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Tiphaine Amblard
Este curso establece las habilidades y conocimientos necesarios para desarrollar una estrategia de habilitación de ventas impulsada por el marketing, para principiantes o para aquellos que buscan perfeccionar sus habilidades. Aprenderá los fundamentos de la habilitación de ventas y cómo lograr que su equipo de marketing y de ventas estén alineados bajo la misma estrategia y los mismos objetivos. Aprenderá formas de establecer la conexión con sus compradores y de utilizar el contenido como una herramienta de ventas eficaz. En este curso descubrirá herramientas de automatización que podrá utilizar en su estrategia de habilitación de ventas y le enseñará cómo permitir el éxito continuo del cliente después de una venta.
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Este curso establece las habilidades y conocimientos necesarios para desarrollar una estrategia de habilitación de ventas impulsada por el marketing, para principiantes o para aquellos que buscan perfeccionar sus habilidades. Aprenderá los fundamentos de la habilitación de ventas y cómo lograr que su equipo de marketing y de ventas estén alineados bajo la misma estrategia y los mismos objetivos. Aprenderá formas de establecer la conexión con sus compradores y de utilizar el contenido como una herramienta de ventas eficaz. En este curso descubrirá herramientas de automatización que podrá utilizar en su estrategia de habilitación de ventas y le enseñará cómo permitir el éxito continuo del cliente después de una venta.
Read more
Este curso establece las habilidades y conocimientos necesarios para desarrollar una estrategia de habilitación de ventas impulsada por el marketing, para principiantes o para aquellos que buscan perfeccionar sus habilidades. Aprenderá los fundamentos de la habilitación de ventas y cómo lograr que su equipo de marketing y de ventas estén alineados bajo la misma estrategia y los mismos objetivos. Aprenderá formas de establecer la conexión con sus compradores y de utilizar el contenido como una herramienta de ventas eficaz. En este curso descubrirá herramientas de automatización que podrá utilizar en su estrategia de habilitación de ventas y le enseñará cómo permitir el éxito continuo del cliente después de una venta.
Al final de este curso podrá:
• Describir qué es la habilitación de ventas y por qué es importante
• Crear una visión y un objetivo que puedan motivar y alinear a los equipos de ventas y de marketing
• Desarrollar un marco de calificación de clientes potenciales
• Crear un SLA
• Planificar y llevar a cabo reuniones de “smarketing” efectivas
• Identificar su público objetivo
• Desarrollar un perfil de comprador
• Utilizar el marco de tareas a realizar para entender a su comprador
• Crear un mensaje de bienvenida para conectar con su comprador
• Desarrollar una estrategia de contenido para aumentar la eficiencia y la velocidad de su equipo de ventas
• Planificar una iniciativa de creación de contenido para toda la empresa
• Crear contenido impactante
• Permitir el éxito continuo de los clientes
• Identificar las necesidades tecnológicas para la habilitación de ventas
• Desarrollar su estrategia tecnológica para la habilitación de ventas
Este curso le ayudará a construir una base sólida para desarrollar una estrategia de habilitación de ventas y trabajar eficazmente con sus equipos de ventas y de marketing. El curso está dirigido a cualquier persona interesada en impulsar su carrera profesional en el sector de las ventas, tanto si está cambiando de profesión y busca un puesto de nivel inicial como si desea perfeccionar las habilidades de su puesto actual como representante de ventas. No necesita tener conocimientos previos ni experiencia para empezar.
A lo largo del curso, realizará ejercicios que le permitirán aplicar las habilidades que ha aprendido de forma práctica, como evaluar un marco de calificación de clientes potenciales, planificar una reunión de “smarketing”, crear un perfil de comprador y escribir un correo electrónico a clientes potenciales. Compilará su trabajo y lo presentará como proyecto al final del curso.
