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.
This course is part of the Sales Training for High Performing Teams Specialization
Offered By
Sales Training for High Performing Teams SpecializationHubSpot AcademyAbout this Course
30,398 recent views
Learner Career Outcomes
33%
started a new career after completing these courses
17%
got a tangible career benefit from this course
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 2 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 14 hours to complete
English
Subtitles: English, Romanian, Chinese (Simplified)
Skills you will gain
Sales StrategyNegotiationCustomerPlanning
Learner Career Outcomes
33%
started a new career after completing these courses
17%
got a tangible career benefit from this course
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 2 of 4 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Beginner Level
Approx. 14 hours to complete
English
Subtitles: English, Romanian, Chinese (Simplified)
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.
Syllabus - What you will learn from this course
1 hour to complete
Techniques 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.
1 hour to complete
2 videos (Total 3 min), 2 readings
2 readings
Why "To Sell Is Human" and We're All Salespeople25m
Course Overview10m
3 hours to complete
How 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.
3 hours to complete
5 videos (Total 19 min), 7 readings, 3 quizzes
5 videos
How to Prospect on Google3m
How to Prospect on Social Media aka Social Selling4m
How to Prospect at Networking Events3m
Inbound Marketing for Salespeople5m
7 readings
8 Little-Known Ways to Find New Prospects on LinkedIn10m
How to Create Detailed Buyer Personas for Your Business30m
How to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections20m
A Minute-By-Minute Breakdown of How I Navigate Networking Conversations15m
Buyer Persona Resources10m
Create a CRM Account and Adding a Contact10m
Prospecting on Google Maps and LinkedIn30m
3 practice exercises
Prospecting Fundamentals30m
The Hybrid Salesperson10m
Why a CRM?5m
3 hours to complete
How 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.
3 hours to complete
6 videos (Total 20 min), 5 readings, 1 quiz
6 videos
How to Filter for High Quality Prospects4m
Book a Meeting with High Quality Prospects2m
A Formula to Write Bulletproof Emails2m
What’s Your Value Proposition?2m
Create an Sequence of Emails for Automated Follow Up8m
5 readings
How to Write Networking Emails That People Can't Ignore40m
Company Research Tools10m
Prospecting Email Templates10m
Researching for High Quality Prospects30m
Top-down or bottom-up?10m
1 practice exercise
Booking Meetings, Value Propositions, and Writing Effective Emails20m
3 hours to complete
Qualifying 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.
3 hours to complete
6 videos (Total 14 min), 4 readings, 1 quiz
6 videos
Preparing for the Call2m
The Exploratory Call is the New Closing Call4m
Scripts and Phrases for the Exploratory Call2m
Follow Up Calls1m
The Other Side - Personal Branding1m
4 readings
GPCT: A New Framework for Qualifying Prospects30m
The Ultimate List of Sales Exploratory Call Questions20m
Exploratory Call Checklist10m
Improve Your Personal Branding1h
1 practice exercise
Effectively Qualifying Your Prospects20m
Reviews
TOP REVIEWS FROM SALES TRAINING: TECHNIQUES FOR A HUMAN-CENTRIC SALES PROCESS
by SSApr 6, 2020
my experience with coursera was amazing....thrilled as well with the insights being shared by the team will definitely recommend it to my colleagues as well...thanks
by TKMar 20, 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.
by SHApr 1, 2019
Provide detail standard sales process for newbie, either for professional. If it is possible, can you share further detail about several CRM & CRM standard.
by RMJun 16, 2020
Learned some new strategy and automation for better selling from this course and Thanks to Hubspot academy and the teachers of this course.
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.
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.
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.
More questions? Visit the Learner Help Center.
