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Inbound Sales

via Hubspot Academy

Overview

Learn how to identify new prospects, connect with them, explore their needs, and advise them on a path forward.
  • Identify the best contacts to reach out to
  • Connect with and earn the attention of your most promising leads
  • Run sales calls and presentations that drive results

Syllabus

  • Welcome to the Inbound Sales Certification
    • Learn more about the Inbound Sales Certification
  • Inbound Sales Fundamentals
    • Inbound sales transforms selling to match the way people buy. This lesson covers the big-picture view of why you need an inbound sales strategy.
  • Prioritizing Active Buyers Over Passive Buyers
    • Identifying the right business opportunities from the start can be the difference between a thriving business and a failing one. This lesson covers key tactics for identifying the active and passive buyers you should and shouldn’t be working with.
  • Earning the Attention of Today’s Empowered Buyer
    • When inbound salespeople connect with potential buyers, they personalize their outreach for each individual buyer. This lesson demonstrates how to connect with buyers in a variety of situations and includes best practices for creating outreach sequences.
  • Understanding the Buyer’s Context
    • In the explore phase of your inbound sales strategy, you need to create an exploratory conversation so that you’re in control but your prospect feels like they’re being empowered to make the right decisions. This lesson shows you how to use the CGP, TCI, BA framework to structure your conversations and guide your prospects toward the best possible outcome.
  • Delivering Personalized Sales Presentations
    • Prospects want to know how products and services are specifically going to help them and their situation. This lesson covers the best practices for creating sales presentations that answer your prospects’ questions and motivate them to move forward with buying.
  • Inbound Sales Certification Next Steps
    • Learn what to do once you complete the Inbound Sales Certification Course content

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