Register for this course and see more details by visiting:
OpenCourser.com/course/94mx2o/habilitacion
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What's inside
Syllabus
Adoptar una mentalidad de habilitación de ventas
En la primera semana, se le presentará la importancia de la habilitación de ventas. Aprenderá a crear objetivos de ingresos motivadores para sus equipos de ventas y marketing y una red de calificación de clientes potenciales que puede ayudar a sus equipos a alcanzar esos objetivos. Al final de la semana realizará el primer ejercicio que formará parte de su proyecto final de curso.
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Syllabus
Adoptar una mentalidad de habilitación de ventas
En la primera semana, se le presentará la importancia de la habilitación de ventas. Aprenderá a crear objetivos de ingresos motivadores para sus equipos de ventas y marketing y una red de calificación de clientes potenciales que puede ayudar a sus equipos a alcanzar esos objetivos. Al final de la semana realizará el primer ejercicio que formará parte de su proyecto final de curso.
Read more
Gestión de la habilitación de ventas
Esta semana aprenderá cómo crear y utilizar un Acuerdo de nivel de servicio (SLA) para sus equipos de ventas y marketing. También aprenderá a planificar y dirigir reuniones eficaces y fluidas con el equipo de smarketing (ventas y marketing), y conocerá por qué son tan importantes para la habilitación de ventas. A lo largo de la semana completará dos ejercicios más para añadir a su proyecto final.
Cómo conectar con el comprador
Esta semana profundizaremos en quién es su comprador y cómo conectar con él. Aprenderá a desarrollar un perfil de comprador para saber a quién debe dirigirse. Comprenderá mejor a su comprador gracias al marco de tareas pendientes. También aprenderá a escribir una declaración de héroe para conectar toda la información sobre su comprador. Completará dos ejercicios más para su proyecto final.
Utilizar el contenido como herramienta de venta
En la Semana 4 aprenderá todo sobre el contenido y sobre cómo puede afectar su estrategia de ventas. Aprenderá a utilizar el contenido como herramienta de venta, a desarrollar una estrategia de contenido para su equipo y a organizar y motivar a su equipo para que cree contenido eficaz. También adquirirá habilidades valiosas para convertirse en un mejor escritor comercial. Practicará estas nuevas habilidades en otros dos ejercicios que formarán parte del proyecto final que entregará la semana próxima.
Habilitación continua después de la venta
En la última semana aprenderá estrategias para habilitar a sus clientes y garantizar su éxito.. Descubrirá la importancia de utilizar la tecnología para agilizar la habilitación de clientes y crear una estrategia sobre cómo utilizar la tecnología de manera eficaz. También tendrá la oportunidad de realizar el examen de Certificación de habilitación de ventas de HubSpot. La semana concluirá con su proyecto final, la culminación de todo el trabajo que ha realizado a lo largo del curso.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Enseña técnicas de marketing y ventas con foco en la habilitación de ventas, lo cual es estándar en el sector
Desarrolla estrategias y herramientas básicas para la habilitación de ventas
Profundiza en perfiles de compradores y estrategias de contenido para comprender y abordar a los clientes
Fortalece las habilidades de comunicación written que son esenciales para el éxito en ventas
El curso está diseñado para principiantes y aquellos que buscan mejorar sus competencias en habilitación de ventas
Save this course
Save Habilitación de ventas to your list so you can find it easily later:
Save
Save
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 Habilitación de ventas with these
activities:
Review Core Sales Concepts
Show steps
Brush up on the core concepts of sales, such as the sales cycle, different sales techniques, and customer relationship management (CRM), to prepare for the in-depth discussions in this course.
Show steps
-
Read through your old textbooks or notes on sales.
-
Watch online videos or tutorials that cover sales basics.
-
Attend a sales webinar or workshop.
Volunteer in Sales-Related Organizations
Show steps
Volunteer in sales-related organizations to gain practical experience, apply your skills, and make a positive impact on the community.
Show steps
-
Research sales-related organizations in your area.
-
Contact the organizations and inquire about volunteer opportunities.
-
Choose a role that aligns with your interests and skills.
-
Dedicate time to volunteer regularly.
Practice Sales Role-Playing
Show steps
Engage in role-playing exercises to practice your sales skills, identify areas for improvement, and build confidence in your abilities.
