Conversational Selling Playbook for SDRs Coursera Quiz Answers 2022 | All Weeks Assessment Answers [đź’ŻCorrect Answer]

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About Conversational Selling Playbook for SDRs Course

This course will take you through the eight principles of SV Academy’s Conversational Selling Methodology, which will help you succeed. You’ll be able to apply these principles not only in real life but also in your career. You’ll also learn SV Academy’s distinct approach to objection handling and a framework for high-quality prospecting.

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Conversational Selling Playbook for SDRs Quiz Answers

Week 01: Conversational Selling Playbook for SDRs Coursera Quiz Answers

Practice Quiz: Grounding Sales in Consultation and Strategic Questioning Answers

Q1. In tech, sellers don’t hammer on prospects trying to convince them they should buy something that they don’t need. They help their clients, working with them to understand the needs of the business, the problems facing the prospect, and why a solution to these problems is important to them. In shining a light on problems and helping people see a better way forward, the job of a tech salesperson can be compared to what useful tool?

  • A data repository
  • A flashlight
  • Glue
  • An encyclopedia

Q2. As sales has evolved to become more about people than products, the focus of a sales conversation has shifted to communication and building relationships. Why are asking questions and actively listening to the answers so important in sales?

  • So you understand the prospect’s point of view and know the best way to manipulate them
  • To understand the prospect’s problems, and the value that they see in solving them
  • Because it is important to seem like you are listening even though you always follow a script
  • All of the above

Q3. Why is it important to take a conversational sales approach when working with clients in SaaS?

  • The focus is on need and value, and being conversational helps you understand the prospect’s problems
  • People buy from people they like; this helps you build rapport and develop a connection with the prospect
  • It creates a natural and unhindered space for dialogue so both parties can feel comfortable opening up
  • All of the above

Practice Quiz: Achieving Results through Empathetic Listening Answers

Q1. As an SDR you are constantly adapting to new prospects, and each relationship requires empathetic listening to find their specific pain points and needs. How can empathetic listening lead to achieving results?

  • Repeating for clarity, empathizing, and connecting all help to build rapport, opening the doors to having deeper conversations
  • Sales is about solutions. Active listening can help you to understand the true root cause of a prospect’s anguish as opposed to easily visible surface-level issues
  • Both the first and second answers are correct
  • Neither are correct

Q2. In the SDR role, it is known that active listening is critical and can have a significant effect on your results. What’s not talked about enough is how active listening can impact your teammates in the sales cycle. In what way can an SDR leverage active listening to help out the team?

  • Writing down notes and key information that was shared from the prospect to pass on to your Account Executive, Directors and Customer Success
  • Asking less questions when speaking with a prospect to control the conversation
  • Thinking about what you are going to say next while the prospect is speaking
  • Sharing information publicly on social media to inform your peers

Q3. A barrier that can get in the way of effective listening is trying to listen to more than one conversation at a time. SDRs often make this mistake by attempting to tackle multiple tasks at a time. By doing this, there’s a high chance key information will slip through the cracks. Which scenario below is an example of an SDR trying to listen to more than one conversation at a time while on the phone with a prospect?

  • Telling a coworker your lunch order while the prospect is speaking
  • Asking a coworker a non-related question while the prospect is speaking
  • Peeking in a team meeting while the prospect is speaking
  • All of the above

Q4. In sales conversations, the â€śgolden ratio” of speaking versus listening is 43:57, yet many salespeople struggle to put that into practice without coming across as interrogative. Why is this ratio so important to sales call success?

  • It allows more space for the prospect to share pain points and information.
  • It allows the salesperson to control the conversation through questions.
  • It provides silence so a prospect feels compelled to share more information.
  • All of the above

Practice Quiz: Proposing Value and Welcoming Objections Answers

Q1. Every value proposition an SDR offers to a prospect should be tailored. Sharing a list of product features will not cut it and is a sure way to lose potential clients. To ensure that an SDR is presenting relevant information when sharing the value proposition, they first must complete the prospect’s ________________to identify __________________.

  • Time zone, geography
  • Funding round check, budget
  • Needs analysis, pain points
  • None of the above

Q2. When writing a value proposition, it is important for the SDR to offer tailored, personalized value that addresses a prospect’s unique needs. How can an SDR best describe the need their product or service will provide to a company?

  • By focusing the value proposition and conversation on the features of the product.
  • By focusing on one or two unique needs a prospect has.
  • By giving the prospect a quick general overview of the product
  • All of the above

Q3. When handling objections, it is important to not only understand the perspective of the prospect, but also provide an alternative viewpoint. What techniques can SDRs use to address these needs?

  • Challenging the prospect’s point of view and introducing another perspective 
  • Acknowledging the prospect’s viewpoint and empathizing with their concerns
  • Ask the prospect for feedback on the situation or solution or ask more questions around the objection to gain more context
  • All of the above

Q4. In crafting a good value proposition, an SDR needs to not only understand what the ideal company’s needs are, but also what motivates each buyer persona. This is important so that the prospect can readily identify with and understand not only what the product does, but what it will do for them. What does an SDR need to know about the buyer personas at their company?

