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Kyle Jepson
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.
Read more
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.
Read more
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/
Register for this course and see more details by visiting:
OpenCourser.com/course/7fwbd7/sales
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What's inside
Syllabus
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.
Read more
Syllabus
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.
Read more
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.
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.
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.
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.
Congrats!
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Focuses on developing an inbound sales approach, which aligns with modern sales techniques
Provides practical tips and advice for implementing an effective sales playbook
Covers key aspects of the sales process, including prospecting, qualifying, negotiation, and closing
Emphasizes building relationships with prospects throughout the sales process
Requires the use of external software and tools, which may incur additional costs
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Save Sales Training: Techniques for a Human-Centric Sales Process to your list so you can find it easily later:
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Reviews summary
High-quality sales training
Learners say this largely positive online sales course teaches valuable sales techniques for success. Reviewers praise the interactive assignments and practical tips that can be immediately applied in professional settings. Students especially appreciate the course's focus on human-centric sales and relationship management. Overall, learners found the instructors knowledgeable and engaging.
Features engaging assignments
"Thank you for this interesting and distinguished course"
"Yah this course is really good they have greatest trainer, resources which are provided during the course its great to be part of it"
"Me encantó. Es contundente y práctico. Presenta los conceptos y herramientas esenciales para iniciar con pie derecho una carrera en ventas"
Led by knowledgeable instructors
"Outstanding teaching on what for me was such an abstract concept as inbound sales."
"The Explanations are to the point and comprehensive."
"I absolutely loved the course from Hubspot. The Explanations are to the point and comprehensive."
Emphasizes human-centric sales techniques
"It serves what it says- Human-centric sales process."
"Es un buen curso, te enseña técnicas para poder acercarte a las personas y poder vender no enfocado al producto, sino a las personas, a la ayuda que tus conocimientos, productos o servicios pueden ayudarle."
Teaches practical sales techniques
"Great Course. Very practical tips for Sales Processes."
"very practical. highly recommended"
"It is a great and really practical course! I enjoyed!"
Provides immediately applicable skills
"Excellent course, which takes you through all the different steps of the sales process. The training material was professional providing practical examples."
"I have learnt a lot from this course, earlier I used to think that sales is not much of importance than marketing but this course not only explains the techniques of a salesperson but also explains the etiquette one should apply in their professional life."
"This course is great even if you are a complete beginner in the sales field. It helps you not only in acquiring a sales job but also diversifying your self-employed career by effective techniques of prospecting, follow up, and closing."
Activities
Be better prepared
before
your course. Deepen your understanding
during
and
after
it. Supplement your coursework and achieve mastery of the topics covered
in Sales Training: Techniques for a Human-Centric Sales Process with these
activities:
Review active listening techniques
Show steps
Sharpen your ability to listen attentively and understand customer needs, which is crucial for effective sales conversations.
Browse courses on
Active Listening
Show steps
-
Read articles or watch videos on active listening
-
Practice active listening in everyday conversations
Follow LinkedIn Sales Navigator tutorials
Show steps
Enhance your prospecting skills by mastering the features and techniques of LinkedIn Sales Navigator.
Show steps
-
Create a LinkedIn Sales Navigator account
-
Complete the LinkedIn Sales Navigator tutorials
-
Apply the techniques you've learned to your own sales prospecting
Practice mock sales calls
Show steps
Simulate real-world sales scenarios to improve your ability to handle objections and close deals.
Browse courses on
Sales Techniques
Show steps
-
Identify a potential customer
-
Research the customer's needs
-
Prepare a sales pitch
-
Role-play the sales call
-
Analyze your performance and identify areas for improvement
Three other activities
Expand to see all activities and additional details
Show all six activities
Review the book 'SPIN Selling' by Neil Rackham
Show steps
Enhance your understanding of the SPIN selling method and how to effectively ask questions to uncover customer needs and pain points.
View
Oogata shōdan o seiyaku ni michibiku SPIN...
on Amazon
Show steps
-
Purchase or borrow the book 'SPIN Selling'
-
Read the book and take notes
-
Apply the SPIN selling techniques in your own sales conversations
Attend industry conferences and meetups
Show steps
Expand your professional network, connect with potential customers, and stay up-to-date on industry trends.
Show steps
-
Research upcoming industry events
-
Register and attend the events
-
Connect with attendees on LinkedIn
Volunteer at a non-profit organization
Show steps
Gain practical experience in沟通, negotiation, and building relationships by volunteering in a non-profit setting.
Show steps
-
Identify a non-profit organization that aligns with your interests
-
Contact the organization and inquire about volunteer opportunities
-
Commit to a regular volunteering schedule
-
Actively participate in the organization's activities and projects
Review active listening techniques
Show steps
Sharpen your ability to listen attentively and understand customer needs, which is crucial for effective sales conversations.
Browse courses on
Active Listening
Show steps
Show steps
Show steps
- Read articles or watch videos on active listening
- Practice active listening in everyday conversations
Follow LinkedIn Sales Navigator tutorials
Show steps
Enhance your prospecting skills by mastering the features and techniques of LinkedIn Sales Navigator.
