Sales Training: Techniques for a Human-Centric Sales Process

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Sales Training: Techniques for a Human-Centric Sales Process

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

Instructor: Kyle Jepson

29,495 already enrolled

Included with

6 modules

Gain insight into a topic and learn the fundamentals.

540 reviews

Beginner level

No prior experience required

Flexible schedule

2 weeks at 10 hours a week

Learn at your own pace

98%

Most learners liked this course

6 modules

Gain insight into a topic and learn the fundamentals.

540 reviews

Beginner level

No prior experience required

Flexible schedule

2 weeks at 10 hours a week

Learn at your own pace

98%

Most learners liked this course

Skills you'll gain

Category: Sales Strategy
Category: General Sales Practices
Category: Business Writing
Category: Planning
Category: Value Propositions
Category: Sales Process
Category: Booking (Sales)
Category: Lead Generation
Category: Sales
Category: Customer Relationship Management
Category: Prospecting and Qualification
Category: Selling Techniques
Category: Negotiation
Category: Overcoming Objections
Category: Closing (Sales)
Category: Sales Prospecting

Tools you'll learn

Category: HubSpot CRM
Category: Customer Relationship Management (CRM) Software
Category: LinkedIn

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

6 assignments

Taught in English

Build your subject-matter expertise

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

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 6 modules in 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.

In this module, we'll introduce the course, what you can expect, and the importance of being able to sell.

What's included

2 videos2 readings1 discussion prompt

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.

What's included

5 videos7 readings3 assignments3 discussion prompts

5 videosTotal 19 minutes

Determine Your Target Persona3 minutes
How to Prospect on Google3 minutes
How to Prospect on Social Media aka Social Selling4 minutes
How to Prospect at Networking Events3 minutes
Inbound Marketing for Salespeople5 minutes

7 readingsTotal 125 minutes

8 Little-Known Ways to Find New Prospects on LinkedIn10 minutes
How to Create Detailed Buyer Personas for Your Business30 minutes
How to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections20 minutes
A Minute-By-Minute Breakdown of How I Navigate Networking Conversations15 minutes
Buyer Persona Resources10 minutes
Create a CRM Account and Adding a Contact10 minutes
Prospecting on Google Maps and LinkedIn30 minutes

3 assignmentsTotal 45 minutes

Prospecting Fundamentals30 minutes
The Hybrid Salesperson10 minutes
Why a CRM?5 minutes

3 discussion promptsTotal 30 minutes

Write a LinkedIn Update10 minutes
Write a LinkedIn Post10 minutes
Create a Target Persona10 minutes

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.

What's included

6 videos5 readings1 assignment3 discussion prompts

6 videosTotal 20 minutes

Meet Rob Malta1 minute
How to Filter for High Quality Prospects4 minutes
Book a Meeting with High Quality Prospects2 minutes
A Formula to Write Bulletproof Emails2 minutes
What’s Your Value Proposition?2 minutes
Create an Sequence of Emails for Automated Follow Up8 minutes

5 readingsTotal 100 minutes

How to Write Networking Emails That People Can't Ignore40 minutes
Company Research Tools10 minutes
Prospecting Email Templates10 minutes
Researching for High Quality Prospects30 minutes
Top-down or bottom-up?10 minutes

1 assignmentTotal 30 minutes

Booking Meetings, Value Propositions, and Writing Effective Emails30 minutes

3 discussion promptsTotal 30 minutes

Create Your First Email Template10 minutes
Create Your Value Proposition10 minutes
Create Your Own Email Sequence10 minutes

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.

What's included

6 videos4 readings1 assignment1 discussion prompt

6 videosTotal 14 minutes

Meet Jill Fratianne1 minute
Preparing for the Call3 minutes
The Exploratory Call is the New Closing Call4 minutes
Scripts and Phrases for the Exploratory Call2 minutes
Follow Up Calls2 minutes
The Other Side - Personal Branding1 minute

4 readingsTotal 120 minutes

GPCT: A New Framework for Qualifying Prospects30 minutes
The Ultimate List of Sales Exploratory Call Questions20 minutes
Exploratory Call Checklist10 minutes
Improve Your Personal Branding60 minutes

1 assignmentTotal 30 minutes

Effectively Qualifying Your Prospects30 minutes

1 discussion promptTotal 30 minutes

Research Your Prospect30 minutes

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.

What's included

5 videos5 readings1 assignment2 discussion prompts

5 videosTotal 20 minutes

Meet Brian Signorelli1 minute
How do you know it’s time to close?2 minutes
Prepare for the Closing Call5 minutes
3 Closing Techniques6 minutes
Do’s and Don’ts of Negotiation6 minutes

5 readingsTotal 160 minutes

How to Close a Sales Deal on the Phone: 9 Steps20 minutes
Closing Techniques Reference Material10 minutes
Negotiation Reference Sheet10 minutes
Practice the Closing Techniques60 minutes
Practice Negotiation Techniques60 minutes

1 assignmentTotal 30 minutes

Negotiation, Objection Handling, and Closing30 minutes

2 discussion promptsTotal 20 minutes

Reflection on Closing Practice10 minutes
Reflection on Negotiation Practice10 minutes

What's included

1 video1 reading

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructor

Instructor ratings

(116 ratings)

Kyle Jepson

HubSpot Academy

8 Courses77,033 learners

Offered by

HubSpot Academy

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Learner reviews

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Showing 3 of 540

Reviewed on Aug 15, 2018

This is a solid, step-by-step, approach to the basics of the sales process. Gives me great confidence!

Reviewed on Sep 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.

Reviewed on Aug 16, 2025

Great tips for any business that you may want and how to develop yourself even if you are on the other end, being the prospector!

Frequently asked questions

To access course materials, assignments, and earn a Certificate, you'll need to purchase the Certificate experience when you enroll in a course. Eligible learners may also have the option to start with a Free Trial. Some courses may also offer a Full Course, No Certificate option. This lets you access course materials, submit required assessments, and receive a final grade, but you won't be able to earn or purchase a Certificate.

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.

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.