分钟
SV Academy Ambassadors: Tips for Email Prospecting4分钟
SV Academy Ambassadors: Tips for Email Personalization with Above-the-Line Prospects4分钟
Prospect Outreach through Social4分钟
SV Academy Ambassadors: Engaging Prospects on LinkedIn3分钟
Prospect Outreach through Video6分钟
SV Academy Ambassadors: Tips for Video Prospecting4分钟
Review of Week 3: Apply Conversational Selling Across Multiple Channels2分钟
Introduction to the Mock Company4分钟
Peer Review Instructions and Sample - Week 36分钟
7 个阅读材料
Cutting through the Noise10分钟
Implementing the Multi-Channel Mindset10分钟
Cold Calling Scripts10分钟
Email Script to Get a Meeting with Anyone10分钟
Business Writing Playbook10分钟
LinkedIn Prospecting Playbook10分钟
Targeting High Value Prospects with Video10分钟
4 个练习
Practice Quiz: Developing the Multi-Channel Mindset30分钟
Practice Quiz: Conducting Prospect Outreach By Phone30分钟
Practice Quiz: Conducting Prospect Outreach by Email30分钟
Practice Quiz: Conducting Prospect Outreach through Social and Video30分钟
4

4

完成时间为 6 小时

Get Results with Emotional Intelligence

完成时间为 6 小时
9 个视频 (总计 45 分钟), 10 个阅读材料, 5 个测验
9 个视频
Building Self-Confidence: How to Overcome Challenges7分钟
Building and Sustaining Motivation3分钟
Focusing on Self-Regulation and Mindfulness4分钟
Self-Regulation and Mindfulness Strategies for SDRs3分钟
Performing with Empathy5分钟
The Importance of Empathy in the SDR Role5分钟
Review of Week 4: Get Results with Emotional Intelligence3分钟
Peer Review Instructions and Sample - Week 44分钟
10 个阅读材料
The Explainer: Emotional Intelligence10分钟
Embracing Near Wins With Sarah Lewis10分钟
The Puzzle of Motivation with Daniel Pink10分钟
The Psychology of Self-Motivation with Scott Geller10分钟
Motivation Matrix10分钟
What Is Self-Regulation?10分钟
Mindfulness Playbook10分钟
Empathy and Boundaries with Brene Brown10分钟
Empathy is the Key to Building Rapport10分钟
Review the Mock Company10分钟
4 个练习
Practice Quiz: Strengthening Self-Awareness30分钟
Practice Quiz: Building and Sustaining Motivation30分钟
Practice Quiz: Focusing on Self-Regulation and Mindfulness30分钟
Practice Quiz: Performing with Empathy and Social Skills30分钟

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