Show steps
Show steps
Show steps
- Create a LinkedIn Sales Navigator account
- Complete the LinkedIn Sales Navigator tutorials
- Apply the techniques you've learned to your own sales prospecting
Practice mock sales calls
Show steps
Simulate real-world sales scenarios to improve your ability to handle objections and close deals.
Browse courses on
Sales Techniques
Show steps
Show steps
Show steps
- Identify a potential customer
- Research the customer's needs
- Prepare a sales pitch
- Role-play the sales call
- Analyze your performance and identify areas for improvement
Three other activities
Expand to see all activities and additional details
Show all six activities
Review the book 'SPIN Selling' by Neil Rackham
Show steps
Enhance your understanding of the SPIN selling method and how to effectively ask questions to uncover customer needs and pain points.
View
Oogata shōdan o seiyaku ni michibiku SPIN...
on Amazon
Show steps
Show steps
Show steps
- Purchase or borrow the book 'SPIN Selling'
- Read the book and take notes
- Apply the SPIN selling techniques in your own sales conversations
Attend industry conferences and meetups
Show steps
Expand your professional network, connect with potential customers, and stay up-to-date on industry trends.
Show steps
Show steps
Show steps
- Research upcoming industry events
- Register and attend the events
- Connect with attendees on LinkedIn
Volunteer at a non-profit organization
Show steps
Gain practical experience in沟通, negotiation, and building relationships by volunteering in a non-profit setting.
Show steps
Show steps
Show steps
- Identify a non-profit organization that aligns with your interests
- Contact the organization and inquire about volunteer opportunities
- Commit to a regular volunteering schedule
- Actively participate in the organization's activities and projects
Career center
Learners who complete Sales Training: Techniques for a Human-Centric Sales Process will develop knowledge and skills
that may be useful to these careers:
Business Development Representative
Business Development Representative
A Business Development Representative (BDR) is responsible for generating new leads and developing new business opportunities. This includes prospecting for new customers, qualifying leads, and scheduling appointments. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to generate leads and build relationships with potential customers.
Sales Trainer
Sales Trainer
A Sales Trainer is responsible for training and developing sales teams. This includes developing training programs, delivering training sessions, and coaching sales reps. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to create and deliver effective sales training programs.
Sales Enablement Manager
Sales Enablement Manager
A Sales Enablement Manager is responsible for developing and implementing sales enablement programs. This includes creating sales tools and resources, developing training programs, and coaching sales reps. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to create and implement effective sales enablement programs.
Customer Success Manager
Customer Success Manager
A Customer Success Manager is responsible for ensuring that customers are satisfied with their products or services. This includes providing onboarding support, training customers on how to use products, and resolving customer issues. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to build and maintain strong customer relationships.
Inside Sales Representative
Inside Sales Representative
An Inside Sales Representative (ISR) is responsible for selling products or services over the phone or email. This includes prospecting for new customers, qualifying leads, and closing deals. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to generate leads and close deals over the phone.
Key Account Manager
Key Account Manager
A Key Account Manager is responsible for managing relationships with a company's largest and most important customers. This includes providing personalized service, developing customized marketing campaigns, and negotiating contracts. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to build and maintain strong relationships with key customers.
Account Manager
Account Manager
An Account Manager is responsible for managing relationships with existing customers. This includes providing customer support, resolving issues, and upselling new products or services. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to build and maintain strong customer relationships.
Sales Consultant
Sales Consultant
A Sales Consultant provides advice and guidance to companies on how to improve their sales performance. This includes assessing sales processes, developing sales strategies, and providing training to sales teams. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to provide valuable advice and guidance to clients.
Channel Account Manager
Channel Account Manager
A Channel Account Manager is responsible for managing relationships with channel partners. This includes recruiting and onboarding new partners, developing marketing campaigns, and providing sales support. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to build and maintain strong relationships with channel partners.
Marketing Manager
Marketing Manager
A Marketing Manager is responsible for developing and executing marketing campaigns. This includes developing marketing strategies, creating marketing materials, and managing marketing budgets. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to create marketing campaigns that generate leads and drive sales.
Sales Engineer
Sales Engineer
A Sales Engineer is responsible for providing technical expertise to sales teams. This includes working with customers to understand their technical needs, developing and delivering sales presentations, and providing technical support. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to communicate effectively with customers and build strong relationships.
Salesforce Administrator
Salesforce Administrator
A Salesforce Administrator is responsible for managing and maintaining a company's Salesforce CRM system. This includes setting up user accounts, creating custom reports and dashboards, and providing training to users. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to manage a Salesforce CRM system effectively.
Sales Operations Analyst
Sales Operations Analyst
A Sales Operations Analyst is responsible for analyzing sales data and developing sales processes. This includes tracking sales performance, identifying trends, and making recommendations for improvements. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to analyze data and make informed decisions.
Sales Manager
Sales Manager
A Sales Manager is responsible for multiple aspects of a company's sales operations. This includes developing and executing sales strategies, managing a sales team, and forecasting and budgeting sales. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to lead and motivate a sales team.
