Building scalable Inside Sales organization.
Building scalable Inside Sales organization., available at $34.99, has an average rating of 3.95, with 100 lectures, based on 14 reviews, and has 72 subscribers.
You will learn about How to build effective and scalable inside sales organization. This course is ideal for individuals who are Managers and entrepreneurs in need of building a sales organization. It is particularly useful for Managers and entrepreneurs in need of building a sales organization.
Enroll now: Building scalable Inside Sales organization.
Summary
Title: Building scalable Inside Sales organization.
Price: $34.99
Average Rating: 3.95
Number of Lectures: 100
Number of Published Lectures: 100
Number of Curriculum Items: 100
Number of Published Curriculum Objects: 100
Original Price: €19.99
Quality Status: approved
Status: Live
What You Will Learn
- How to build effective and scalable inside sales organization.
Who Should Attend
- Managers and entrepreneurs in need of building a sales organization.
Target Audiences
- Managers and entrepreneurs in need of building a sales organization.
The course introduces a reader to the wonderful world of corporate sales, or the “Inside Sales” model in particular. It is not about deal-closing tips and tricks but rather provides a detailed insight into the framework and functioning of the Inside Sales model. The course reviews the sales and marketing in the modern IT organization, the lead, the funnel, the pipeline, the dynamics behind the B2B purchasing process, the sales call, and other related topics.
There are eight modules discussing in-depth subjects like:
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Sales and marketing connection.
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Lead nurturing and what a lead is in great detail.
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Sales pipeline and different kinds of pipelines.
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The psychology of the sales process.
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The behavior on the sales call.
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Sale is stressful, and how to maintain a positive attitude when selling.
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Is it really for you?
The course suits those who plan to implement the Inside Sales model within their organization. For the organization leaders, the course provides a high-level overview of the sales process and how it can be successfully implemented within the organization. For sales professionals, it can be useful as a tool to structure knowledge you already possess and provide some new perspectives to the already known processes and techniques.
Course Curriculum
Chapter 1: Sales and marketing
Lecture 1: Introduction. Sales and marketing.
Lecture 2: Sales. A definition.
Lecture 3: Sales and Marketing.
Lecture 4: Two processes. Same funnel.
Lecture 5: Marketing evolution.
Lecture 6: Sales classification.
Lecture 7: Sales direction.
Lecture 8: Sales approaches.
Lecture 9: Sales in a single formula.
Lecture 10: Main challenges.
Lecture 11: Is it for me?
Lecture 12: Takeaways
Chapter 2: Inside sales in depth.
Lecture 1: Introduction. Inside sales in depth.
Lecture 2: Inside sales unleashed.
Lecture 3: Benefits and limits of inside sales model.
Lecture 4: Bullet points of the inside sales process.
Lecture 5: Crucial role of the web site.
Lecture 6: Numbers talk!
Lecture 7: CRM Software.
Lecture 8: Big Data in CRM
Lecture 9: The sales process is the teamwork. Theory.
Lecture 10: The sales process is the teamwork. Practice.
Lecture 11: Inside sales team structure.
Lecture 12: Inside sales representative compensation.
Lecture 13: The limits of the model. Implications for the employees and employers.
Lecture 14: Takeaways.
Chapter 3: Lead in detail.
Lecture 1: Introduction. Lead in detail.
Lecture 2: What is a lead?
Lecture 3: Lead generation. Outbound vs. Inbound.
Lecture 4: Lead qualification.
Lecture 5: Lead nurturing.
Lecture 6: A lead and a funnel.
Lecture 7: Lead scoring.
Lecture 8: Lead scoring. Why do we need to score a lead?
Lecture 9: BANTL. Is lead an opportunity?
Lecture 10: Lead is a customer. Now what?
Lecture 11: Takeaways
Chapter 4: Lead nurturing in depth.
Lecture 1: Introduction. Lead nurturing in depth.
Lecture 2: Lead nurturing. The basics.
Lecture 3: Lead nurturing tactics.
Lecture 4: Drip marketing.
Lecture 5: Multi-funnels.
Lecture 6: Sales scripts.
Lecture 7: Split tests
Lecture 8: Communication channels.
Lecture 9: Do e-mails still work?
Lecture 10: Feedback and quality assurance.
Lecture 11: Takeaways
Chapter 5: A pipeline.
Lecture 1: Introduction. A pipeline.
Lecture 2: What is a pipeline?
Lecture 3: Is pipeline something self-sufficient?
Lecture 4: Pipeline vs. Bookings vs. Revenue vs. Liquidity
Lecture 5: Gaps and how to survive?
Lecture 6: Cash vs. accrual accounting.
Lecture 7: What types of the pipeline should we maintain?
Lecture 8: State of the opportunity.
Lecture 9: New business and existing business pipeline.
Lecture 10: Direct vs. channel pipeline.
Lecture 11: Takeaways
Chapter 6: Psychology of sales.
Lecture 1: Introduction. Psychology of sales.
Lecture 2: Purchasing behavior.
Lecture 3: Purchasing behavior. Digging deeper.
Lecture 4: Why do we buy in the first place?
Lecture 5: Customer purchase readiness.
Lecture 6: Social justification.
Lecture 7: Understanding your competition.
Lecture 8: Customer personality types.
Lecture 9: DISC. The implications.
Lecture 10: Why support people sometimes are best sales people?
Lecture 11: Understanding dynamics behind B2B purchasing.
Lecture 12: Interest and influence.
Lecture 13: Importance of the relationship management.
Lecture 14: Takeaways
Chapter 7: The call.
Lecture 1: Introduction. The call.
Lecture 2: Do your homework.
Lecture 3: Calls classification
Lecture 4: Smaller and larger sale.
Lecture 5: Who am I talking to?
Lecture 6: How to get past gatekeepers?
Lecture 7: How to deal with a voice machine?
Lecture 8: How to start a call?
Lecture 9: Getting the prospect to open.
Lecture 10: SPIN Selling.
Lecture 11: Getting close to a deal.
Lecture 12: Finishing the call.
Lecture 13: Was it a success?
Lecture 14: Takeaways
Chapter 8: Go beyond. Stress and personal development.
Lecture 1: Introduction. Stress and personal development.
Lecture 2: Finding a motivation.
Lecture 3: You did great and burnt out.
Lecture 4: Warning signs.
Lecture 5: Stress. Why should you care?
Instructors
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Artem Berman
Art Berman
Rating Distribution
- 1 stars: 0 votes
- 2 stars: 2 votes
- 3 stars: 4 votes
- 4 stars: 4 votes
- 5 stars: 4 votes
Frequently Asked Questions
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