  • Their goals and pain points
  • Their names (i.e. Sales Susan, or Marketing Michael)
  • Their email addresses

Q5. Objections are a natural part of any sales process. You probably remember receiving some yourself as you were growing up (perhaps when you were angling for a later bedtime or some allowance?). How can an SDR use objections to interpret their prospect’s needs?

  • By determining how engaged a prospect is and how much they’ve considered a product
  • By uncovering more pain points and potential blockers to a sale moving forward
  • Both the first and second answer are correct
  • Neither

Practice Quiz: Practicing Closing in Conversational Selling Answers

Q1. The steps of the sales process are well defined to help guide new salespeople through each critical moment. From catching a prospect’s attention with value-driven messaging, to building rapport with friendly conversation, at each step there are activities that will elevate your skills and increase the odds of conversion. One of these activities is an effective close and discussion of the next steps. Why is this important?

  • Conversation doesn’t need to carry on forever. Identify a natural endpoint and use it to sum up the chatter so far and push the deal forward.
  • A strong close connects the prospect, you, and the value the product can deliver. It provides a singular summation of the goal and outcome of your communications.
  • Discussing next steps helps the prospect to frame your initial touch points as part of a continuing conversation. Thinking about the next steps gives the prospect a reason and framework to look forward to your next meeting.
  • All of the above

Q2. Closing in sales development usually means setting up a meeting between the prospect and an Account Executive at your company. Closing is different in different roles. An SDR’s close is to set a meeting. An AE’s close is so get a deal signed. A Sales Engineer’s close is to get a newly signed client fully integrated on the software. What can you do to perfect your close?

  • Actively listen and ask the right questions so you have all the information you need.
  • Set clear next steps and create an agreement with buy-in from both sides
  • Summarize the conversation, outcomes, and needs for the next meeting to give it purpose and substance
  • All of the above

Q3. Which of the following best describes closing?

  • Closing is the act of intentionally completing an interaction following the achievement of a goal
  • Closing is the act of finalizing the day’s work before you lock up for the evening
  • Closing is an aggressive negotiation tactic where the seller closes off all avenues of discussion forcing a buying decision
  • Closing is only done at the AE level and refers to the final signing of of the contract to cement a deal between two parties

Q4. True or false? Salespeople that actively consider next steps and make closing a part of every conversation are more likely to reach and exceed quota.

  • True
  • False

Graded Quiz: Closing throughout the Conversation Answers

Q1. When comparing the work of a modern salesperson to a useful and helpful tool, which of the following is the most applicable metaphor?

  • Hammer
  • Glue
  • Fiber Optic Cable
  • Flashlight

Q2. The ability to ask the right questions is a skill that is helpful in almost any professional role. In sales, effective communication is critical, involving both asking the right questions, and carefully listening to the answers. Why is active listening so important?

  • It helps in understanding the problems the prospect is facing and what value they would find in solving them
  • Because people like to feel listened to even if you are working from a script
  • Because sales is all about leverage and gaining enough information to manipulate the negotiations in your favor
  • All of the above

Q3. Why is a conversational sales approach so effective?

  • It focuses on the customer and their needs
  • OptIt creates a natural space for dialogue, including questions and objections ionB
  • It helps to develop a relationship with the buyer
  • All of the above

Q4. When cold calling prospects, how can you build trust and credibility?

  • Avoid qualifying them and get straight to setting the meeting
  • Use a really good script
  • Don’t directly address any objections
  • Demonstrate your research on the prospect, company, and industry

Q5. When first engaging with a new prospect, it is important to establish a genuine connection. This helps the salesperson truly understand the prospect’s role, needs, and the benefits that they would find in a solution. What is the first thing you should do when talking to a prospect, whether on Zoom, the phone, over LinkedIn, or in real life?

  • Dive right into business so you don’t waste any time
  • Build rapport with a genuine greeting and inquiring about how they are doing
  • Mask the true purpose for your conversation behind another reason to make it seem more approachable
  • Ask if they are a serious buyer and how familiar they are with the solution you offer

Q6. How can empathetic listening lead to achieving results?

  • Digging deeper allows you to understand the true cause of the problem the prospect is facing
  • Repeating for clarity, empathizing, and connecting with the prospect all help to build rapport
  • It lets you know if you are talking to the right person, at the right time, about the right thing. If not, you can adjust and try again!
  • All of the above

Q7. The golden ratio in a sales conversation speaks to the ideal balance between talking and listening that a top-performing salesperson will achieve when speaking to a client. What is this ratio?

  • 17% Talking, 83% Listening
  • 25% Talking, 75% Listening
  • 43% Talking, 57% Listening
  • 99% Talking, 1% Listening

Q8. What is the single defining feature of a strong value proposition?

  • Feature-Oriented
  • Personalized
  • Short
  • Visual Media
  • All of the above

Q9. When dealing with objections in our personal or professional lives, what advice does the AAA model provide?