Product Manager
Product Manager
A Product Manager is responsible for the development and management of a product or product line. This includes conducting market research, developing product specifications, and working with engineers to bring the product to market. The Sales Training: Techniques for a Human-Centric Sales Process course may be useful for someone in this role, as it can help them develop the skills needed to understand customer needs and develop products that meet those needs.
For more career information including salaries, visit:
OpenCourser.com/course/7fwbd7/sales
Reading list
We've selected 30 books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
Sales Training: Techniques for a Human-Centric Sales Process.
Save
Provides a comprehensive overview of the inbound sales methodology, which is the foundation of the course. It covers everything from attracting prospects to closing deals, and it's written by the co-founders of HubSpot, the company that pioneered the inbound approach.
Provides a step-by-step framework for building a high-performing sales team. It covers everything from setting goals to measuring results, and it's based on the author's experience as the former CRO of HubSpot.
Provides a proven sales methodology that focuses on asking the right questions to uncover customer needs and drive sales.
Save
Provides a practical guide to building a predictable sales pipeline. It covers everything from identifying your target market to closing deals, and it's based on the author's experience as the former VP of Sales at Salesforce.
Provides a comprehensive overview of the psychology of selling, covering topics such as motivation, persuasion, and negotiation. It valuable resource for anyone who wants to understand the human side of sales.
Save
Classic guide to sales techniques, including how to handle objections and close deals. It valuable resource for anyone who wants to improve their sales skills, particularly in the area of handling objections.
Outlines a system for generating predictable revenue through outbound sales.
Provides a new approach to sales that focuses on challenging the customer's assumptions and helping them see the value in your product or service. It's based on research from the authors, who are professors at the Wharton School of Business.
Save
Provides insights into the different types of salespeople and how to be more effective in sales. It valuable resource for anyone who wants to improve their sales skills and become a more effective salesperson.
Explores the psychological principles that influence sales success.
Provides practical advice on how to write effective sales letters. It valuable resource for anyone who wants to improve their sales copywriting skills.
Save
Provides a framework for asking questions that help you uncover your customer's needs and build a strong relationship with them. It's a classic work on sales that's still relevant today.
Provides practical advice on how to manage a sales team. It valuable resource for anyone who is responsible for managing a sales team.
Identifies the habits that differentiate top-performing salespeople from the rest.
Provides 25 sales secrets that can help learners improve their sales skills. It valuable resource for anyone who wants to improve their sales skills and become a more effective salesperson.
Provides a comprehensive guide to building a successful sales organization.
Comprehensive guide to sales that covers everything from prospecting to closing deals. It's written by a top sales expert and is full of practical advice and tips.
Provides a step-by-step guide to writing effective sales letters. It valuable resource for anyone who wants to improve their direct mail marketing campaigns.
Save
Provides a framework for automating your life and business, which can free up time to focus on sales.
Provides a collection of sales techniques from some of the world's most successful salespeople. It valuable resource for anyone who wants to learn from the best.
Save
Explores the science of habit formation, which can help you build better sales habits.
Concise guide to sales that covers the essential principles of selling success. It's written by a top sales expert and is full of practical advice and tips.
Save
Provides a unique perspective on sales, focusing on the importance of storytelling and building relationships. It valuable resource for anyone who wants to stand out from the competition.
Provides insights into the changing sales landscape and offers advice on how to adapt to the new rules of engagement. It valuable resource for anyone who wants to stay ahead of the curve.
Provides a scientific understanding of how persuasion works. It valuable resource for anyone who wants to learn how to influence others.
Provides insights into the psychology of selling and how to use it to your advantage. It's written by a top sales expert and is full of practical advice and tips.
Provides insights into the art of negotiation and how to use it to get what you want. It's written by a former FBI hostage negotiator and is full of practical advice and tips.
Provides a framework for escaping the traditional 9-to-5 job and creating a more flexible and fulfilling life. It's written by an entrepreneur and investor and is full of practical advice and tips.
Provides a framework for personal and professional success. It's written by a leadership expert and is full of practical advice and tips.
Save
Provides a framework for achieving success and happiness by making small, consistent changes in your life. It's written by a motivational speaker and is full of practical advice and tips.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/7fwbd7/sales
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Effort
4-5 hours/week
Level
Introductory
Via
Coursera
Institution
HubSpot Academy
Instructor
Kyle Jepson
Language
English
Transcripts
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آذربایجان دیلی
This course belongs to a
collection
called
Sales Training for High Performing Teams. It's comprised of four courses:
- Sales Training: Inbound Business Strategy
- Sales Training: Sales Team Management
- Sales Training: Techniques for a Human-Centric Sales Process (viewing)
- Sales Training: Building Your Sales Career
Good to know
Focuses on developing an inbound sales approach, which aligns with modern sales techniques
Provides practical tips and advice for implementing an effective sales playbook
Covers key aspects of the sales process, including prospecting, qualifying, negotiation, and closing
Emphasizes building relationships with prospects throughout the sales process
Requires the use of external software and tools, which may incur additional costs
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