About this course: 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/
Who is this class for: This course is for people looking to kickstart their career in sales. You might be a year or two out of school, just got your first business-to-business (B2B) sales job, and want to improve your sales skills. If you don't yet have a job in sales but want to improve your skills, we'll give you an example business to use throughout the course.
Created by: HubSpot Academy
Taught by: Ellen Zehntner, Sales Manager
SalesTaught by: Jill Fratianne, Channel Sales Manager
SalesTaught by: Robert L. Malta, Senior Inbound Growth Specialist
SalesTaught by: Brian Signorelli, Director of Global Sales Partner Program
Sales
| Level | Beginner |
| Commitment | 4-5 hours/week |
| Language | English, Subtitles: Romanian, Chinese (Simplified) |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
Syllabus
WEEK 1
Welcome to the Sales Training Course by HubSpot: 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.
2 videos, 2 readings
- Discussion Prompt: What's your purpose?
- Video: Everyone is a salesperson.
- Reading: Why "To Sell Is Human" and We're All Salespeople
- Reading: Course Overview
WEEK 2
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.
5 videos, 7 readings
- Video: How to Prospect on Google
- Video: How to Prospect on Social Media aka Social Selling
- Discussion Prompt: Write a LinkedIn Update
- Video: How to Prospect at Networking Events
- Video: Inbound Marketing for Salespeople
- Discussion Prompt: Write a LinkedIn Post
- Reading: 8 Little-Known Ways to Find New Prospects on LinkedIn
- Reading: How to Create Detailed Buyer Personas for Your Business
- Reading: How to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections
- Reading: A Minute-By-Minute Breakdown of How I Navigate Networking Conversations
- Reading: Buyer Persona Resources
- Discussion Prompt: Create a Target Persona
- Reading: Create a CRM Account and Adding a Contact
- Reading: Prospecting on Google Maps and LinkedIn
Graded: Prospecting Fundamentals
Graded: The Hybrid Salesperson
Graded: Why a CRM?
WEEK 3
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.
6 videos, 5 readings
- Video: How to Filter for High Quality Prospects
- Video: Book a Meeting with High Quality Prospects
- Video: A Formula to Write Bulletproof Emails
- Discussion Prompt: Create Your First Email Template
- Video: What’s Your Value Proposition?
- Discussion Prompt: Create Your Value Proposition
- Video: Create an Sequence of Emails for Automated Follow Up
- Discussion Prompt: Create Your Own Email Sequence
- Reading: How to Write Networking Emails That People Can't Ignore
- Reading: Company Research Tools
- Reading: Prospecting Email Templates
- Reading: Researching for High Quality Prospects
- Reading: Top-down or bottom-up?
Graded: Booking Meetings, Value Propositions, and Writing Effective Emails
WEEK 4
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.
6 videos, 4 readings
- Video: Preparing for the Call
- Video: The Exploratory Call is the New Closing Call
- Video: Scripts and Phrases for the Exploratory Call
- Video: Follow Up Calls
- Video: The Other Side - Personal Branding
- Reading: GPCT: A New Framework for Qualifying Prospects
- Reading: The Ultimate List of Sales Exploratory Call Questions
- Reading: Exploratory Call Checklist
- Discussion Prompt: Research Your Prospect
- Reading: Improve Your Personal Branding
Graded: Effectively Qualifying Your Prospects
WEEK 5
Handle Objections and Close the Deal
In this module, you've nearly reached the end of the sales process and will learn how to handle objections, negotiate, and close the deal. You'll learn three closing techniques and the do's and don'ts of negotiation. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.
5 videos, 5 readings
- Video: How do you know it’s time to close?
- Video: Prepare for the Closing Call
- Video: 3 Closing Techniques
- Video: Do’s and Don’ts of Negotiation
- Reading: How to Close a Sales Deal on the Phone: 9 Steps
- Reading: Closing Techniques Reference Material
- Reading: Negotiation Reference Sheet
- Reading: Practice the Closing Techniques
- Discussion Prompt: Reflection on Closing Practice
- Reading: Practice Negotiation Techniques
- Discussion Prompt: Reflection on Negotiation Practice
Graded: Negotiation, Objection Handling, and Closing
WEEK 6
Congrats!
1 video, 1 reading
- Reading: Apply to Work at HubSpot
FAQs
How It Works
Coursework
Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.
Help from Your Peers
Connect with thousands of other learners and debate ideas, discuss course material, and get help mastering concepts.
Certificates
Earn official recognition for your work, and share your success with friends, colleagues, and employers.
Creators
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/.
Pricing
| Purchase Course | |
|---|---|
| Access to course materials | Available |
| Access to graded materials | Available |
| Receive a final grade | Available |
| Earn a shareable Course Certificate | Available |
Ratings and Reviews
Very usseful and practical
Really practical and easy to follow. The materials are genuinely helpful and simple to understand. This course was very accessible and I am recommending it to my friends who I think will gain a lot from it.
Excellent course! Very well explained. It gives you clarity and helpfull tips for all the sales process.
As feedback: I´d like to see more about how to present/pitch/demo the product and how to make the proposal.
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OD
Great Course!