  • Always Accept Alternatives: To every problem there is at least one solution, so examining the options is a beneficial step when at odds with a prospect
  • Acknowledge objection, Alternative viewpoint, Ask for feedback: People need to feel heard but also understand that there are other options
  • Assure the prospect, Ask for more information, take Advantage of the objection
  • None of the above; Conversational Selling uses a different objection handling framework

Q10. Hearing objections shouldn’t be frightening, or the first sign of trouble. In fact, when a prospect offers an objection, it can be positive. Why?

  • It means they don’t want to hear what you are saying so it is probably correct
  • It means the prospect is actively listening and working to understand your message
  • Because you’ve grabbed their attention, so it is time to introduce the value proposition
  • All of the above

Q11. What are some ways an SDR could establish credibility in an email?

  • Follow up with an email or call on a daily basis to show hunger and persistence
  • Send resources as part of the sales process to demonstrate value and drive curiosity
  • Highlight trends in the prospect’s industry or provide valuable information to the prospect
  • All of the above
  • The second and third answers are correct

Q12. Fill in the blank in the following outline of the Conversational Selling methodology:
Introduction: where you establish warmth, credibility and trust;
__: where you identify the pain points of the prospects through strategic questions, position your product’s value in relation to those needs, and start to handle objections
Close: where you ask the prospect for their cooperation, and establish next steps.

  • Thesis statement
  • Answers and solutions
  • Needs analysis and value proposition
  • Follow up

Week 02: Conversational Selling Playbook for SDRs Coursera Quiz Answers

Practice Quiz: Empathizing with the Ideal Customer Answers

Q1. True or false? An Ideal Customer Profile can be defined as a description of the type of company that would gain the most value from your product or solution.

  • True
  • False

Q2. It is important to make sure your time is spent focusing on the tasks that will provide you with the greatest results. In the SDR role, to have the best opportunity of finding high-quality leads, your _____________________ should be focused on the target persona.

  • Emails
  • Lead generation strategy
  • Cadence structure
  • None of the above

Q3. As an SDR, having a clear understanding of your ICPs and Buyer Personas is important for understanding where to focus your time. For example, if you are an SDR for a company that creates HR software to help better manage and motivate employees, and your ICP (the ideal customer profile, who are the companies that find the most value in your product or service) is small mid-level tech companies in New York City, which target persona below would be best to prioritize?

  • Human Resources Officer at the tech startup Rent the Runway
  • Head of Marketing at the tech giant Google
  • Director of Business Development for a local gas station chain
  • Either the first or second answer

Q4. Once an SDR knows who they’re looking for, what are the three main tools involved in prospecting?

  • Database, Search Tools, Info Tools
  • Computer, Safari, Google Chrome
  • Microsoft Office, Adobe, Google Applications
  • None of the above

Q5. When beginning your first 30 days in the SDR role, your company will more than likely teach you about the company’s buyer persona. What specifically is important about your buyer?

  • Day-to-day role
  • Common team structure
  • Challenges in the role
  • All of the above

Practice Quiz: Targeting High-Quality Leads Answers

Q1. When an SDR is prospecting and looking for leads, there is a wide variety of tools that can be used to source information and research. Among these is LinkedIn Sales Navigator, the current industry leader for building leads lists and search terms based on the professional profiles of thousands of professionals. Given what you now know, select some of the searchable terms below that could help you find great leads based on persona.

  • Title
  • Company
  • Geography
  • Industry
  • All of the above

When researching and prioritizing leads lists, an SDR can typically sort by BTL (below the line), OTL (on the line), and ATL (above the line). SDRs typically evaluate leads as ATL when they ________ and _________.

  • have authority over a team/ are manager level or below
  • have decision-making authority/ are director level or above
  • have authority over budget/ are VP level or below
  • have decision-making authority for a team/ are manager level or above

Q3. It is crucial that an SDR is as intentional as possible when researching leads and prospects to develop a sales pipeline. This is because…

  • Being granular when researching produces the closest persona fit which allows the SDR to hyper-personalize their value proposition and outreach.
  • In sales, less is more, so eliminating as many people as possible from outreach keeps messages exclusive.
  • Both answers above
  • None of the above

Practice Quiz: Qualifying Prospects with Skill, Speed, and Ease Answers

Q1. The questions you ask in any setting, whether during interviews, prospect calls or coffee chats, are extremely important. Not only are these questions critical for receiving the information you are looking for, but they are also a representation of how much you’ve prepared for the conversation and ultimately if you’re qualified to discuss a subject. With that, what is one thing you should avoid when asking questions?

  • Keeping it short
  • Showing the research
  • Asking questions without acknowledging their previous response
  • Asking one question at a time

Q2. Lead qualification is a major part of being an SDR, and is applied during every initial contact with a lead or prospect. In what ways can lead qualification be important to the SDR role?

  • Forecasting the likelihood that a lead will become a client
  • Helping your Account Executive prepare for demonstrations
  • Saving time and energy
  • All of the above

Q3. A popular qualification model many sales organizations use is BANT. By strategically qualifying, the goal of an SDR is to gain as much information from a prospect as possible so that you can decide whether to move a person forward in the sales cycle. Following the BANT model, what letter in the acronym is focused on finding out if a prospect is a decision maker or evaluator?