Show steps
-
Find a partner or group to practice with.
-
Develop scenarios that are relevant to your sales process.
-
Take turns playing the role of the salesperson and the customer.
-
Provide each other with feedback and constructive criticism.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Attend Industry Events
Show steps
Attend industry events to connect with other sales professionals, learn about the latest trends, and discover new strategies and techniques.
Show steps
-
Research upcoming industry events in your area.
-
Register for the events that align with your interests.
-
Prepare an elevator pitch to introduce yourself to others.
-
Follow up with the people you met after the event.
Join a Sales Enablement Community
Show steps
Connect with other sales enablement professionals through online communities, forums, or meetups to share ideas, learn from others, and stay up to date on industry trends.
Show steps
-
Search for sales enablement communities online.
-
Join relevant groups and forums.
-
Participate in discussions and ask questions.
-
Attend webinars and events hosted by the community.
Write a Blog Post on Sales Enablement
Show steps
Write a blog post that shares your insights on sales enablement, providing valuable information to other sales professionals.
Show steps
-
Choose a topic that you're knowledgeable about and that will be of interest to your audience.
-
Research the topic thoroughly and gather your thoughts.
-
Write a well-structured and engaging blog post.
-
Promote your blog post on social media and other channels.
Develop a Sales Enablement Plan
Show steps
Create a comprehensive sales enablement plan that outlines your goals, strategies, and tactics for improving sales performance.
Show steps
-
Define your sales enablement goals and objectives.
-
Assess your current sales enablement capabilities.
-
Develop a strategy to address the gaps and improve performance.
-
Create a detailed plan outlining the specific initiatives and actions that will be taken.
-
Monitor and evaluate the progress of your plan and make adjustments as needed.
Contribute to Open-Source Sales Enablement Tools
Show steps
Contribute to open-source sales enablement tools to enhance your technical skills, learn from others, and give back to the community.
Show steps
-
Identify open-source sales enablement projects that align with your interests.
-
Review the project documentation and contribute code.
-
Report bugs and suggest improvements.
-
Participate in community discussions and Q&A forums.
Review Core Sales Concepts
Show steps
Brush up on the core concepts of sales, such as the sales cycle, different sales techniques, and customer relationship management (CRM), to prepare for the in-depth discussions in this course.
Show steps
Show steps
Show steps
- Read through your old textbooks or notes on sales.
- Watch online videos or tutorials that cover sales basics.
- Attend a sales webinar or workshop.
Volunteer in Sales-Related Organizations
Show steps
Volunteer in sales-related organizations to gain practical experience, apply your skills, and make a positive impact on the community.
Show steps
Show steps
Show steps
- Research sales-related organizations in your area.
- Contact the organizations and inquire about volunteer opportunities.
- Choose a role that aligns with your interests and skills.
- Dedicate time to volunteer regularly.
Practice Sales Role-Playing
Show steps
Engage in role-playing exercises to practice your sales skills, identify areas for improvement, and build confidence in your abilities.
Show steps
Show steps
Show steps
- Find a partner or group to practice with.
- Develop scenarios that are relevant to your sales process.
- Take turns playing the role of the salesperson and the customer.
- Provide each other with feedback and constructive criticism.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Attend Industry Events
Show steps
Attend industry events to connect with other sales professionals, learn about the latest trends, and discover new strategies and techniques.
Show steps
Show steps
Show steps
- Research upcoming industry events in your area.
- Register for the events that align with your interests.
- Prepare an elevator pitch to introduce yourself to others.
- Follow up with the people you met after the event.
Join a Sales Enablement Community
Show steps
Connect with other sales enablement professionals through online communities, forums, or meetups to share ideas, learn from others, and stay up to date on industry trends.
Show steps
Show steps
Show steps
- Search for sales enablement communities online.
- Join relevant groups and forums.
- Participate in discussions and ask questions.
- Attend webinars and events hosted by the community.
Write a Blog Post on Sales Enablement
Show steps
Write a blog post that shares your insights on sales enablement, providing valuable information to other sales professionals.
