Coursera

Conversational Selling Playbook for SDRs (Coursera)

Offered by Salesforce, SV Academy,

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.

Class Deals by MOOC List - Click here and see Coursera's Active Discounts, Deals, and Promo Codes.

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.

Go to Class

MOOC List is learner-supported. When you buy through links on our site, we may earn an affiliate commission.

Related Courses

Coursera

University of Virginia

Grow to Greatness: Smart Growth for Private Businesses, Part I (Coursera)

Management & Leadership Business

This course focuses on the common growth challenges faced by existing private businesses when they attempt to grow substantially. What you will learn: common myths and truths about growth in business; growth readiness assessment; the 4 P's of growing a business: planning, prioritization, pace and process; four ways to grow your business: scale and CVP, innovating, outsourcing and strategic acquisitions.

Jun 8th 2026

5-12 Weeks

Planning Business Management

Coursera

Northwestern University

The Business of Social (Coursera)

Management & Leadership Marketing & Communication

In a 2014 study of CEOs and CMOs, IBM found 63% wanted social strategies which generate business metrics while only 20% of businesses worldwide actually have them. This means strategies which not only grow your company’s social footprint but link to your sales and marketing systems. With this critical linkage, your social and mobile strategies will provide you with the ability to engage consumers at a 1-to-1 level and measure your social investments in terms of costs, revenues, profits and ROI. In this fifth MOOC of the Social Marketing Specialization - "The Business of Social" - you will learn how to transform your organization's social marketing from an untracked investment to an integral part of your company’s marketing strategy.

Jun 8th 2026

4 Weeks

Business Management Strategy

Coursera

University of Pennsylvania

Decision-Making and Scenarios (Coursera)

Management & Leadership Business

This course is designed to show you how use quantitative models to transform data into better business decisions. You’ll learn both how to use models to facilitate decision-making and also how to structure decision-making for optimum results. Two of Wharton’s most acclaimed professors will show you the step-by-step processes of modeling common business and financial scenarios, so you can significantly improve your ability to structure complex problems and derive useful insights about alternatives. Once you’ve created models of existing realities, possible risks, and alternative scenarios, you can determine the best solution for your business or enterprise, using the decision-making tools and techniques you’ve learned in this course.

Jun 8th 2026

4 Weeks

Business Models Business Strategy

Coursera

University of Virginia

Grow to Greatness: Smart Growth for Private Businesses, Part II (Coursera)

Management & Leadership Business

This course focuses on the common human resource ("people") challenges faced by existing private businesses when they attempt to grow substantially. Part 1 of the grow to greatness course is not a prerequisite for taking this course.

Jun 8th 2026

5-12 Weeks

Planning Business Innovation

Coursera

University System of Georgia

Writing Professional Email and Memos (Project-Centered Course) (Coursera)

Business

Want your workplace writing to make a positive impression? At the end of this course, you will be a more confident writer, able to create higher quality professional documents more quickly. This course is at the introductory or beginner level and focuses on mastering the basics of email etiquette and communication. While this course will help learners become faster and more efficient writers by virtue of practice with common writing purposes, it does not cover marketing emails or job application materials.

Jun 8th 2026

4 Weeks

Business Writing Grammar

Coursera

University of Virginia

Introduction to Personal Branding (Coursera)

Personal and Professional Development

Though the concept of personal branding isn't new, questions remain about how to create one and, more importantly, what it means to maintain and inhabit that brand. Learners will: understand both what personal branding means and what it means to inhabit their brand o Establish themselves on at least three social media platforms; create a mission statement for their personal brand; build a board of directors for their brand o Become familiar with the basics of digital security and reputation management; create a system for on-going brand maintenance.

Jun 8th 2026

5-12 Weeks

Management Personal Development Social Media

Coursera

University of California, Davis

Google SEO Fundamentals (Coursera)

Management & Leadership Marketing & Communication

Gain an understanding of search engine algorithms and how they affect organic search results and websites. Building on this knowledge, you’ll learn the key elements for creating an effective SEO strategy, including how to select keywords and perform keyword research; consumer psychology and search behavior; and how to conduct on-page SEO analysis to identify opportunities to improve a website’s search optimization.

Jun 8th 2026

4 Weeks

Marketing SEO Social Media

Coursera

University of Melbourne

The Role of Global Capital Markets (Coursera)

Economics & Finance Business

In this course, participants will learn about how different markets around the world can interact to create value for, and effectively manage the risk of, corporations and their stakeholders. This is part of a Specialization in corporate finance created in partnership between the University of Melbourne and Bank of New York Mellon (BNY Mellon).

Jun 8th 2026

4 Weeks

Finance Business Markets

Coursera

University of Virginia

New Models of Business in Society (Coursera)

Management & Leadership

In this course, developed at the Darden School of Business at the University of Virginia and taught by top-ranked faculty, we will be discussing the emergence of a new story about business. This new story locates business within a societal framework. Almost every business creates or destroys value for customers, suppliers, employees, communities and society, in addition to shareholders and other financiers. A number of new models of business can be built on this idea such as corporate responsibility, philanthropy, shared value and sustainability. Profits and stakeholder value go together, and this course explains how. The final session explores the idea of how to become a stakeholder entrepreneur and create a business that makes money and makes the world a better place.

Jun 8th 2026

4 Weeks

Business Management Entrepreneurship

Coursera

Northwestern University

The Importance of Listening (Coursera)

Marketing & Communication Business

In this second MOOC in the Social Marketing Specialization - "The Importance of Listening" - you will go deep into the Big Data of social and gain a more complete picture of what can be learned from interactions on social sites. You will be amazed at just how much information can be extracted from a single post, picture, or video.

Jun 8th 2026

4 Weeks

Marketing Big Data Social Media

Coursera

Case Western Reserve University

Beyond Silicon Valley: Growing Entrepreneurship in Transitioning Economies (Coursera)

Management & Leadership

The path for entrepreneurs to grow their companies outside of well-developed entrepreneurial ecosystems like Silicon Valley is challenging. Most markets around the world do not look like Silicon Valley, and they never will. But there are other models to support new businesses. In transitioning markets (where entrepreneurs do not have much access to private sector financing), government officials, donors, and business leaders are experimenting with creative approaches to support the growth of entrepreneurs. Northeast Ohio, whose largest city is Cleveland, is one such community. During our time together in this course, we will be exploring some of these innovative approaches.

Jun 8th 2026

5-12 Weeks

Business Management Entrepreneur

Coursera

University of Rochester

The Power of Markets II: Market Structure and Firm Behaviour (Coursera)

Business

In order to maximize profits, firms must ensure that any given output level is produced at least cost and then select the price-output combination that results in total revenue exceeding total cost by the greatest amount possible. With this in mind, this second module of the Power of Markets course addresses how firms can most effectively convert inputs into final output and then covers determining the best price-output combination for a firm and how this varies depending on whether the firm is operating in a perfectly competitive or imperfectly competitive market setting.

Jun 8th 2026

4 Weeks

Business Markets Production