Course 4 Outline
Boosting
Productivity through
the Tech Stack
Welcome to SV Academy
Course 4
Overview
SV Academy Sales Development Courses support diverse job
seekers with the education and practical experience to
succeed within their first year as an entry-level Sales
Development Representative (SDR) and beyond.
Outcomes
● An entry-level SDR role in a fast-paced tech company
● Mindset, knowledge, and skills for fast promotion
● High-caliber community of alumni and senior industry mentors
● Interview readiness skills
Course Description
This course demonstrates how to enhance productivity by implementing tech tools that streamline your SDR workflow. You’ll be
introduced to a variety of best-in-class sales software that will help you achieve the most optimal results — every time. By the
end of the course, you’ll feel confident in formulating bulletproof outreach strategies in order to engage with prospective
customers.
Course 4 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.
Prerequisites
● 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
● Successful completion of the previous courses in this training
Course Assessments
● 1 peer review assignment (20%) = 20%
● 4 graded quizzes (20% each) = 80%
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 2
Keys to Your Success
Our Mission
SV Academy's mission is to give you rocket fuel to start your career in tech, so you’re on a faster path to
becoming a leader in Silicon Valley. We want to give you every advantage possible to being valued by
the industry as a high potential, high performer. It's your responsibility to set a high bar for yourself.
It's our responsibility to help keep you there.
You Aim for Excellence
Quality matters. Every video, written submission, email, project, and quiz must be done with
meticulous attention to detail and thought. This type of quality goes above and beyond what many
academic institutions deem worthy. Your work shows that you have thoroughly examined every
possibility and perspective. In the workplace, you will be seen by managers as top-performers who
produce the best work on the team.
You Have a Learner's Disposition
If you're not making mistakes, you're not growing. You are aware that if you avoid challenges, you
are depriving your mind of opportunities for growth. You are aware that the best way to develop your
capabilities is to seek out challenges and ask for feedback. You take feedback seriously and you ensure
that you fully understand what you need to do to strengthen your outputs. You are capable of
excellence and you have what it takes. Take risks, get out of your comfort zone, and stretch your mind
like you never imagined possible. In the workplace, the right managers will reward you for making
mistakes because they'll know you set bigger goals than everyone else and learn fast.
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 3
You Exude Professionalism
Professionals get the job done. You are reliable and keep your promises. If circumstances arise that
prevent you from delivering on your promises, you manage expectations up front, and you do your
best to make the situation right. Professionals don't make excuses but focus on finding solutions.
You are accountable for your thoughts, words, and actions, especially when you've made a mistake.
This personal accountability is closely tied to honesty and integrity, and it's a vital element of
professionalism.
You Prioritize Personal Development
You sense the emotional needs of others. You're able to give clients and coworkers what they need
because you know how to listen actively and observe what's happening. In order for you to quickly rise
through the ranks in your career, you need to develop your emotional intelligence. This means you
have a hunger to grow. You are willing to get vulnerable, accept and listen to difficult feedback, and
increase your sense of empathy in order to connect with all walks of life. This is one of the hardest
competencies to master and one of the most powerful ways to differentiate yourself in the workplace,
as someone every manager wants to have on their team.