Show steps
Show steps
Show steps
- Choose a topic that you're knowledgeable about and that will be of interest to your audience.
- Research the topic thoroughly and gather your thoughts.
- Write a well-structured and engaging blog post.
- Promote your blog post on social media and other channels.
Develop a Sales Enablement Plan
Show steps
Create a comprehensive sales enablement plan that outlines your goals, strategies, and tactics for improving sales performance.
Show steps
Show steps
Show steps
- Define your sales enablement goals and objectives.
- Assess your current sales enablement capabilities.
- Develop a strategy to address the gaps and improve performance.
- Create a detailed plan outlining the specific initiatives and actions that will be taken.
- Monitor and evaluate the progress of your plan and make adjustments as needed.
Contribute to Open-Source Sales Enablement Tools
Show steps
Contribute to open-source sales enablement tools to enhance your technical skills, learn from others, and give back to the community.
Show steps
Show steps
Show steps
- Identify open-source sales enablement projects that align with your interests.
- Review the project documentation and contribute code.
- Report bugs and suggest improvements.
- Participate in community discussions and Q&A forums.
Career center
Learners who complete Habilitación de ventas will develop knowledge and skills
that may be useful to these careers:
Sales Enablement Manager
Sales Enablement Manager
As a Sales Enablement Manager, you will lead the development and execution of sales enablement strategies for a team of sales representatives. You will use the concepts you learned in this course to ensure that every member of the sales organization has the resources, training, and support they need to effectively sell your company's products or services. This course will prepare you for this role by providing you with a deep understanding of how to create and execute successful sales enablement programs that help your team achieve their goals and contribute to the company's success as a whole.
Sales Analyst
Sales Analyst
Sales Analysts use data to analyze sales performance, identify trends, and make recommendations for improvement. This course will help you develop the skills you need to be a successful Sales Analyst by providing you with a deep understanding of sales data and how to use it to improve sales performance.
Salesforce Architect
Salesforce Architect
A Salesforce Architect designs, develops, and implements Salesforce solutions for clients and typically holds a certification in the Salesforce platform. The skills you will gain in this course will help you design and implement effective Salesforce solutions that enable sales teams to work more efficiently, make better decisions, and close more deals. This course will also help you build a strong foundation in the Salesforce platform, which is essential for a successful career as a Salesforce Architect.
Marketing Automation Specialist
Marketing Automation Specialist
Marketing Automation Specialists use software to automate marketing tasks such as sending emails, creating landing pages, and tracking customer data. The skills you will learn in this course will help you become a more effective Marketing Automation Specialist by providing you with a deep understanding of the principles of marketing automation. You will also learn how to use HubSpot's marketing automation tools to create automated campaigns that generate leads, nurture customers, and close deals.
Sales Manager
Sales Manager
As a Sales Manager, you will be responsible for developing and executing sales strategies, leading a team of sales representatives, and ensuring that the team achieves its goals. This course can help you become a more successful Sales Manager by providing you with a deep understanding of the principles of sales management and how to use them to lead your team to success.
Demand Generation Analyst
Demand Generation Analyst
Demand Generation Analysts are responsible for generating high-quality leads for a sales team, typically by deploying marketing campaigns. This course will help you develop the skills you need to be a successful Demand Generation Analyst by providing you with a deep understanding of how to create and execute effective marketing campaigns.
Content Marketing Manager
Content Marketing Manager
As a Content Marketing Manager, you will be responsible for planning, creating, and managing content that attracts and engages potential customers. This course will help you develop the skills you need to be a successful Content Marketing Manager by providing you with a deep understanding of content marketing principles and how to use them to create effective marketing campaigns.
Marketing Manager
Marketing Manager
As a Marketing Manager, you will be responsible for planning and executing marketing campaigns, managing marketing budgets, and developing marketing strategies. This course will help you develop the skills you need to be a successful Marketing Manager by providing you with a deep understanding of marketing principles and how to use them to lead successful marketing campaigns.
