What you'll learn
Learn how to research, prospect, manage, and close revenue generating opportunities.
prepare students for employment as an entry level business-to-business sales development representative.
Develop a working knowledge of the tools and technology needed to be successful in a sales role.
Gain exposure to the science behind selling and develop frameworks for a "sales" conversation.
Requirements
Anyone interested in growing sales or breaking into a professional business to business sales role
Description
This program is designed to teach you everything you need to know to succeed in a B-to-B sales role. Whether your goal is to become an SDR, BDR, or Account Executive, this program can help you get there.Here's what you will learn in this program:Learn where a career in sales can take you and develop skills to break into hot industries like SAAS, Fintech, and Ed-Tech.Gain knowledge of the tools and technology used in the tradeDevelop a working knowledge of the science behind persuasion and sellingCombine the fundamentals of selling with the Challenger Rep frameworkGet free access to placeable's premier job search bootcamp that will help you break into this exciting career pathTake control of your career and your incomeReading List:Although reading each publication is not required since we will be discussing the key concepts in this course, we highly recommend it. It would definitely reinforce many of things you will learn in this program.The Science of Selling, by David HoffeldThe Challenger Sale, by Matthew Dixon and Brent AdamsNew Sales Simplified, by Mike WeinbergFierce Conversations, by Susan ScottGive and Take, by Adam GrantBlink, by Malcom GladwellPredictive Revenue, by Aaron Ross and Marylou TylerSnap Selling, by Jill KonrathMindset, by Carol Dweck7 Habits of Highly Effective People, by Stephen Covey
Overview
Section 1: Introduction to the Program
Lecture 1 1.1 -- Welcome to B-to-B Sales!
Lecture 2 1.2 -- Overview of a Career in Sales
Lecture 3 1.3 -- The Sales Career Ladder
Lecture 4 1.4 -- Hot Industries for Sales Professionals
Lecture 5 1.5 -- Methodology, Schedule, and Coaching
Lecture 6 1.6 -- Mindset - What is your Default Setting?
Section 2: Tools and Technology
Lecture 7 2.1 -- Introduction to Lesson 2 -- Tools and Technology
Lecture 8 2.2 -- Foundational Tools - Part 1
Lecture 9 2.3 -- Foundational Tools - Part 2
Lecture 10 2.4 -- Outreach Tools - Part 1
Lecture 11 2.5 -- Outreach Tools - Part 2
Lecture 12 2.6 -- Marketing Tools
Lecture 13 2.7 -- Introduction to Sales Focused Technology
Lecture 14 2.8 -- The Customer Relationship Management System or CRM
Lecture 15 Demo 1 -- CRM Demonstration - An Overview
Lecture 16 Demo 2 -- CRM Demonstration -- Creating a Contact
Lecture 17 Demo 3 -- CRM Demonstration -- Logging Activity
Lecture 18 Demo 4 -- CRM Demonstration -- Building a Plan
Lecture 19 Demo 5 -- CRM Demonstration -- Managing the Pipeline
Lecture 20 2.9 -- Social Media -- Inbound Selling
Lecture 21 2.10 -- Social Media -- Personal Brand
Lecture 22 Demo 6 -- LinkedIn Demonstration
Lecture 23 2.11 -- Lead Sourcing Platforms
Lecture 24 Demo 7 -- Lead Sourcing Demonstration
Section 3: The Science Behind Persuasion and Selling
Lecture 25 3.1 -- Introduction to the Science Behind Persuasion and Selling
Lecture 26 3.2 -- A Primer on Persuasion
Lecture 27 3.3 -- Two Methods of Influence -- Covert Messaging
Lecture 28 3.4 -- Two Methods of Influence -- Overt Messaging
Lecture 29 3.5 -- The Buyer Persona
Lecture 30 3.6 -- The Jobs to Be Done Theory
Lecture 31 3.7 -- The Buyer's Journey
Lecture 32 3.8 -- The Buyer's Decision - Summing it Up
Lecture 33 3.9 -- Introduction to Hoffeld's 6 Whys
Lecture 34 3.10 -- The First 3 Whys
Lecture 35 3.11 -- A Primer on Competition
Lecture 36 3.12 -- A Last 3 Whys
Lecture 37 3.13 -- Hoffeld's 6 Whys -- A Recap
Lecture 38 3.14 -- Introduction to the Buyer's Emotional State
Lecture 39 3.15 -- Identifying the Buyer's Emotional State
Lecture 40 3.16 -- Changing the Buyer's Emotional State - Part 1
Lecture 41 3.17 -- Changing the Buyer's Emotional State - Part 2
Lecture 42 3.18 -- Changing the Buyer's Emotional State - Part 3
Lecture 43 3.19 -- Summing Up Lesson 3
Section 4: Framework of a Conversation and the Challenger Sale
Lecture 44 4.1 -- Introduction to Lesson 4
Lecture 45 4.2 -- Let's Talk about Talk - An Introduction to Conversation
Lecture 46 4.3 -- 10 Ways to Have a Better Conversation
Lecture 47 4.4 -- Recap on the 10 Ways
Lecture 48 4.5 -- Career Conversations
Lecture 49 4.6 -- Introduction to the Challenger Sale
Lecture 50 4.7 -- Sales Rep Types and The Challenger Rep
Lecture 51 4.8 -- Commercial Teaching
Lecture 52 4.9 -- Tailoring for Resonance
Lecture 53 4.10 -- Taking Control
Lecture 54 4.11 -- The Challenger Sale - A Recap
Lecture 55 4.12 -- Let's Talk about Questions
Lecture 56 4.13 -- Social Penetration Theory
Lecture 57 4.14 -- Three Level Question Methodology
Lecture 58 4.15 -- The Three Levels of Questions - A Practical
Lecture 59 4.16 -- Summing Up Lesson 4
Section 5: New Business Development
Lecture 60 5.1 -- Introduction to New Business Development
Lecture 61 5.2 -- Volume
Lecture 62 5.3 -- Research
Lecture 63 5.4 -- Planning
Lecture 64 5.5 -- Outbound
Lecture 65 5.6 -- Follow Up
Lecture 66 5.7 -- Summing Up Lesson 5
Section 6: Overcoming the Science of Networking
Lecture 67 6.1 -- Do You Love to Network?!
Lecture 68 6.2 -- The Science of Networking
Lecture 69 6.3 -- Doing the 2-Step
Lecture 70 6.4 -- Building a Network
Lecture 71 6.5 -- The Live Networking Event
Lecture 72 6.6 -- Summing Up Lesson 6
Section 7: Get Ready. Get Set. Go!
Lecture 73 7.1 -- The Sales Development Rep - A Day in a Life
Lecture 74 7.2 -- Gain Access to placeable's Premier Job Search Bootcamp
Recent college graduates interested in a B-to-B sales role or current sales professionals seeking to grow their book of business.


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