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Sales Training: Building Your Sales Career
  • Level Foundation
  • Duration 10 hours
  • Course by HubSpot Academy
  • Offered by

About

Whether you're thinking about a career in sales, just getting started at your new sales job, or managing entry level sales people, this course will provide you a valuable perspective on your sales career. You'll start out the course with an overview of what it takes to be successful in sales. It might surprise you. You'll learn why most people have it all wrong about sales! The following five lessons will cover the inbound sales methodology, a framework used by thousands of sales professionals to get started in sales. You'll learn the difference between active and passive buyers, and how to build relationships and earn their attention. You'll learn why understanding the buyer's context is imperative providing them solutions. In this course, you'll gain the fundamental knowledge required to be successful in sales. By investing your time in sales training, you're already ahead of the curve.

Modules

Welcome to the course!

    • 1 Readings
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1 Readings

  • Welcome!

Getting a Job in Sales

    • 4 Videos
    • 1 Readings
    • 1 PeerReview
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1 Peer Review

  • Your Sales Career Next Steps

4 Videos

  • Why Should You Consider a Career in Sales
  • The Secret to Succeeding in Sales
  • Choosing a Sales Job
  • When You Land Your First Sales Job

1 Readings

  • Additional Tips to Get a Job in Sales (Optional)

Inbound Sales Fundamentals

    • 2 Videos
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Inbound Sales Fundamentals

1 Discussions

  • Positive and negative sales experiences

2 Videos

  • Why Inbound Sales?
  • Adopting an Inbound Sales Strategy

Prioritizing Active Buyers Over Passive Buyers

    • 5 Videos
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Prioritizing Active Buyers Over Passive Buyers

1 Discussions

  • Who is your 'good fit' prospect?

5 Videos

  • Why is the Identify Phase Important in Inbound Sales?
  • Defining a "Good Fit" Prospect
  • Listening for Active Buyers
  • Using Social Selling to Identify Active Buyers
  • Enriching Leads With Buyer Context

Earning the Attention of Today's Empowered Buyer

    • 4 Videos
    • 1 Discussion
    • 1 Assignment
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1 Assignment

  • Earning the Attention of Today's Empowered Buyer

1 Discussions

  • Why personalize your outreach?

4 Videos

  • Why Do You Need to Personalize Your Outreach?
  • Connecting With Inbound Leads
  • Connecting With Leads Based On Trigger Events and Common Connections
  • Moving to the Explore Phase

Understanding the Buyer's Context

    • 5 Videos
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Understanding the Buyer's Context

1 Discussions

  • Why have a lead qualification framework?

5 Videos

  • Why Do You Need a Qualification Framework?
  • Starting an Exploratory Call
  • Exploring a Prospect's Goals and Challenges
  • Motivating a Prospect to Take Action
  • Ending an Exploratory Call

Delivering Personalized Sales Presentations

    • 5 Videos
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Delivering Personalized Sales Presentations

1 Discussions

  • Why personalize presentations?

5 Videos

  • Why Should You Personalize Your Sales Presentations?
  • Creating a Personalized Sales Presentation
  • Recapping What You've Learned from Previous Sales Conversations
  • Suggesting Ways to Achieve the Buyer's Goals
  • Helping the Buyer Make the Decision

Auto Summary

Discover the essentials of a successful sales career in this Coursera course, led by industry experts. Dive into the inbound sales methodology, understand buyer dynamics, and learn to build lasting relationships. Perfect for beginners and managers alike, this foundational course spans 600 minutes and offers Starter and Professional subscription options. Ideal for those eager to excel in the Business & Management domain.

Kyle Jepson
Instructor

Kyle Jepson