  • B
  • A
  • N
  • T

Practice Quiz: Leveraging Data to Drive Prospecting Activity Answers

Q1. Sales math. You thought you were done with math once you finished school, right? Nope! Data driven salespeople will be more successful than their fly-by-the-seat-of-their-pants counterparts, and this is because they actually know what activities translate directly to their success. When you know what you need to do, and how much of it should be accomplished, it’s much easier to create and follow a strategic selling approach. Select which reasons best describe how SDRs use data to determine their priorities at work.

  • Using the SDR waterfall to determine the actively level of calls and emails necessary to set enough meetings to reach quota
  • Following the open, click, and reply rates of written correspondence and doubling down and working to improve on the best templates and sequences
  • Tracking success and connection rates when cold calling on different days and times to determine the most effective time to be on the phones
  • All of the above

Q2. The SDR Activity Waterfall breaks down the activity that a sales development representative performs into a series of buckets that flow from one into the next. Evaluate which of the following contains the correct SDR Waterfall activity flow:

  • Outreach activity → Prospect Meetings with AE → Deal Signed and SE Integrates → CSM Handles Account
  • Outreach Activity → Meetings Set → Dollar Value of Deal → % of Closed/Won Revenue
  • Outreach activity → Link Clicks → Objections Handled → Meetings Set → Quota
  • Outreach Activity → Replies → Meetings Set → Meetings Completed → Points Earned towards Quota

Q3. Sales Economics ties directly to the idea that sales, as a whole, is meritocratic (your ability to perform well in the role ties directly to your success in the role). Sales Economics is how the productivity and success of a salesperson are defined: through the sales math you’ve already looked at. So how can you affect your sales economics as an SDR?

  • By focusing on the balance between quantity and quality depending on the metrics you’ve been tracking.
  • By identifying key metrics in your SDR Waterfall where you either excel or have opportunities to improve, and then strategically approaching building those metrics up through activities and training.
  • By determining your sales team’s average performance metrics, and measuring your own against that benchmark to evaluate your growth.
  • All of the above
  • None of the above

Graded Quiz: Generate Leads and Narrow Your Prospect List Answers

Q1. Choose the best definition of ICP – Ideal Customer Profile

  • A description of the managers, directors, and other specific roles within a company that would actively benefit from your product if purchased, making them the most likely buyers
  • A description of the market niche where you stand to make the most profit
  • A description of the type of company that finds the most value in the product or service offered by your organization
  • None of the above

Q2. Choose the best definition of Buyer Persona.

  • A written understanding of the individuals within the average company that find value in your product or service.
  • The need to adapt to the different moods of prospects in order to help build rapport
  • A description of the type of company that usually buys your product or service
  • This describes how salespeople need to mirror or match the emotional output of a prospect — speaking fast when the prospect speaks quickly, or giving direct response to direct questions

Q3. SDRs set meetings between new prospects that have a solvable problem and AEs, experts in solving that problem. As you prospect and outreach, what are some of the tools you’ll use to be effective?

  • A database and internal programs
  • A CRM, LinkedIn, and Sales Intelligence for finding contact information, and Sales Engagement for outreach
  • Social Media, Adobe Photoshop, Microsoft Project
  • Pentaho Spoon, ETL, MYSQL

Q4. When searching for new leads on LinkedIn Sales Navigator, what are some of the modifiers you would use to narrow down your search?

  • Industry, company size, title, geographic area
  • Company name, time since most-recent promotion, college attended
  • Connections to internal colleagues, number of years in the industry, engagement level on LinkedIn
  • All of the above

Q5. Define an ATL Persona.

  • Anyone that manages other people
  • Someone with decision making authority/signing power who is C-Suite
  • Someone with decision making authority/signing power who is Director level or above
  • Only ultra-cool people from Atlanta are ATL (E.g., “Earn”, “Paper Boi”, and Darius)

Q6. As an SDR, you need to approach your work with direction and intent in everything you do, from prospecting for the right people, researching where they find value, to creating outreach with personalized messaging. Why?

  • Once you figure out the right wording and who it works for, you can completely automate all your messaging
  • This produces the closest ICP and Buyer Persona fit which allows you to hyper-personalize your value proposition and outreach, giving them the best chance at piquing a prospect’s curiosity
  • Less is more: you don’t want to waste time on people that will never buy, so this keeps the number of people in the sequence low
  • All of the above

Q7. When asking questions — in an interview, of a prospect, or in a call with your boss — what is one thing you should AVOID doing?

  • Only asking one question at a time
  • Asking another question without first acknowledging the person’s response
  • Researching in advance as opposed to hearing it directly
  • All of the above

Q8. What factors are involved in qualifying a lead?

  • BANT – Budget, Authority, Need, and Timeline
  • BAT – Buyer, Active User, Timeline
  • BUNDT – A delicious frosted cake with a distinctive donut shape
  • BUN – Budget, Understanding, Need

Q9. Sales Math! No longer relegated to the stifling classrooms or dusty chalkboards of yore, math is back. In sales, you’ll use it for everything from calculating your bonus to figuring out who owes how much to the Uber driver. How would an SDR use sales math to be more effective on a day-to-day basis?