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 4
Course 4 Outline
Module 1: Tech Tool Basics for Sales Development
Learning objective: Examine and navigate the tech stack and stay up-to-date
on the latest tech tools used in the tech sales workforce
Lesson 0: I ntroduction to Course
Learning objective: Introduce the course
Lesson 1: T
urbocharging the Workflow Through Tech
Learning objective: Understand how tech tools are used across the workflow to inform decisions
and generate interest from prospects
Lesson 2: Keeping Up With The Evolving Tech Stack
Learning objective: Adapt to ever-evolving tech stack by staying up to date with newly released tools
Lesson 3: Becoming Savvy and Skilful With Tech Tools
Learning Objective: Recognize the need for resourcefulness and creative problem-solving when using tech tools
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 5
Module 2: Ground Your Workflow With Salesforce.com
Learning objective: Understand the basic principles of customer relation management (CRM) tools
and how to use them effectively as part of your workflow
Lesson 1: U
nderstanding Basic Principles of Customer Relationship Management (CRM) Tools
Learning objective: Identify the basic principles for CRM tools that support automation and management
of the customer lifecycle
Lesson 2: U
sing CRM Tools Like a Pro
Learning objective: Use CRM software skills to organize different lead views, provide updates to an account,
and complete effective handoff to Account Executive
Lesson 3: P
racticing with Salesforce.com
Learning objective: Practice with Salesforce.com to complete day-to-day tasks in the SDR workflow
Module 3: Optimize Your Workflow With Sales Intelligence Tools
Learning objective: Use sales intelligence tools to find prospects and optimize your workflow
Lesson 1: U
nderstanding the Basic Principles of Data Enrichment Tools
Learning objective: Identify the basic principles for data enrichment that support effective outreach to the target prospect
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 6
Lesson 2: U
sing Data Enrichment Tools Like a Pro
Learning objective: Use data enrichment skills to find high-quality leads, contact information
and implement leads directly into a CRM system
Lesson 3: Understanding Basic Principles of Calling Tools
Learning objective: Identify the basic principles for calling and call-analysis tools that support effective outreach
Lesson 4: Finding prospect information with LinkedIn Sales Navigator
Learning objective: Practice with LinkedIn Sales Navigator to complete day-to-day tasks in the SDR workflow
Module 4: Strategize, Interact, and Track With Sales Engagement Tools
Learning objective: Formulate bulletproof outreach strategies to engage with prospective customers
Lesson 1: C
onducting Outreach Using Sales Engagement Tools
Learning objective: Identify the basic principles for outreach supported by sales engagement tools
Lesson 2: U
sing Sales Engagement Tools Like a Pro
Learning objective: Use sales engagement tools to build, track and optimize a multi-channel,
multi-touch outreach campaign
Lesson 3: Practicing with SalesLoft
Learning objective: Practice with SalesLoft to complete day-to-day tasks in the SDR workflow
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 7
Module 5: Create Leverage with Social Media and Video Prospecting Tools
Learning objective: Apply the power of social media and video to find and connect with prospects
Lesson 1: Basic Principles of Social Selling Tools
Learning objective: Identify the basic principles of social selling tools that support
engaging conversations with your audience
Lesson 2: Using Social Selling Like a Pro
Learning objective: Use social selling tools to build and create strong messaging
Lesson 3: Practicing with LinkedIn InMail
Learning objective: Practice with LinkedIn InMail to complete day-to-day tasks in the SDR workflow
Lesson 4: Using Video Prospecting Tools Like a Pro
Learning objective: Using Video Prospecting Tools Like a Pro
Lesson 5: Practicing with Vidyard
Learning objective: Practice with Vidyard to complete day-to-day tasks in the SDR workflow
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 8
SDR Resource Lists
LinkedIn Resources
Sales Development Thought Sales and Marketing Thought Leaders LinkedIn Groups to Join
Leaders to Follow on LinkedIn to Follow on LinkedIn
Tito Bohrt – Must follow Gaetano Dinardi – Must follow Sales Hacker Community
Morgan J Ingram – Must follow Joan Foley Women 2.0
Trish Bertuzzi Allen Gannett B2B Sales, Marketing, Social Media &
Lead Generation
James Bawden Koka Sexton
Sam Nelson Lori Richardson
Keenan
John Barrows
Brian Burns
Richard Harris
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 9
Other: Podcasts, Blogs, & Books
Podcasts Blogs Books Slack Channel to Join
SDRLife Sales Hacker The Challenger Sale Sales Development
Community – Awesome cold
calling, email, social tips, etc.
The SDR Chronicles – An LinkedIn Sales Blog Question-Based Selling
absolute must follow
a16z Podcasts HubSpot Sales Blog Sales Development Playbook
Women in Sales Predictable Prospecting
Predictable Revenue
To Sell Is Human
Extreme Ownership
Fanatical Prospecting
The Goal
© SV Academy • Proprietary & Confidential (Track 1: SDR v1.1) sv.academy | 10
