The Ultimate Sales Development Rep Training Program

Course Curriculum

Chapter 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?

Chapter 2: Tools and Technology

Lecture 1: 2.1 — Introduction to Lesson 2 — Tools and Technology

Lecture 2: 2.2 — Foundational Tools – Part 1

Lecture 3: 2.3 — Foundational Tools – Part 2

Lecture 4: 2.4 — Outreach Tools – Part 1

Lecture 5: 2.5 — Outreach Tools – Part 2

Lecture 6: 2.6 — Marketing Tools

Lecture 7: 2.7 — Introduction to Sales Focused Technology

Lecture 8: 2.8 — The Customer Relationship Management System or CRM

Lecture 9: Demo 1 — CRM Demonstration – An Overview

Lecture 10: Demo 2 — CRM Demonstration — Creating a Contact

Lecture 11: Demo 3 — CRM Demonstration — Logging Activity

Lecture 12: Demo 4 — CRM Demonstration — Building a Plan

Lecture 13: Demo 5 — CRM Demonstration — Managing the Pipeline

Lecture 14: 2.9 — Social Media — Inbound Selling

Lecture 15: 2.10 — Social Media — Personal Brand

Lecture 16: Demo 6 — LinkedIn Demonstration

Lecture 17: 2.11 — Lead Sourcing Platforms

Lecture 18: Demo 7 — Lead Sourcing Demonstration

Chapter 3: The Science Behind Persuasion and Selling

Lecture 1: 3.1 — Introduction to the Science Behind Persuasion and Selling

Lecture 2: 3.2 — A Primer on Persuasion

Lecture 3: 3.3 — Two Methods of Influence — Covert Messaging

Lecture 4: 3.4 — Two Methods of Influence — Overt Messaging

Lecture 5: 3.5 — The Buyer Persona

Lecture 6: 3.6 — The Jobs to Be Done Theory

Lecture 7: 3.7 — The Buyer's Journey

Lecture 8: 3.8 — The Buyer's Decision – Summing it Up

Lecture 9: 3.9 — Introduction to Hoffeld's 6 Whys

Lecture 10: 3.10 — The First 3 Whys

Lecture 11: 3.11 — A Primer on Competition

Lecture 12: 3.12 — A Last 3 Whys

Lecture 13: 3.13 — Hoffeld's 6 Whys — A Recap

Lecture 14: 3.14 — Introduction to the Buyer's Emotional State

Lecture 15: 3.15 — Identifying the Buyer's Emotional State

Lecture 16: 3.16 — Changing the Buyer's Emotional State – Part 1

Lecture 17: 3.17 — Changing the Buyer's Emotional State – Part 2

Lecture 18: 3.18 — Changing the Buyer's Emotional State – Part 3

Lecture 19: 3.19 — Summing Up Lesson 3

Chapter 4: Framework of a Conversation and the Challenger Sale

Lecture 1: 4.1 — Introduction to Lesson 4

Lecture 2: 4.2 — Let's Talk about Talk – An Introduction to Conversation

Lecture 3: 4.3 — 10 Ways to Have a Better Conversation

Lecture 4: 4.4 — Recap on the 10 Ways

Lecture 5: 4.5 — Career Conversations

Lecture 6: 4.6 — Introduction to the Challenger Sale

Lecture 7: 4.7 — Sales Rep Types and The Challenger Rep

Lecture 8: 4.8 — Commercial Teaching

Lecture 9: 4.9 — Tailoring for Resonance

Lecture 10: 4.10 — Taking Control

Lecture 11: 4.11 — The Challenger Sale – A Recap

Lecture 12: 4.12 — Let's Talk about Questions

Lecture 13: 4.13 — Social Penetration Theory

Lecture 14: 4.14 — Three Level Question Methodology

Lecture 15: 4.15 — The Three Levels of Questions – A Practical

Lecture 16: 4.16 — Summing Up Lesson 4

Chapter 5: New Business Development

Lecture 1: 5.1 — Introduction to New Business Development

Lecture 2: 5.2 — Volume

Lecture 3: 5.3 — Research

Lecture 4: 5.4 — Planning

Lecture 5: 5.5 — Outbound

Lecture 6: 5.6 — Follow Up

Lecture 7: 5.7 — Summing Up Lesson 5

Chapter 6: Overcoming the Science of Networking

Lecture 1: 6.1 — Do You Love to Network?!

Lecture 2: 6.2 — The Science of Networking

Lecture 3: 6.3 — Doing the 2-Step

Lecture 4: 6.4 — Building a Network

Lecture 5: 6.5 — The Live Networking Event

Lecture 6: 6.6 — Summing Up Lesson 6

Chapter 7: Get Ready. Get Set. Go!

Lecture 1: 7.1 — The Sales Development Rep – A Day in a Life

Chapter 8: Master-Class on Job Search Training – Converting Skill into a Career

Lecture 1: Introduction to placeable's Job Search Training Program — A Master Class

Chapter 9: Lesson 1: Job Search – Planning and Preparation

Lecture 1: Why I Hate the Resume!

Lecture 2: The Baseline Resume

Lecture 3: The Cover Letter

Lecture 4: Social Media – Inbound Selling (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

Lecture 5: Social Media – Personal Brand (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

Lecture 6: Building a LinkedIn Profile

Lecture 7: Internal Research – Knowing Yourself

Lecture 8: Introduction to Conversations (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

Lecture 9: 10 Ways to Have a Better Conversation (SKIP IF YOU TOOK THIS MODULE IN THE SDR)

Lecture 10: A Recap on the 10 Ways! (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

Lecture 11: Career Conversations

Lecture 12: Summing up Lesson 1

Chapter 10: Lesson 2: Job Search – Strategy and Methodology

Lecture 1: Introduction to Lesson 2 — Strategy and Methodology

Lecture 2: Networking Quandary (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

Lecture 3: Thresholds of Trust (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

Lecture 4: The Two-Step (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)