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

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stars
402 ratings

Kyle Jepson

20,068 already enrolled

Offered By

Sales Training for High Performing Teams SpecializationHubSpot Academy

About this Course

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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/

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

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Coursera Labs

Includes hands on learning projects.

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Course 2 of 4 in the

Sales Training for High Performing Teams Specialization

Beginner Level

Approx. 14 hours to complete

English

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Skills you will gain

Sales Strategy
Negotiation
Customer
Planning

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.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 2 of 4 in the

Sales Training for High Performing Teams Specialization

Beginner Level

Approx. 14 hours to complete

English

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

Try Coursera for Business

Instructor

Instructor rating

4.68/5 (78 Ratings)

Kyle Jepson

Inbound Sales Professor

41,663 Learners

5 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

Content Rating97%(1,804 ratings)

Week1

Week 1

1 hour to complete

Techniques for a Human-Centric Sales Process.

1 hour to complete

2 videos (Total 3 min), 2 readings

Week2

Week 2

4 hours to complete

How To Find Businesses To Sell To

4 hours to complete

5 videos (Total 19 min), 7 readings, 3 quizzes

5 videos

Determine Your Target Persona3mHow to Prospect on Google3mHow to Prospect on Social Media aka Social Selling4mHow to Prospect at Networking Events3mInbound Marketing for Salespeople5m

7 readings

8 Little-Known Ways to Find New Prospects on LinkedIn10mHow to Create Detailed Buyer Personas for Your Business30mHow to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections20mA Minute-By-Minute Breakdown of How I Navigate Networking Conversations15mBuyer Persona Resources10mCreate a CRM Account and Adding a Contact10mProspecting on Google Maps and LinkedIn30m

3 practice exercises

Prospecting Fundamentals30mThe Hybrid Salesperson10mWhy a CRM?5m

Week3

Week 3

3 hours to complete

How to Book Meetings with Your Prospects

3 hours to complete

6 videos (Total 20 min), 5 readings, 1 quiz

6 videos

Meet Rob Malta1mHow to Filter for High Quality Prospects4mBook a Meeting with High Quality Prospects2mA Formula to Write Bulletproof Emails2mWhat’s Your Value Proposition?2mCreate an Sequence of Emails for Automated Follow Up8m

5 readings

How to Write Networking Emails That People Can't Ignore40mCompany Research Tools10mProspecting Email Templates10mResearching for High Quality Prospects30mTop-down or bottom-up?10m

1 practice exercise

Booking Meetings, Value Propositions, and Writing Effective Emails30m

Week4

Week 4

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

Meet Jill Fratianne1mPreparing for the Call2mThe Exploratory Call is the New Closing Call4mScripts and Phrases for the Exploratory Call2mFollow Up Calls1mThe Other Side - Personal Branding1m

4 readings

GPCT: A New Framework for Qualifying Prospects30mThe Ultimate List of Sales Exploratory Call Questions20mExploratory Call Checklist10mImprove Your Personal Branding1h

1 practice exercise

Effectively Qualifying Your Prospects30m

Reviews

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TOP REVIEWS FROM SALES TRAINING: TECHNIQUES FOR A HUMAN-CENTRIC SALES PROCESS

by MRJan 6, 2021

THIS COURSE IS GREAT! I HAVE LEARNED A LOT. THANKS TO COURSERA FOR MAKING IT POSSSIBLE .

by CLSep 18, 2020

The course was quite interesting, a lot of the scenarios I have experienced this year. The knowledge I have received from the various trainers I will take with me for a long time.

by ARMay 14, 2020

Yah this course is really good they have greatest trainer, resources which are provided during the course its great to be part of it

by SJApr 14, 2020

Really enjoyed the content and learned many new aspects of selling process. Course was in a structured format.

View all reviews

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. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Sales Training: Techniques for a Human-Centric Sales Process

About this Course

Skills you will gain