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Inbound Sales
  • Level Foundation
  • Course by HubSpot Academy
  • Offered by

About

In this course, you will learn how to create a successful inbound sales strategy by connecting with and earning the attention of your most promising leads. After learning the basics of inbound sales and the buyer’s journey, you will learn how to develop your buyer persona as well as find and prioritize active buyers. You’ll discover how to reach out to these leads by creating and using an outreach sequence. Next, you will use qualification frameworks to profile and identify the details of your prospects, including their CGP, TCI, and BA. The course will culminate in you applying your new knowledge to design a personalized sales presentation and a multi-step project for developing an inbound sales strategy. By the end of this course you will be able to: • Describe the importance of inbound sales • Develop an inbound sales strategy • Create your ideal customer profile • Identify and prioritize inbound leads • Use social selling • Enrich leads • Connect with inbound leads • Reach out to inbound leads via phone or email • Use trigger events and common connections to connect to leads • Create outreach sequence • Use technology to automate parts of the outreach • Identify a prospect's challenges, goals and plans • Understand a prospect's timeline, consequences and implications • Profile a prospect's budget and authority • Create a personalized sales presentation Throughout the course, you will complete exercises that allow you to apply the skills you have learned in a practical way, such as creating a customer profile, writing emails to prospects, brainstorming a list of questions for a sales call, and creating a sales presentation. You will compile your work and submit it as a project at the end of the course. This course is intended for anyone interested in jumpstarting their career in sales - whether you’re changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started.

Modules

Introduction to the Program

    • 4 Videos
    • 2 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

4 Videos

  • Introduction to the Program
  • Course Introduction Video
  • About the Projects in This Course
  • Careers in Sales and Customer Relationship Management

2 Readings

  • Course Syllabus
  • How to Be Successful in this Course

Introduction to Inbound Sales

    • 5 Videos
    • 3 Readings
    • 1 Discussion
    • 2 Assignment
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2 Assignment

  • Practice Quiz: Introduction to Inbound Sales
  • Graded Quiz: Introduction to Inbound Sales

1 Discussions

  • What Makes Inbound Sales Different?

5 Videos

  • Weekly Introduction: Inbound Sales
  • Why Inbound Sales
  • The Buyer's Journey
  • Adopting an Inbound Sales Strategy
  • Weekly Review: Introduction to Inbound Sales

3 Readings

  • What Is Inbound Sales?
  • Evaluating the Buyer's Journey
  • Inbound Sales: Transforming the Way You Sell

Develop a Customer Profile and Buyer Persona

    • 3 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Develop a Customer Profile and Buyer Persona

3 Videos

  • Weekly Introduction: Identify
  • Why Is the Identify Phase Important in Inbound Sales?
  • Defining a Good Fit Prospect

2 Readings

  • How to Create Detailed Buyer Personas for Your Business
  • A Buyer Persona Template

Identify and Prioritize Active Buyers

    • 4 Videos
    • 1 Readings
    • 1 Discussion
    • 3 Assignment
Show info about module content

3 Assignment

  • Practice Quiz: Identify and Prioritize Active Buyers
  • Exercise: Creating Your Ideal Customer Profile
  • Graded Quiz: Identify: Finding and Profiling Active Buyers

1 Discussions

  • How Do You Identify Active Buyers

4 Videos

  • Listening for Active Buyers
  • Using Social Selling to Identify Active Buyers
  • Enrich Leads with Buyer Context
  • Weekly Review: Identify

1 Readings

  • Types of Trigger Events and How to Track Them

How to Reach out and Connect with Leads

    • 4 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: How to Reach out and Connect with Leads

1 Discussions

  • Overcoming Fear of Outreach

4 Videos

  • Weekly Introduction: Connect
  • Why Do You Need to Personalize Your Outreach?
  • Connecting with Inbound Leads
  • Connecting with Leads Based on Trigger Events and Common Connections

2 Readings

  • How to Make the Best Follow-up Sales Calls
  • 10 Sales Call Templates for Outreach