  • Tracking the open, click, and reply rates of your emails, then A/B testing to find the best subject lines, content, and messaging
  • Looking at your connection rates by day and time to figure out when you should block off time for cold calling
  • Calculating how many emails you need to send to set 10 meetings by using the SDR waterfall
  • All of the above

Q10. It’s important to use data to understand what you need to do to be successful in your role. The SDR waterfall breaks down the work of an SDR into buckets that flow from one to the next. Understanding how to improve on a low number at any point in the process can help make you more effective. Which of the below pairings of “Activity” and “Improvement Methodology” is correct, given the accurate waterfall shown here:
Outreach Activity → Replies → Meetings Set → Meetings Completed → Points Earned

  • Meetings Set: Accurately qualifying prospects and gauging their intent
  • Replies: More engaging subject lines, or better value-driven messaging
  • Meetings Completed: Making sure to include visuals such as videos, images, or PDFs
  • All of the above

Week 03: Conversational Selling Playbook for SDRs Coursera Quiz Answers

Practice Quiz: Developing the Multi-Channel Mindset Answers

Q1. As an SDR, it is important to utilize a multi-channel approach to prospecting. This is important because it helps the SDR ___________ and ____________.

  • develop a good rapport, establish trust with prospects
  • identify the prospect’s pain, provide a strong value proposition
  • avoid boredom in the role, exercise their creativity
  • stand out from the competition, reach prospects where they are
  • Any of the above apply

Q2. When developing a campaign, SDRs need to think about not only what their message is for any given persona, but also how that message is being delivered. What are the steps an SDR can take to engage their prospects?

  • Outreach on social media
  • Personalized video content
  • Whitepapers or case studies
  • Phone calls and emails
  • All of the above
  • None of the above

Q3. Imagine that you are an SDR on a team that focuses on high-level outreach to CEOs. Every one of your prospects receives more than 200 emails a day and doesn’t have time to answer their phones. What will you do to set yourself apart?

  • Look for personalized content: an interview, for instance, or an article created by the prospect or their leadership, to refer to in outreach
  • Engage with their company and personal content on social media (with likes, comments, or re-posts) to show engagement and hopefully develop a subconscious presence
  • Focus energy and attention on pattern interrupting or breaking through the noise by creating interesting, unique outreach
  • All of the above
  • The second and third answers are correct
  • The first and third answers are correct
  • The first and second answers are correct

Practice Quiz: Conducting Prospect Outreach By Phone Answers

Q1. One of the main staples of SDR outreach is the cold call, but it’s up to you to ensure that your calls aren’t ice cold. You can do this by…

  • Researching a prospect and comparing them to a persona to help identify the value you can provide.
  • Introducing yourself to the prospect at the beginning of your call so they know who you are.
  • Practicing your cold call script until it is familiar, so you can deliver it naturally without sounding too robotic.
  • All of the above

Q2. There are 3 main parts to the Conversational Selling methodology, namely the introduction, the needs analysis and value proposition, and the close. Each of these elements is essential to producing a positive meeting outcome. Which of the following accurately describes each part of the Conversational Selling methodology?

  • Introduction: where you tell your prospect about yourself and your company to establish trust; Needs Analysis and Value Proposition: where you pitch the value proposition, ask popcorn questions, and discuss timelines; Close: where you ask deeper context questions and ask for next steps.
  • Introduction: where you ask your prospect implication questions to see if they would be a good fit for your product and introduce yourself; Needs Analysis and Value Proposition: where you ask your prospect deeper context questions to determine their need and pitch your value proposition; Close: where you establish your credibility and ask for next steps.
  • Introduction: where you establish warmth, credibility and trust; Needs Analysis and Value Proposition: where you identify the pain points of the prospects through strategic questions, position your product’s value in relation to those needs, and start to handle objections; Close: where you ask the prospect for their cooperation, and establish next steps.

Q3. One of the ways salespeople can break through the noise is by utilizing different techniques in their cold calls; after all, none of us like soulless telemarketer calls! So how can you stand out from the robo-dialers and call centers?

  • By conducting lots of research and using a hyper-personalized opener
  • By using your multi-channel approach to build familiarity with your prospect ahead of your call
  • By name dropping coworkers, competitors, or other familiar names to establish trust
  • None of the above
  • All of the above

Practice Quiz: Conducting Prospect Outreach by Email Answers

Q1. PACE is a framework that you can use in any situation, from interviewing to professional conversations. It’s especially helpful when crafting outreach and email outbound communications. Which of the below examples utilizes PACE?

  • “Hi there,

My name is _____ from ABC co. and I’m reaching out because I think our product would be a great fit for your team! We’re a cloud-based SAAS company that brings data-backed insights to companies like yours. Would love to chat sometime!

– Name”

  • “Hi Gary,

I read your article on data-backed insights and how they’re transforming the way you run your business. I noticed that you’re gearing up for next quarter, and as you’re moving forward I thought I could point out a couple lesser-known pitfalls you may not have noticed.

Would you be interested in a brief call to learn more about these issues and how to avoid them?

