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Sales Training: Techniques for a Human-Centric Sales Process (Coursera)

This course on sales will teach you how to run HubSpot’s inbound sales methodology that focuses on being helpful, not salesy. By the end of this course, you’ll be able to prospect for new business, qualify for high-quality prospects, book meetings with decision makers, handle buyer’s objections, and negotiate and close a deal.

By following this process, you’ll be able to jumpstart your career in sales with tactical tips and advice to run an effective sales playbook.

Learners who complete this course will have an opportunity to apply to work in sales at HubSpot.

Who is this class for: This course is for people looking to kickstart their career in sales. You might be a year or two out of school, just got your first business-to-business (B2B) sales job, and want to improve your sales skills. If you don’t yet have a job in sales but want to improve your skills, we’ll give you an example business to use throughout the course.

Syllabus

WEEK 1

Welcome to the Sales Training Course by HubSpot: Techniques for a Human-Centric Sales Process.

Welcome to the first module in the Sales Training Course by HubSpot. In this module, we’ll introduce the course, what you can expect, and the importance of being able to sell. Enjoy!

WEEK 2

How To Find Businesses To Sell To

Welcome back to the Sales Training Course by HubSpot. In this module, we’ll introduce how to find businesses to sell to, referred to as prospecting. We’ll cover basic prospecting techniques on Google, social media, networking events and more passive prospecting through simple inbound marketing for salespeople. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Graded: Prospecting Fundamentals

Graded: The Hybrid Salesperson

Graded: Why a CRM?

WEEK 3

How to Book Meetings with Your Prospects

Welcome back to the Sales Training Course by HubSpot. In this module, you will learn how to filter for high-quality, good fit prospects. You’ll do this by writing effective prospecting emails that communicate your value proposition to book meetings with prospects. We’ve provided further readings and resources to help you write better emails, activities for you to complete, and assessments to take.

Graded: Booking Meetings, Value Propositions, and Writing Effective Emails

WEEK 4

Qualifying a Prospect Through Conversation

Welcome back to the Sales Training Course by HubSpot. In this module, you’re going to learn about the importance of the exploratory call and how that helps you further qualify your prospects through conversation. You’ll get scripts and phrases to help you run the call and get the information you need while building a relationship with your prospects. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Graded: Effectively Qualifying Your Prospects

WEEK 5

Handle Objections and Close the Deal

Welcome back to the Sales Training Course by HubSpot. In this module, you’ve nearly reached the end of the sales process and will learn how to handle objections, negotiate, and close the deal. You’ll learn three closing techniques and the do’s and don’ts of negotiation. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Graded: Negotiation, Objection Handling, and Closing

WEEK 6

Congrats!

ENROLL IN COURSE