This course is part of the HubSpot Sales Representative Professional Certificate

Rachel Sheldon

Offered By

HubSpot Sales Representative Professional CertificateHubSpot Academy

About this Course

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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.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 2 of 5 in the

HubSpot Sales Representative Professional Certificate

Beginner Level

Learners don't need to have any experience in sales, but should have basic internet navigation skills and be eager to participate.

Approx. 20 hours to complete

English

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What you will learn

How to develop an inbound sales strategy that uses social selling
How to identify and connect with inbound leads using an outreach sequence
How to create a personalized sales presentation that answers your prospects’ questions and motivates them to move forward with buying

Skills you will gain

Outreach Sequence
Social Selling
Customer Experience
Inside Sales
Sales Presentation

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 2 of 5 in the

HubSpot Sales Representative Professional Certificate

Beginner Level

Learners don't need to have any experience in sales, but should have basic internet navigation skills and be eager to participate.

Approx. 20 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Rachel Sheldon

938 Learners

2 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/.

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Syllabus - What you will learn from this course

Week1

Week 1

3 hours to complete

Introduction to Inbound Sales

3 hours to complete

9 videos (Total 34 min), 5 readings, 2 quizzes

9 videos

Introduction to the Program5mCourse Introduction Video3mAbout the Projects in This Course49sCareers in Sales and Customer Relationship Management5mWeekly Introduction: Inbound Sales45sWhy Inbound Sales3mThe Buyer's Journey4mAdopting an Inbound Sales Strategy9mWeekly Review: Introduction to Inbound Sales37s

5 readings

Course Syllabus10mHow to Be Successful in this Course20mWhat Is Inbound Sales?10mEvaluating the Buyer's Journey10mInbound Sales: Transforming the Way You Sell30m

2 practice exercises

Practice Quiz: Introduction to Inbound Sales15mGraded Quiz: Introduction to Inbound Sales30m

Week2

Week 2

3 hours to complete

Identify: Finding and Profiling Active Buyers

This week you will take an in-depth look at the first phase of inbound sales, Identify. You will learn how to create a buyer persona for your ideal prospect. You will also learn how to identify and profile active buyers and prioritize these leads. You will complete the exercise Creating Your Ideal Customer Profile, which is the first part of the project you will turn in at the end of this course.

3 hours to complete

7 videos (Total 30 min), 3 readings, 4 quizzes

7 videos

Weekly Introduction: Identify35sWhy Is the Identify Phase Important in Inbound Sales?3mDefining a Good Fit Prospect8mListening for Active Buyers7mUsing Social Selling to Identify Active Buyers6mEnrich Leads with Buyer Context2mWeekly Review: Identify33s

3 readings

How to Create Detailed Buyer Personas for Your Business20mA Buyer Persona Template10mTypes of Trigger Events and How to Track Them30m

4 practice exercises

Practice Quiz: Develop a Customer Profile and Buyer Persona15mPractice Quiz: Identify and Prioritize Active Buyers15mExercise: Creating Your Ideal Customer Profile40mGraded Quiz: Identify: Finding and Profiling Active Buyers30m

Week3

Week 3

4 hours to complete

Connect: Connecting with Leads

4 hours to complete

8 videos (Total 33 min), 4 readings, 4 quizzes

8 videos

Weekly Introduction: Connect30sWhy Do You Need to Personalize Your Outreach?2mConnecting with Inbound Leads7mConnecting with Leads Based on Trigger Events and Common Connections5mFind a Sequence of Helpful Ways to Reach out to Leads10mAutomating Outreach with Technology3mTransition to the Explore Phase2mWeekly Review: Connect33s

4 readings

How to Make the Best Follow-up Sales Calls20m10 Sales Call Templates for Outreach30mCustomer Relationship Management with Hubspot30mEmail Templates for Different Phases in your Outreach20m

4 practice exercises

Practice Quiz: How to Reach out and Connect with Leads15mPractice Quiz: Create an Outreach Sequence15mExercise: Connecting with Leads through Email40mGraded Quiz: Connecting with Leads30m

Week4

Week 4

5 hours to complete

Explore: Use a Qualification Framework to Move Prospects to Action

This week you’ll dive into the Explore phase of inbound sales. You’ll learn how to use a qualification framework to identify a prospect’s challenges, goals, timeline, and more to determine if your product is a good fit for them. You’ll learn how to use these qualifications to motivate your prospect to take action in the sale. You’ll also complete the third exercise for your final project, Use a Qualification Framework to Move Prospects to Action.

5 hours to complete

7 videos (Total 31 min), 7 readings, 5 quizzes

7 videos

Weekly Introduction: Explore43sWhy Do You Need a Qualification Framework?3mStarting an Exploratory Call5mExploring a Prospect's Challenges, Goals and Plans5mMotivating a Prospect to Take Action5mProfile a Prospect's Budget and Authority and Ending an Exploratory Call9mWeekly Review: Explore37s

7 readings

The CGP, TCI, BA framework15mHow to Build Rapport with Prospects25mA Guide to Active Listening30mIdentify Your Prospect's Needs15mSolution Based Selling30mAn Exploratory Call Recap Email Example20mQuestions to Guide Your CGP, TCI, BA Prospect Discussion10m

5 practice exercises

Practice Quiz: Identify Your Prospect's Challenges, Goals and Plans15mPractice Quiz: Understand a Prospect's TCI15mPractice Quiz: Profile a Prospect's Budget and Authority15mExercise: Use a Qualification Framework to Move Prospects to Action40mGraded Quiz: Use a Qualification Framework to Move Prospects to Action30m

About the HubSpot Sales Representative Professional Certificate

Whether you're completely new to sales and looking to start a new career, or you want to grow in your current sales role, this five-course career training program from the inbound sales experts at HubSpot can help you reach your career goals.

You’ll start by learning the basics of sales enablement and how sales and marketing teams can collaborate to create and keep relationships with their targeted buyers. You’ll develop data-driven sales goals and influential content to enable you to achieve those goals. The skills you get through the program will teach you the fundamental skills employers are looking for when hiring for entry level sales roles, including how to generate, connect with, and manage leads. You’ll learn to analyze the effectiveness of your sales tactics and the success of your customer service with data and reporting using HubSpot’s CRM software. This program will prepare you for your next role with hands-on projects that will apply your new skills, and you’ll create a portfolio to present to potential employers when interviewing for your next role. You’ll get real experience with HubSpot’s CRM Software and learn sales best practices. You’ll earn a Professional Certificate when you graduate, and you’ll also be able to take the free HubSpot certification exams throughout the program, to help your resume stand out. Start preparing for a new career in sales or customer relationship management. Enroll today!

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 Certificate?
When you enroll in the course, you get access to all of the courses in the Certificate, 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.
What is the refund policy?
If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.

More questions? Visit the Learner Help Center.

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