Best, Name”

Q2. Similar to cold calling and other prospecting techniques, establishing credibility is a very important part of email outreach. Some ways an SDR could accomplish establishing credibility in an email are:

  • Talking about trends in the prospect’s industry or providing valuable information to the prospect.
  • Sending an email and immediately following it up with multiple touches over the phone or on social media.
  • Sending over resources or social proof as part of the sales process to demonstrate value and drive curiosity.
  • The first and second responses are correct
  • The first and third responses are correct
  • The second and third responses are correct

Q3. When reaching out to leads and prospects at a company, it is acceptable to send emails that are not personalized in what circumstances?

  • When a prospect is BTL or “below the line” and is therefore less of a priority
  • When you are handling lower priority accounts
  • When it’s near the end of the month and you need to get your numbers up to hit quota
  • All of the above
  • It’s never acceptable to send a non-personalized email

Q4. What are the 3 Rs that you need to keep in mind when crafting personalized messages to ATL prospects?

  • Responsive / Relevance / Research
  • Reliable / Request / Reproduce
  • Research / Relevance / Request
  • Research / Responsive / Reliable

Q5. In our current digital age, prospects exist in multiple places at once: in the real world in their offices, over email, and on social media. In part because of this accessibility, people are becoming more and more protective about how you can contact them, and messages written by SDRs can be easily ignored or glossed over. If only a select few people are reading the emails and written outreach sent to them, why is written communication so important for successful salespeople?

  • Emails and written outreach give a salesperson a different angle to approach providing value and generating interest in their product and solution without requiring phone time or in-person communication
  • Emails and written outreach are great ways for a salesperson to establish credibility and build their professional brand with a prospect
  • Emails and written outreach provide a history of communication that a salesperson or prospect can refer back to and track the progress of a deal
  • All of the above

Practice Quiz: Conducting Prospect Outreach through Social and Video Answers

Q1. Beyond typical outreach techniques like emails and cold calls, modern sales professionals also spend time and energy crafting their social selling techniques and building their social selling index. How would you describe social selling to the uninitiated?

  • Social selling is going to important events and parties to pitch your product or service to everyone attending.
  • Social selling is establishing a professional reputation on social media and using that influence to lightly promote useful content.
  • Social selling is using personal contacts like friends and family to promote a product or service.
  • Social selling is creating lots of hype around a product or service by employing influencers on social media to promote it.

Q2. While less and less people are spending large chunks of time on Facebook, there are still plenty of other social media environments for savvy salespeople to engage their audience. Which of the following are acceptable places for professional outreach?

  • LinkedIn
  • Facebook
  • Instagram
  • Any platform where your prospects reside

Q3. Social media is one creative way to engage with prospects in a slightly different environment and setting than the usual emails or phone calls. What other creative means can an SDR use to gain their prospects’ attention?

  • Memes. Lots and lots of memes.
  • Video content, like youtube videos or Vidyard
  • Social media posts
  • DMs on personal social channels
  • The first and third answers are correct
  • The second and third answers are correct
  • The second and fourth answers are correct
  • All of the above

Q4. Using video outreach in prospecting is a very powerful and helpful tool for Salespeople and SDRs alike. Not only is it still underutilized as a sales tool, but emails containing videos see 15x higher click through rates and 5x higher response rates (according to Vidyard). What are some of the other benefits of including video outreach in your sales process?

  • Videos help humanize you so your prospect can put a “face to the name”
  • Videos can be highly personalized to build trust with a prospect and address them as a unique individual
  • Videos are easier for prospects to watch than reading an email, so they are more likely to respond.
  • All of the above are correct
  • The first and second answers are correct
  • The second and third answers are correct
  • The first and third answers are correct

Week 04: Conversational Selling Playbook for SDRs Coursera Quiz Answers

Practice Quiz: Strengthening Self-Awareness Answers

Q1. At times, the SDR role can be extremely unstable. You could go from a month where you’re exceeding quota and topping the leader boards, to the next month struggling to meet your quota, resulting in a lot more “manager syncs” on your calendar. With this lifestyle, it is important that you prioritize Emotional Intelligence (EQ) to make sure everything begins internally rather than externally. What are the 5 components of emotional intelligence?

  • Prospecting, Cold Calling, Emailing, Cadence Organization, CRM
  • Competitiveness, Goal Orientedness, Individualism, Fatigue, Physical Shape
  • Empathy, Social Skills, Self-Regulation, Motivation, Self-Awareness
  • None of the above

Q2. Picture yourself as an SDR trying to understand your strengths and weaknesses so that your day-to-day structure creates the most efficiency. What Emotional Intelligence (EQ) component would best harness an understanding of your strengths and weaknesses?

  • Motivation
  • Self-Awareness
  • Empathy
  • Social Skills

Q3. With all of the great benefits the SDR role can bring to an individual (career direction, high compensation, an unmatched network, etc.), there are also challenges that arise. How you overcome these challenges is what will separate you from your peers, help you achieve your goals, and create a mindset that will carry you for the rest of your life. An example of a challenge could be: lagging in your pace to hitting your quota, with only 2 weeks left in your quarter. What could an SDR do to overcome this challenge?