Growth Hacker
Growth Hacker
Growth Hackers use unconventional marketing techniques to drive growth for a company, typically by using technology. This course will help you develop the skills you need to be a successful Growth Hacker by providing you with a deep understanding of how to use creative and innovative marketing techniques to drive growth for your company.
Product Marketing Manager
Product Marketing Manager
Product Marketing Managers are responsible for developing and executing marketing strategies for a company's products or services. This course will help you develop the skills you need to be a successful Product Marketing Manager by providing you with a deep understanding of product marketing principles and how to use them to create successful marketing campaigns.
Business Development Manager
Business Development Manager
Business Development Managers are responsible for developing and executing sales strategies, identifying new business opportunities, and managing customer relationships. This course will help you develop the skills you need to be a successful Business Development Manager by providing you with a deep understanding of the principles of business development and how to use them to drive growth for your company.
User Experience Researcher
User Experience Researcher
User Experience Researchers are responsible for conducting user research to understand how users interact with a product or service. This course will help you develop the skills you need to be a successful User Experience Researcher by providing you with a deep understanding of user research principles and how to use them to conduct effective user research studies.
Product Manager
Product Manager
Product Managers are responsible for developing and executing product strategies for a company's products or services. This course will help you develop the skills you need to be a successful Product Manager by providing you with a deep understanding of product management principles and how to use them to create successful products.
Operations Manager
Operations Manager
Operations Managers are responsible for planning, implementing, and overseeing the day-to-day operations of a company. This course can help you develop the skills you need to be a successful Operations Manager by providing you with a deep understanding of operations management principles and how to use them to improve the efficiency and effectiveness of your company's operations.
Project Manager
Project Manager
Project Managers are responsible for planning, executing, and closing projects. This course may be helpful for Project Managers by providing them with a deeper understanding of sales enablement and how to use it to improve the effectiveness of their projects.
For more career information including salaries, visit:
OpenCourser.com/course/94mx2o/habilitacion
Reading list
We've selected nine 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
Habilitación de ventas.
Provides a practical framework for accelerating sales growth. It valuable resource for sales leaders and managers.
Save
Provides a practical framework for prospecting and lead generation. It valuable resource for sales professionals who want to improve their prospecting skills.
Provides a practical framework for developing and implementing a sales strategy that focuses on predictable revenue. It valuable resource for sales leaders and managers.
Save
Provides a practical framework for sales success. It valuable resource for sales professionals who want to improve their sales performance.
Provides a comprehensive overview of sales, including tips, techniques, and strategies. It valuable resource for anyone who wants to learn more about sales.
Save
Provides insights into the psychology of sales and offers tips and techniques for using psychology to improve sales performance.
Provides insights into the psychology of sales and offers a framework for developing a sales strategy that focuses on challenging customers and helping them make better decisions.
Provides a practical framework for developing and implementing a sales strategy that focuses on 12 key strategies. It valuable resource for sales leaders and managers.
Provides a sales methodology that focuses on asking the right questions to uncover customer needs and build rapport.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/94mx2o/habilitacion
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Effort
5 semanas de estudio, de 5 a 6 horas por semana.
Level
Introductory
Via
Coursera
Institution
HubSpot Academy
Instructor
Tiphaine Amblard
Language
Español
Transcript
English
This course belongs to a
collection
called
Representante de Ventas de HubSpot. It's comprised of five courses:
- Habilitación de ventas (viewing)
- Ventas entrantes
- Gestión de clientes potenciales con Hubspot
- Informes de ventas con HubSpot
- Gestión de ventas sin fricción
Good to know
Enseña técnicas de marketing y ventas con foco en la habilitación de ventas, lo cual es estándar en el sector
Desarrolla estrategias y herramientas básicas para la habilitación de ventas
Profundiza en perfiles de compradores y estrategias de contenido para comprender y abordar a los clientes
Fortalece las habilidades de comunicación written que son esenciales para el éxito en ventas
El curso está diseñado para principiantes y aquellos que buscan mejorar sus competencias en habilitación de ventas
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