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Sales Training: Techniques for a Human-Centric Sales Process
  • Level Foundation
  • المدة 15 ساعات hours
  • الطبع بواسطة HubSpot Academy
  • Offered by

عن

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/

الوحدات

Welcome!

    • 2 Videos
    • 1 Discussion
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1 Discussions

  • What's your purpose?

2 Videos

  • Welcome!
  • Everyone is a salesperson.

Resources

    • 2 Readings
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2 Readings

  • Why "To Sell Is Human" and We're All Salespeople
  • Course Overview

Lessons

    • 5 Videos
    • 2 Discussion
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2 Discussions

  • Write a LinkedIn Update
  • Write a LinkedIn Post

5 Videos

  • Determine Your Target Persona
  • How to Prospect on Google
  • How to Prospect on Social Media aka Social Selling
  • How to Prospect at Networking Events
  • Inbound Marketing for Salespeople

Readings

    • 4 Readings
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4 Readings

  • 8 Little-Known Ways to Find New Prospects on LinkedIn
  • How to Create Detailed Buyer Personas for Your Business
  • How to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections
  • A Minute-By-Minute Breakdown of How I Navigate Networking Conversations

Resources

    • 1 Readings
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1 Readings

  • Buyer Persona Resources

Activities

    • 2 Readings
    • 1 Discussion
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1 Discussions

  • Create a Target Persona

2 Readings

  • Create a CRM Account and Adding a Contact
  • Prospecting on Google Maps and LinkedIn

Quiz

    • 3 Assignment
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3 Assignment

  • Prospecting Fundamentals
  • The Hybrid Salesperson
  • Why a CRM?

Lectures

    • 6 Videos
    • 3 Discussion
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3 Discussions

  • Create Your First Email Template
  • Create Your Value Proposition
  • Create Your Own Email Sequence

6 Videos

  • Meet Rob Malta
  • How to Filter for High Quality Prospects
  • Book a Meeting with High Quality Prospects
  • A Formula to Write Bulletproof Emails
  • What’s Your Value Proposition?
  • Create an Sequence of Emails for Automated Follow Up

Readings

    • 1 Readings
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1 Readings

  • How to Write Networking Emails That People Can't Ignore

Resources

    • 2 Readings
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2 Readings

  • Company Research Tools
  • Prospecting Email Templates

Activities

    • 2 Readings
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2 Readings

  • Researching for High Quality Prospects
  • Top-down or bottom-up?

Quiz

    • 1 Assignment
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1 Assignment

  • Booking Meetings, Value Propositions, and Writing Effective Emails

Meet Jill Fratianne

    • 6 Videos
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6 Videos

  • Meet Jill Fratianne
  • Preparing for the Call
  • The Exploratory Call is the New Closing Call
  • Scripts and Phrases for the Exploratory Call
  • Follow Up Calls
  • The Other Side - Personal Branding

Readings

    • 2 Readings
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2 Readings

  • GPCT: A New Framework for Qualifying Prospects
  • The Ultimate List of Sales Exploratory Call Questions

Resources

    • 1 Readings
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1 Readings

  • Exploratory Call Checklist

Activities

    • 1 Readings
    • 1 Discussion
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1 Discussions

  • Research Your Prospect

1 Readings

  • Improve Your Personal Branding

Quiz

    • 1 Assignment
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1 Assignment

  • Effectively Qualifying Your Prospects

Meet Brian Signorelli

    • 5 Videos
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5 Videos

  • Meet Brian Signorelli
  • How do you know it’s time to close?
  • Prepare for the Closing Call
  • 3 Closing Techniques
  • Do’s and Don’ts of Negotiation

Readings

    • 1 Readings
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1 Readings

  • How to Close a Sales Deal on the Phone: 9 Steps

Resources

    • 2 Readings
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2 Readings

  • Closing Techniques Reference Material
  • Negotiation Reference Sheet

Activities

    • 2 Readings
    • 2 Discussion
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2 Discussions

  • Reflection on Closing Practice
  • Reflection on Negotiation Practice

2 Readings

  • Practice the Closing Techniques
  • Practice Negotiation Techniques

Quiz

    • 1 Assignment
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1 Assignment

  • Negotiation, Objection Handling, and Closing

You're Finished!

    • 1 Videos
    • 1 Readings
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1 Videos

  • You're Finished!

1 Readings

  • Apply to Work at HubSpot

Auto Summary

Explore "Sales Training: Techniques for a Human-Centric Sales Process" to master an inbound approach to sales focused on being helpful. Led by Coursera, this foundational course covers prospecting, qualifying prospects, booking meetings, handling objections, and closing deals. Ideal for aspiring sales professionals, it offers practical tips over a 900-minute duration. Available through Starter and Professional subscriptions, it requires free accounts on HubSpot Academy, LinkedIn, Gmail, and About.me.

Kyle Jepson
Instructor

Kyle Jepson