  • Increasing daily dials by 50%
  • Leverage time after work/weekends to prospect extra accounts to fill your funnel
  • Meet with top-performing SDRs to seek advice on how they handled similar situations
  • All of the above

Q4. Coming up short toward a goal is a harsh reality that almost every human being has experienced. According to Sarah Lewis’ “Embrace the Near Win” Ted Talk, what is the benefit of near-win situations?

  • Success is the only option
  • Having a near-win creates disappointment for individuals who are truly competitive
  • Success motivates us, but a near-win can compel us in an ongoing quest.
  • None of the above

Q5. Tech sales has several benefits and perks, balanced by challenges and learning opportunities. How can you use self-awareness to help motivate yourself to grow in your day-to-day and take advantage of growth opportunities?

  • By identifying what excites me about the role and monitoring how I interact with others on my team to find feedback opportunities and opportunities to contributeFeedback: Self-awareness is your ability to recognize an emotion as it occurs in the moment, and developing this quality requires tuning in to your true feelings. Thinking about what excites you about the job and paying attention to your interactions can help motivate you to grow in your day-to-day and take advantage of growth opportunities.
  • By paying attention to when I do my best work and then working to set up optimal conditions for my growth and productivity.
  • By proactively (and respectfully) communicating with my manager or team members when I see an opportunity to improve.
  • All of the above

Q6. To achieve greater self-awareness, you should:

  • Understand how to leverage your strengths and weaknesses
  • Understand how your feelings affect your surroundings
  • Recognize what you feel and what your feelings mean
  • All of the above

Practice Quiz: Focusing on Self-Regulation and Mindfulness Answers

Q1. As you work to focus on self-regulation and mindfulness, what strategies can you employ to increase the chance that these traits become a habit?

  • Choose a manageable approach
  • Be consistent in the application
  • Create time to actively reflect and savor moments
  • All of the above
  • Only the first and third answers are good strategies

Q2. As a professional, developing a high EQ can contribute to your success in a number of ways. This is even more pronounced in sales, where the months without a win can culminate in a million-dollar quarter or huge End-of-Month meeting, where a hundred rejections can lead you to an enthusiastic champion, or weeks of unanswered emails are suddenly top of mind and a prospect can’t wait to talk when a new problem crops up. Managing these highs and lows is hard, but developing emotional intelligence can help. Determine the other ways that a high EQ can help your success in a tech sales role:

  • Successfully managing your brand and internal optics against leadership expectations
  • Conscious awareness of your behaviors, emotions, thoughts and how they are affecting your performance
  • Developing supportive, positive, and productive relationships with coworkers, facilitating networking, and helping secure mentors or even a promotion
  • All of the above
  • Only the first and second answers are correct

Q3. Judge if the scenario calls for the SDR to lean on their skills in self-regulation.

  • After spending an hour doing research, looking through everything you can find on a company, and understanding exactly how you can help a prospect, you actually take the time to work up a full value breakdown, 6-month implementation timeline, and even sketch out a new customer flow. You find exactly the right people and turn the research into a series of brilliant and highly personalized emails that speak to value, share relevant media, and highlight similar success stories. Ready to go, you press send and launch the cadence. The next morning on the way to work your phone dings, it’s a reply from the top prospect at that company! Success! Sweet victory! However, you immediately notice that it’s not just you and the prospect on the email, there’s a big CC list. Hmm. It’s your entire company. Every single person. This can’t be good, I wonder what they had to say? You see an eloquent and frustrated description of your failings as a salesperson and why they will never be a customer of yours. You read this in the parking lot, take a deep breath and head inside. The sales director smiles and lets you know it happens to everyone, you must have caught them on a bad day. They even suggest you share it with the “No Hall of Fame,” and you make your way to your desk, calm and feeling better, ready to tackle the day ahead.
  • After a few months working to break into a highly strategic (big money $$$) account, doing countless calls, workshops, and prep sessions to get the decision-maker on a call, your AE uses personal contacts and executive alignment to set up a meeting directly with the decision-maker ahead of your scheduled time. They are ultimately able to close the deal, and since they didn’t use your scheduled call and you didn’t have a qualifying conversation, they don’t give you credit for it, and the points don’t count towards quota OR your quarterly pipeline goal.
  • Your company has a list of target accounts that they would love to sell into; it’s called the white whales list. Working with your AE, you spend weeks creating a strategy to get in front of a potential champion at a Fortune 500 company, when another SDR comes to you and says that they have actually been working the same account in tandem and schedules a meeting with the decision maker that day. They offer to “trade” you an account that they are close to breaking into in exchange, and let you know this has already been cleared by both your manager and AE. You end up losing the account and the hard work that went into building it out all goes to someone else.
  • All of the above real scenarios call for an SDR to use self-regulation

Q4. Mindfulness is the practice of paying attention to the current moment. Through mindfulness, we become present to the thoughts, feelings, experiences, bodily sensations, hopes, and fears of the NOW. As a growing and learning professional, being conscious of your strengths and weaknesses is important – you must leverage your strengths and mitigate your weaknesses to be as impactful as possible. Select four of the simple ways you can practice mindfulness.

