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/
Этот курс входит в специализацию ''Специализация Sales Training for High Performing Teams'
Sales Training: Techniques for a Human-Centric Sales Process
от партнера
Программа курса: что вы изучите
Неделя
1Techniques for a Human-Centric Sales Process.
In this module, we'll introduce the course, what you can expect, and the importance of being able to sell.
2 видео (всего 3 мин.), 2 материалов для самостоятельного изучения
2 материала для самостоятельного изучения
Why "To Sell Is Human" and We're All Salespeople25мин
Course Overview10мин
Неделя
2How To Find Businesses To Sell To
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.
5 видео (всего 19 мин.), 7 материалов для самостоятельного изучения, 3 тестов
5 видео
How to Prospect on Google3мин
How to Prospect on Social Media aka Social Selling4мин
How to Prospect at Networking Events3мин
Inbound Marketing for Salespeople5мин
7 материала для самостоятельного изучения
8 Little-Known Ways to Find New Prospects on LinkedIn10мин
How to Create Detailed Buyer Personas for Your Business30мин
How to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections20мин
A Minute-By-Minute Breakdown of How I Navigate Networking Conversations15мин
Buyer Persona Resources10мин
Create a CRM Account and Adding a Contact10мин
Prospecting on Google Maps and LinkedIn30мин
3 практического упражнения
Prospecting Fundamentals30мин
The Hybrid Salesperson10мин
Why a CRM?5мин
Неделя
3How to Book Meetings with Your Prospects
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.
6 видео (всего 20 мин.), 5 материалов для самостоятельного изучения, 1 тест
6 видео
Meet Rob Malta1мин
How to Filter for High Quality Prospects4мин
Book a Meeting with High Quality Prospects2мин
A Formula to Write Bulletproof Emails2мин
What’s Your Value Proposition?2мин
Create an Sequence of Emails for Automated Follow Up8мин
5 материала для самостоятельного изучения
How to Write Networking Emails That People Can't Ignore40мин
Company Research Tools10мин
Prospecting Email Templates10мин
Researching for High Quality Prospects30мин
Top-down or bottom-up?10мин
1 практическое упражнение
Booking Meetings, Value Propositions, and Writing Effective Emails20мин
Неделя
4Qualifying a Prospect Through Conversation
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.
6 видео (всего 14 мин.), 4 материалов для самостоятельного изучения, 1 тест
6 видео
Preparing for the Call2мин
The Exploratory Call is the New Closing Call4мин
Scripts and Phrases for the Exploratory Call2мин
Follow Up Calls1мин
The Other Side - Personal Branding1мин
4 материала для самостоятельного изучения
GPCT: A New Framework for Qualifying Prospects30мин
The Ultimate List of Sales Exploratory Call Questions20мин
Exploratory Call Checklist10мин
Improve Your Personal Brandingмин
1 практическое упражнение
Effectively Qualifying Your Prospects20мин
4.6
Лучшие рецензии
автор: TK•Mar 21st 2018
Very practical course with a lot of real life experiences. I found the suggestions and methods very useful especially as someone with a limited knowledge of sales.
автор: KP•Jul 12th 2018
Amazing content conveyed in a simple way throughout the course. One of the best courses I've come across in sales domain!
Преподаватель
Kyle Jepson
Inbound Sales ProfessorО HubSpot Academy
HubSpot Academy is the worldwide leader in inbound marketing, sales, and customer service/success education. Since 2012, HubSpot Academy has been on a mission to transform the way people and companies grow, offering online training for the digital age: courses, projects, certifications, and software training.
Now, HubSpot Academy's Inbound Certification has become the official badge of the inbound movement, with over 60,000 awarded annually. The online courses developed by Academy’s students and teachers are translated into four languages, and the award-winning certifications are completed by hundreds of people each day all over the world.
As HubSpot’s (NYSE: HUBS) official learning resource, HubSpot Academy aims to educate and inspire people everywhere, helping them learn how to market, sell, and grow an inbound business. Learn more at http://academy.hubspot.com/.
О специализации ''Sales Training for High Performing Teams'
This specialization is intended for sales professionals at any point in their career, whether they're just starting to apply for sales jobs or leading a global sales organization. Each course follows a sales career progression, from just getting started, to mastering sales, managing sales, and executing an overall business strategy. No matter where you are in your career, this specialization will give you a new perspective on what it's like to be a sales job seeker, individual contributor, manager, and executive.
Часто задаваемые вопросы
Когда я получу доступ к лекциям и заданиям?
Зарегистрировавшись на сертификацию, вы получите доступ ко всем видео, тестам и заданиям по программированию (если они предусмотрены). Задания по взаимной оценке сокурсниками можно сдавать и проверять только после начала сессии. Если вы проходите курс без оплаты, некоторые задания могут быть недоступны.
Что я получу, оформив подписку на специализацию?
Записавшись на курс, вы получите доступ ко всем курсам в специализации, а также возможность получить сертификат о его прохождении. После успешного прохождения курса на странице ваших достижений появится электронный сертификат. Оттуда его можно распечатать или прикрепить к профилю LinkedIn. Просто ознакомиться с содержанием курса можно бесплатно.
Какие правила возврата средств?
Можно ли получить финансовую помощь?
Остались вопросы? Посетите Центр поддержки учащихся.
Coursera делает лучшее в мире образование доступным каждому, предлагая онлайн-курсы от ведущих университетов и организаций.
© Coursera Inc., 2018 Все права защищены.
