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Master Tactics through Sales Development Training
Earners of the Certified Sales Development Representative certification will learn essential skills that are critical to an Inside Sales Professional’s (ISP’s) research and preparation for prospecting. They will acquire the skills to find contact information & other information specific to the targeted organization & individual, conduct pre-research on every prospect, set goals & expectations for prospecting calls, conduct an effective prospecting call using warm and cold calling tactics.
Duration
16 weeks
SKILL LEVEL
Foundational
LECTURES
13 modules
Duration
16 weeks
SKILL LEVEL
Foundational
LECTURES
13 Modules
Overview
Benefits for Corporate
Benefits for Individual
Overview
Sales Development Programme
Sales Development Reps (SDR) and Business Development Reps (BDR) are involved in identifying and sieving the market, industry and accounts for potential leads and opportunities with their main objective to build pipeline and revenue.
As the main lifeline to the company’s pipeline performance, SDR / BDR functions are highly skilled functions in demand. By profiling, engaging and qualifying sales leads and expanding the business’ reach into new markets or accounts, they also contribute valuable information on market and customer drivers, marketing and sales intelligence that supports marketing and sales planning.
While SDRs are involved in handling inbound sales enquiries, BDRs are usually involved in profiling, outreach to and qualifying white space accounts, involved in targeted outbound outreach campaigns. While it differs company to company, some companies do not segregate these roles and may choose one rep to do both. They both build business relationships with prospective customers, nurture these relationships till they are ready to be handed over to sales for collaboration or open to explore new solutions.
With sales wanting more high-quality highly qualified leads, the focus has moved away from strategic focus thus forcing a separation of strategic and tactical business development activities to help drive focus and performance. This sales development training covers tactical business development activities.
Benefits for Corporate
This global sales online training was created as an answer to a growing global need for knowledgeable Sales Development Representatives in the B2B sales, sales team and the necessary skills needed to be successful in the position.
Benefits for Individual
This course allows to book coaching sessions and ensures that accredited reps stay current while continuously seeking opportunities to increase their skills and competence through professional education.
Sales Development Programme Details & Coursework Overview
Pillar A - Business & Business Development Foundation
The objective of this part is to familiarize the learner with business management and development. This module covers the fundamentals of business development, business-to-business sales and sales foundations.
This module covers business foundations, sales foundations and business development foundations.
Pillar B - Sales Skills & Sales Outreach
This part will cover the fundamentals of pre-outreach planning, scanning potential opportunities within industries and in accounts, lead generation, prospecting and pitching tactics, various sales methodologies, tele-outreach techniques, and digital communication fundamentals. It covers the following modules:
This module covers how to conduct a simple competitive analysis for your business, market research, scanning for opportunities, defining and understanding target personas and concept of communicating value.
This module teaches how each industry functions, their challenges, trends and solutions. While high level sales frameworks and structures may apply across industries, the dynamics of stakeholders and personas changes slightly based on their required needs and challenges. This optional module covers selling into different kind of industries such as government, technology companies, professional services, financial services, telecommunication, manufacturing, healthcare, retail and consumer products.
This module includes different types of account segmentation, micro and macro account analysis and engagements, and how to identify sales growth opportunities.
This module covers prospecting, creating best sales pitches with competitive differentiation and delivering them. It also covers essentials of email marketing drip campaigns.
In this module, learner will learn the various types of sales methodologies such as solution sales, referral sales, value selling, cross and upsell, joint solution selling, challenger sales etc.
This module teaches the fundamentals of social selling, how to build your trusted professional profile in LinkedIn, how to use social research to attract the ideal prospects, how to prospect using LinkedIn Sales Navigator, how to find the right audience and engage prospects using content and LinkedIn events. It also covers how to build your network within the buyer’s community and how to take the online conversation offline.
In this module, learners will learn how to do cold calling the right way, and how to successfully approach business leaders at all levels, managing calls with directors, CEOs, and department heads. It also covers practical tips and tricks to identify what is truly important to the lead, structure a call, overcoming rejection and objections, implementing a systematic and structured cadence and getting the most out of technology.
This module covers the essential business etiquettes needed for wiring an email, text message, or sending a voicemail.
Pillar C - Soft Skills
In this part, the learner will learn the basics of persuasion and influence, essential soft skills like interpersonal communication skills, stress management tactics, and virtual sales fundamentals.
This course covers basic and advanced persuasive selling skills across different personality types, the neuroscience of sales and five levels of influence.
This module covers interpersonal communication skills mastery, essential soft skills for SDRs and BDRs, emotional intelligence and mindful stress management.
Pillar D - Digital Sales & Sales Operations
In this part, the learner will learn the fundamentals of sales operations and how to use digital sales tools to excel in the SDR role. It also covers lead and opportunity management, forecasting and business reviews.
This module helps learners to integrate digital practices and techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.
This module covers sales pipeline management, sales forecasting, sales performance measurement and reporting, managing leads and opportunities and preparing for business reviews.
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Assessment and Exam Matters
All students will receive a Certification of Completion by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.
For Certified Status
Students opting for Certified status will have to register at edu@apacsma.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees.
Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy, Institute of Sales Professionals, UK and The Global Inside Sales Association (AA-ISP) with official recognition as Certified Sales Development Representative (CSDR™). CSDRs can use this credential on their name card and on LinkedIn.
APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.
To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.
Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website, or in your email signature.
For more details on badging click here.
Students who receive this certification are ready for the Certified Inside Sales Professional and Certified Social Selling Specialist course.
Request for Quote
For an official quotation, to get an approval from your management, please fill up the form below indicating “Request for Quote” under Type of Enquiry”.
Send us your message and we will be in touch within 2 business days.
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