  • Meditation, breathing, nature, and silence
  • Thinking, meditation, reflection, zoning out
  • Empathy, education, careful interactions, practiced communication techniques
  • All of the above

Practice Quiz: Performing with Empathy and Social Skills Answers

Q1. While traditional education is focused on hard skills, people that have also developed strong soft skills are more likely to find success in business roles. Business, and sales in particular, is a human-centric process. Determine which of the following areas an outstanding modern seller works to develop mastery in:

  • Developing relationships
  • Creating connections
  • Solving Problems
  • Effectively communicating
  • The first and second answers are correct
  • All of the above

Q2. Brene Brown teaches us that the most compassionate and involved people she has researched also set the clearest boundaries. They are clear about what is and is not okay, and do not let people get away with things that are not okay, which can create resentment. What is the main thought that guides her in looking at how she interacts with others?

  • What if I am the one in control?
  • What if people are doing the best they can?
  • What if people can’t help it?
  • What are people doing that is positive?

Q3. Creating boundaries is important, and in a professional context careful adherence can support you in reaching your own goals, but also in developing positive relationships with others. How might these boundaries be set appropriately and professionally?

  • Limiting unnecessary demands on your time; developing an empathetic understanding for the needs of others and what they require to be successful
  • Understanding your capacity to perform work; knowing how much others are doing in comparison so you know not to do too much
  • Making sure that your boss knows every detail of what you are working on; understanding how this relates to the overall output of your team

Q4. People buy from people they like. It’s proven. People will even pay MORE for the SAME item to buy it from someone they like. Think about that for a second. This is why relationship building is a core skill that every salesperson is constantly refining, because the ability to get to know someone, to forge a true and genuine connection that allows you to work in tandem toward shared goals, these are the connections that get things done. True in business, true in tech. What is another way that successful salespeople model empathy to yield results in their professional role?

  • Actively listening to a client describe their needs to understand the true root cause of the problem that you can help them solve
  • Working to understand your company’s ICP and the different buyer personas, doing thorough research, prospecting for the right people at the right companies, and crafting value-driven messaging that speaks directly to the problems they likely have, but also how busy they are and the numerous demands on their resources
  • Becoming better at getting to know people on a personal level so you can have the upper hand in negotiations
  • All of the above
  • Both the first and second answers are correct

More About This Course

This is the third course in the Salesforce Sales Development Representative Professional Certificate program. Please ensure that you have completed Course 1: Groundwork for Success in Sales Development and Course 2: Foundations for Interviewing with Confidence in order to successfully complete the course.

This course will take you through the eight principles of SV Academy’s Conversational Selling Methodology, which will help you succeed. You’ll be able to apply these principles not only in real life but also in your career. You’ll also learn SV Academy’s distinct approach to objection handling and a framework for high-quality prospecting.

Course 3 of the Sales Development Representative (SDR) Professional Certificate will prepare you for a career in the non-technical side of the technology industry.

You will be able to do the following by the end of the course:

  • Understand the process of asking strategic questions, building trust, identifying pain points, and presenting value in order to close a sale.
  • Recognize and empathize with your Ideal Customer Profile (ICP) and target personas in order to create a high-quality lead list, efficiently qualify prospects, and leverage data to drive activity.
  • Research various outreach channels and write a call script that incorporates Conversational Selling strategies.
  • Lay the groundwork for emotional intelligence in a sales context by writing an empathetic email.
  • Create a multi-channel sales strategy for prospect outreach via phone, email, video, and social media.

You should have the following skills to be successful in this course:

  • The ability to communicate verbally and in writing in a way that is accessible and understandable to a wide range of people (you do not need to be formal or refined).
  • Fundamental computer literacy (you must be able to use a word processor, web search, and email)
  • Experience with social media platforms such as LinkedIn
  • Capability and eagerness to learn new technological tools
  • Drive for personal and professional development
  • Desire for feedback and guidance
  • Completed the previous courses in this training successfully.

WHAT WILL YOU LEARN?

  • In order to close a sale, you must understand the process of asking strategic questions, establishing trust, identifying pain points, and proposing value.
  • Create a lead list, qualify prospects, and use data to drive activity by identifying your Ideal Customer Profile and target persona.
  • Investigate various channels of outreach and create a call script that incorporates Conversational Selling strategies.
  • Create an empathetic email and lay the groundwork for emotional intelligence in a sales context.

SKILLS YOU WILL GAIN

  • Sales Development
  • cold emailing
  • Sales
  • objection handling
  • Cold Calling

Conclusion

Hopefully, this article will be useful for you to find all the Week, final assessment, and Peer Graded Assessment Answers of the Conversational Selling Playbook for SDRs Quiz of Coursera and grab some premium knowledge with less effort. If this article really helped you in any way then make sure to share it with your friends on social media and let them also know about this amazing training. You can also check out our other course Answers. So, be with us guys we will share a lot more free courses and their exam/quiz solutions also, and follow our Techno-RJ Blog for more updates.

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