Inbound Sales
- Offered byCoursera
Inbound Sales at Coursera Overview
Duration | 20 hours |
Total fee | Free |
Mode of learning | Online |
Official Website | Explore Free Course  |
Credential | Certificate |
Inbound Sales at Coursera Highlights
- Earn a certificate from HubSpot Academy
- Add to your LinkedIn profile
- 17 quizzes
Inbound Sales at Coursera Course details
- What you'll learn
- How to develop an inbound sales strategy that uses social selling
- How to identify and connect with inbound leads using an outreach sequence
- How to create a personalized sales presentation that answers your prospects’ questions and motivates them to move forward with buying
- In this course, you will learn how to create a successful inbound sales strategy by connecting with and earning the attention of your most promising leads. After learning the basics of inbound sales and the buyer's journey, you will learn how to develop your buyer persona as well as find and prioritize active buyers. You will discover how to reach out to these leads by creating and using an outreach sequence. Next, you will use qualification frameworks to profile and identify the details of your prospects, including their CGP, TCI, and BA. The course will culminate in you applying your new knowledge to design a personalized sales presentation and a multi-step project for developing an inbound sales strategy.
- By the end of this course you will be able to:
- - Describe the importance of inbound sales
- - Develop an inbound sales strategy
- - Create your ideal customer profile
- - Identify and prioritize inbound leads
- - Use social selling
- - Enrich leads
- - Connect with inbound leads
- - Reach out to inbound leads via phone or email
- - Use trigger events and common connections to connect to leads
- - Create outreach sequence
- - Use technology to automate parts of the outreach
- - Identify a prospect's challenges, goals and plans
- - Understand a prospect's timeline, consequences and implications
- - Profile a prospect's budget and authority
- - Create a personalized sales presentation
- Throughout the course, you will complete exercises that allow you to apply the skills you have learned in a practical way, such as creating a customer profile, writing emails to prospects, brainstorming a list of questions for a sales call, and creating a sales presentation. You will compile your work and submit it as a project at the end of the course.
- This course is intended for anyone interested in jumpstarting their career in sales - whether you are changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started.
Inbound Sales at Coursera Curriculum
Introduction to Inbound Sales
Introduction to the Program
Course Introduction Video
About the Projects in This Course
Careers in Sales and Customer Relationship Management
Weekly Introduction: Inbound Sales
Why Inbound Sales
The Buyer's Journey
Adopting an Inbound Sales Strategy
Weekly Review: Introduction to Inbound Sales
Course Syllabus
How to Be Successful in this Course
What Is Inbound Sales?
Evaluating the Buyer's Journey
Inbound Sales: Transforming the Way You Sell
Practice Quiz: Introduction to Inbound Sales
Graded Quiz: Introduction to Inbound Sales
Meet and Greet
What Makes Inbound Sales Different?
Identify: Finding and Profiling Active Buyers
Weekly Introduction: Identify
Why Is the Identify Phase Important in Inbound Sales?
Defining a Good Fit Prospect
Listening for Active Buyers
Using Social Selling to Identify Active Buyers
Enrich Leads with Buyer Context
Weekly Review: Identify
How to Create Detailed Buyer Personas for Your Business
A Buyer Persona Template
Types of Trigger Events and How to Track Them
Practice Quiz: Develop a Customer Profile and Buyer Persona
Practice Quiz: Identify and Prioritize Active Buyers
Exercise: Creating Your Ideal Customer Profile
Graded Quiz: Identify: Finding and Profiling Active Buyers
How Do You Identify Active Buyers
Connect: Connecting with Leads
Weekly Introduction: Connect
Why Do You Need to Personalize Your Outreach?
Connecting with Inbound Leads
Connecting with Leads Based on Trigger Events and Common Connections
Find a Sequence of Helpful Ways to Reach out to Leads
Automating Outreach with Technology
Transition to the Explore Phase
Weekly Review: Connect
How to Make the Best Follow-up Sales Calls
10 Sales Call Templates for Outreach
Customer Relationship Management with Hubspot
Email Templates for Different Phases in your Outreach
Practice Quiz: How to Reach out and Connect with Leads
Practice Quiz: Create an Outreach Sequence
Exercise: Connecting with Leads through Email
Graded Quiz: Connecting with Leads
Overcoming Fear of Outreach
Explore: Use a Qualification Framework to Move Prospects to Action
Weekly Introduction: Explore
Why Do You Need a Qualification Framework?
Starting an Exploratory Call
Exploring a Prospect's Challenges, Goals and Plans
Motivating a Prospect to Take Action
Profile a Prospect's Budget and Authority and Ending an Exploratory Call
Weekly Review: Explore
The CGP, TCI, BA framework
How to Build Rapport with Prospects
A Guide to Active Listening
Identify Your Prospect's Needs
Solution Based Selling
An Exploratory Call Recap Email Example
Questions to Guide Your CGP, TCI, BA Prospect Discussion
Practice Quiz: Identify Your Prospect's Challenges, Goals and Plans
Practice Quiz: Understand a Prospect's TCI
Practice Quiz: Profile a Prospect's Budget and Authority
Exercise: Use a Qualification Framework to Move Prospects to Action
Graded Quiz: Use a Qualification Framework to Move Prospects to Action
How Do You Build Rapport with Leads?
How Do You Qualify Leads?
Advise: Create a Personalized Sales Presentation
Weekly Introduction: Advise
Why Should You Personalize Your Sales Presentations?
Creating a Personalized Sales Presentation
Recapping What You've Learned from Previous Sales Conversations
Suggesting Ways to Achieve the Buyer's Goals
Helping the Buyer Make the Decision
Inbound Sales in Practice Project Overview
Congratulations!
Sales Presentation Guidelines
The 1 to 10 Closing Technique
Inbound Sales Certification from HubSpot
Exercise: Inbound Sales in Practice Project Guidelines
Networking
Career Support Resources
How to Add Your Info to LinkedIn
Practice Quiz: Creating a Personalized Sales Presentation
Practice Quiz: Help Your Prospect Achieve Their Goals
Project: Inbound Sales in Practice
How Do You Prep for a Sales Presentation?
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