Course Overview
This course will teach you an inbound approach to sales that focuses on being helpful, not salesy. By the end of this course, you'll be able to prospect for new business, qualify for high-quality prospects, book meetings with decision-makers, handle buyer's objections, and negotiate and close a deal. By following this process, you'll be able to jumpstart your career in sales with tactical tips and advice to run an effective sales playbook.
Free accounts you'll need to go through this course:
- HubSpot Academy: https://hubs.ly/H0dM-NY0
- LinkedIn: https://linkedin.com
- Gmail: https://google.com/mail/
- About.me: https://about.me/
In this module, we'll introduce the course, what you can expect, and the importance of being able to sell. Learning Objectives Syllabus
In this module, we'll introduce how to find businesses to sell to, referred to as prospecting. We'll cover basic prospecting techniques on Google, social media, networking events, and more passive prospecting through simple inbound marketing for salespeople. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.
Learning Objectives
- Generate prospects through Google search, social media, and inbound marketing.
- Get set up on HubSpot CRM to collect prospects.
- Identify prospecting tactics on Google and LinkedIn.
Syllabus
- 5 videos
- 5 reading material
- 3 Activities
- 1 quiz
In this module, you will learn how to filter for high-quality, good fit prospects. You'll do this by writing effective prospecting emails that communicate your value proposition to book meetings with prospects. We've provided further readings and resources to help you write better emails, activities for you to complete, and assessments to take.
Learning Objectives
- Find 2-3 high-quality prospects.
- Create a value proposition for your target persona.
- Write an initial outreach email sequence.
Syllabus
- 6 Videos
- 3 Readings
- 2 Activities
- 1 quiz
In this module, you're going to learn about the importance of the exploratory call and how that helps you further qualify your prospects through conversation. You'll get scripts and phrases to help you run the call and get the information you need while building a relationship with your prospects. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.
Learning Objectives
- Effectively plan for a prospecting call.
- Distinguish between an unqualified and a qualified good fit lead.
- Demonstrate each step in the GPCT methodology.
Syllabus
- 6 Videos
- 3 Readings
- 2 Activities
- 1 Quiz
In this module, you've nearly reached the end of the sales process and will learn how to handle objections, negotiate, and close the deal. You'll learn three closing techniques and the dos and don'ts of negotiation. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.
Learning Objectives
- Demonstrate knowledge of closing and negotiation tactics.
- Practice negotiation tactics in a simulation
- Practice closing techniques in a simulation.
Syllabus
- 5 Videos
- 3 Readings
- 2 Activities
- 1 Quiz