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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.
In this assignment, you will:
Step 1: Refer to the SV Academy SDR Playbook: Conversational Selling and the BizQ Company Information documents (below) to review the Conversational Selling Methodology and details about your mock company, BizQ. Also, refer back to the discussion forum where you analyzed call scripts and review peer responses and feedback.
Step 2: Empathize. You’re reaching out to the persona of a Chief Marketing Officer. Do 5 minutes of research on this persona. Then, in a few lines, describe this persona according to the below factors:
Step 3: Now that you’ve researched and empathized with your target persona, it’s time to build your call script according to the Conversational Methodology Framework. Write your call script as if you’re talking to a Chief Marketing Officer (you may choose a real or fictional individual). Identify both the SDR speaking and the prospect.
Download a copy of the call script template below. And review the Conversational Selling Sales Call Flow at the top of the template.
Step 4: In the Introduction Section, begin by writing a short introduction that concisely introduces yourself and the reason you’re calling. Respond in 2–3 sentences.
Step 5: Continuing in the Introduction Section, come up with at least 1 context-building question. Remember that these questions should demonstrate your knowledge of the person’s context, and that you are credible and knowledgeable. But the aim of these questions is to better understand the prospect’s context.
Step 6: In the Needs Analysis and Value Proposition Section, come up with at least 2 open-ended questions, designed to uncover the prospect’s needs or pains in their role. These questions should aim to build upon each other.
Step 7: Continuing in the Needs Analysis and Value Proposition Section, write your value proposition. Keep in mind that a value proposition is not a list of features, but a tailored statement of how your product can address one or two unique needs.
As you brainstorm your value proposition, consider the following questions:
Keep your value proposition to 1–2 sentences.
Step 8: Continuing in the Needs Analysis and Value Proposition Section, identify at least 1 potential objection from your prospect’s point of view.
Step 9: Continuing in the Needs Analysis and Value Proposition Section, write a response to the objection you identified in Step 7. Make use of SV Academy’s Triple-A Approach to Objection Handling: Acknowledge their concern, offer an Alternative Viewpoint, and Ask for Feedback. Respond in 3–4 sentences.
Step 10: Finally, it’s time to close. Remember that closing is about gaining agreement on next steps. In the Closing Section, write your close with the aim to book a meeting. Remember that you should make it easy for them to say yes. Be specific with your request to book a meeting.
Step 11: Submit a PDF copy of your response here.
In this module, you will: Develop a foundation for emotional intelligence in a sales context and generate an empathetic email.
In this assignment, you will:
STEP 1: Review the SV Academy’s PACE Framework for Email Prospecting and the Triple-A Approach to Objection Handling below.
REMEMBER as you go through the following steps, you can refer to this sample submission below in order to see how another learner brought their ideas to life.
STEP 2: Download a copy of this template and rename the file with your first and last name and the title of this assignment.
STEP 3: Imagine that you are an SDR at BizQ. Review the company information below.
STEP 4: As an SDR at BizQ, imagine that you are tasked with sending a conversational selling email to Joel Scott, Co-Founder and Chief Operations Officer at SV Academy.
STEP 5: Empathize with the Chief Operating Officer. Step into their shoes and imagine what their communication style is like as a busy C-Suite professional in a startup environment. Write a 2-3 sentence description outlining your perception of their communication style.
STEP 6: Using the PACE approach to email writing, craft a prospecting email where it says “Craft a Prospecting Email” in the template.
STEP 6: Congratulations! You’ve received a response from Joel, who writes:
Thanks — not interested right now.
Using the Triple-A Framework, what would you say in response? Include your response where it says “Respond to Objections” in the template.
STEP 7: Submit your template here.
In this assignment, you will:
STEP 1: Imagine that you are an SDR working for BizQ. Read about BizQ below.
STEP 2: Use your knowledge of Conversational Selling, cadence creation, and how emotional intelligence plays into the sales process to create a multi-channel, multi-step SDR outreach campaign that you will use to reach out to prospects.
The goal of this campaign is to connect with a prospect (i.e. to get a response from the prospect), not to set a qualified meeting. (Hint: campaigns with this goal typically involve 8-12 touchpoints. Campaigns with the goal of setting a meeting typically involve double that amount).
Create a strategic plan for a multi-channel outreach campaign by answering the following prompts:
STEP 3: Write your answers to the first three questions in the submission page and put the rest of your plan into the template below.
REMEMBER as you answer the question prompts, you can refer to the sample submission below in order to see how another learner tackled this peer review assignment. You might also want to review the videos in this lesson for a refresher on the multi-channel outreach approach and on campaign creation.
I hope this Conversational Selling Playbook for SDRs Peer-graded Assignment Solution would be useful for you to learn something new from this Course. If it helped you then don’t forget to bookmark our site for more peer graded solutions.
This course is intended for audiences of all experiences who are interested in learning about new skills in a business context; there are no prerequisite courses.
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