Create an Outreach Sequence

    • 4 Videos
    • 2 Readings
    • 3 Assignment
Show info about module content

3 Assignment

  • Practice Quiz: Create an Outreach Sequence
  • Exercise: Connecting with Leads through Email
  • Graded Quiz: Connecting with Leads

4 Videos

  • Find a Sequence of Helpful Ways to Reach out to Leads
  • Automating Outreach with Technology
  • Transition to the Explore Phase
  • Weekly Review: Connect

2 Readings

  • Customer Relationship Management with Hubspot
  • Email Templates for Different Phases in your Outreach

Identify your Prospect's Challenges, Goals and Plans

    • 4 Videos
    • 3 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Identify Your Prospect's Challenges, Goals and Plans

1 Discussions

  • How Do You Build Rapport with Leads?

4 Videos

  • Weekly Introduction: Explore
  • Why Do You Need a Qualification Framework?
  • Starting an Exploratory Call
  • Exploring a Prospect's Challenges, Goals and Plans

3 Readings

  • The CGP, TCI, BA framework
  • How to Build Rapport with Prospects
  • A Guide to Active Listening

Understand a Prospect's Timeline, Consequences and Implications

    • 1 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice Quiz: Understand a Prospect's TCI

1 Videos

  • Motivating a Prospect to Take Action

2 Readings

  • Identify Your Prospect's Needs
  • Solution Based Selling

Profile a Prospect's Budget and Authority

    • 2 Videos
    • 2 Readings
    • 1 Discussion
    • 3 Assignment
Show info about module content

3 Assignment

  • Practice Quiz: Profile a Prospect's Budget and Authority
  • Exercise: Use a Qualification Framework to Move Prospects to Action
  • Graded Quiz: Use a Qualification Framework to Move Prospects to Action

1 Discussions

  • How Do You Qualify Leads?

2 Videos

  • Profile a Prospect's Budget and Authority and Ending an Exploratory Call
  • Weekly Review: Explore

2 Readings

  • An Exploratory Call Recap Email Example
  • Questions to Guide Your CGP, TCI, BA Prospect Discussion

Creating a Personalized Sales Presentation

    • 3 Videos
    • 1 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: Creating a Personalized Sales Presentation

1 Discussions

  • How Do You Prep for a Sales Presentation?

3 Videos

  • Weekly Introduction: Advise
  • Why Should You Personalize Your Sales Presentations?
  • Creating a Personalized Sales Presentation

1 Readings

  • Sales Presentation Guidelines

Help your Prospect Achieve their Goals

    • 3 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice Quiz: Help Your Prospect Achieve Their Goals

3 Videos

  • Recapping What You've Learned from Previous Sales Conversations
  • Suggesting Ways to Achieve the Buyer's Goals
  • Helping the Buyer Make the Decision

2 Readings

  • The 1 to 10 Closing Technique
  • Inbound Sales Certification from HubSpot

Project: Inbound Sales in Practice

    • 2 Videos
    • 4 Readings
    • 1 PeerReview
Show info about module content

1 Peer Review

  • Project: Inbound Sales in Practice

2 Videos

  • Inbound Sales in Practice Project Overview
  • Congratulations!

4 Readings

  • Exercise: Inbound Sales in Practice Project Guidelines
  • Networking
  • Career Support Resources
  • How to Add Your Info to LinkedIn

Auto Summary

"Inbound Sales" is a foundational course by Coursera designed for aspiring sales professionals and those looking to enhance their current skills. Led by an expert instructor, it delves into creating effective inbound sales strategies, understanding buyer personas, and prioritizing leads. The course covers social selling, outreach techniques, and crafting personalized sales presentations. With practical exercises and a culminating project, learners can apply their knowledge in real-world scenarios. Available in Starter and Professional subscription options, this course is ideal for individuals seeking to jumpstart or advance their sales careers without needing prior experience.

Rachel Sheldon
Instructor

Rachel Sheldon