This course is part of the Sales Training for High Performing Teams Specialization

Kyle Jepson

Offered By

Sales Training for High Performing Teams SpecializationHubSpot Academy

About this Course

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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.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 1 of 4 in the

Sales Training for High Performing Teams Specialization

Flexible deadlines

Reset deadlines in accordance to your schedule.

Beginner Level

Approx. 10 hours to complete

English

Subtitles: French, Portuguese (Brazilian), Russian, English, Spanish

Skills you will gain

Sales StrategySalesCommunicationInbound Sales

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 1 of 4 in the

Sales Training for High Performing Teams Specialization

Flexible deadlines

Reset deadlines in accordance to your schedule.

Beginner Level

Approx. 10 hours to complete

English

Subtitles: French, Portuguese (Brazilian), Russian, English, Spanish

Instructor

Instructor rating

4.68/5 (82 Ratings)

Kyle Jepson

Inbound Sales Professor

27,952 Learners

4 Courses

Offered by

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/.

Syllabus - What you will learn from this course

Week

Week 1

6 hours to complete

Building Your Sales Career

In this module, you'll learn how to start your career in sales and learn the fundamentals of inside sales. If you're already in sales or managing a sales team, use this training with your team to help make sure everyone is on the same page.

6 hours to complete

11 videos (Total 72 min), 2 readings, 3 quizzes

11 videos

Why Should You Consider a Career in Sales3m

The Secret to Succeeding in Sales9m

Choosing a Sales Job9m

When You Land Your First Sales Job1m

Why Inbound Sales?7m

Adopting an Inbound Sales Strategy9m

Why is the Identify Phase Important in Inbound Sales?3m

Defining a "Good Fit" Prospect8m

Listening for Active Buyers7m

Using Social Selling to Identify Active Buyers6m

Enriching Leads With Buyer Context2m

2 readings

Welcome!20m

Additional Tips to Get a Job in Sales (Optional)1h

2 practice exercises

Inbound Sales Fundamentals20m

Prioritizing Active Buyers Over Passive Buyers20m

Week

Week 2

4 hours to complete

Selling With a Consultative Mindset

In this module, you'll learn how to take a personalized, contextual, well-researched approach to every conversation. If you're already in sales or managing a sales team, use this training with your team to help make sure everyone is on the same page.

4 hours to complete

14 videos (Total 89 min)

14 videos

Why Do You Need to Personalize Your Outreach?2m

Connecting With Inbound Leads7m

Connecting With Leads Based On Trigger Events and Common Connections5m

Moving to the Explore Phase15m

Why Do You Need a Qualification Framework?3m

Starting an Exploratory Call5m

Exploring a Prospect's Goals and Challenges5m

Motivating a Prospect to Take Action5m

Ending an Exploratory Call9m

Why Should You Personalize Your Sales Presentations?3m

Creating a Personalized Sales Presentation3m

Recapping What You've Learned from Previous Sales Conversations7m

Suggesting Ways to Achieve the Buyer's Goals4m

Helping the Buyer Make the Decision7m

3 practice exercises

Earning the Attention of Today's Empowered Buyer20m

Understanding the Buyer's Context20m

Delivering Personalized Sales Presentations20m

About the Sales Training for High Performing Teams Specialization

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.

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.
Will I earn university credit for completing the Course?
This Course doesn't carry university credit, but some universities may choose to accept Course Certificates for credit. Check with your institution to learn more. Online Degrees and Mastertrack™ Certificates on Coursera provide the opportunity to earn university credit.

More questions? Visit the Learner Help Center.

Sales Training: Building Your Sales Career