Inbound Sales is a comprehensive course by HubSpot Academy, designed to equip learners with the knowledge and skills to develop effective inbound sales strategies. Through a series of engaging modules, participants will delve into the fundamentals of inbound sales, including the buyer's journey, buyer persona development, lead identification, outreach strategies, and qualification frameworks. The course emphasizes the use of social selling and technology to connect with leads, enriching leads with buyer context, and personalizing sales presentations to motivate prospects to take action.
Participants will engage in practical exercises, such as creating customer profiles, crafting outreach sequences, and developing personalized sales presentations, allowing them to apply their learning in a hands-on manner. This course is ideal for individuals looking to kickstart a career in sales or enhance their existing sales skills, as it requires no prior experience.
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The Inbound Sales course comprises modules that cover the essentials of inbound sales, including understanding the buyer's journey, identifying active buyers, connecting with leads, using qualification frameworks, and creating personalized sales presentations.
The Introduction to Inbound Sales module provides an in-depth understanding of the program, the buyer's journey, and the significance of adopting an inbound sales strategy. Participants will gain insights into the distinct nature of inbound sales, its impact on sales practices, and the course syllabus. The module also includes practical exercises and quizzes to reinforce learning.
The Identify: Finding and Profiling Active Buyers module focuses on the importance of the Identify phase in inbound sales. Participants will learn to define good fit prospects, listen for active buyers, use social selling, and enrich leads with buyer context. The module also covers the creation of detailed buyer personas and various types of trigger events, accompanied by quizzes and exercises for practical application.
The Connect: Connecting with Leads module delves into the significance of personalizing outreach and strategies for connecting with inbound leads. It covers reaching out to leads based on trigger events and common connections, automating outreach with technology, and making effective follow-up sales calls. The module also includes practical exercises and quizzes to reinforce learning.
The Explore: Use a Qualification Framework to Move Prospects to Action module introduces the concept of qualification frameworks and their role in moving prospects to action. Participants will learn to start exploratory calls, profile a prospect's challenges, goals, plans, budget, and authority, along with building rapport and solution-based selling. The module includes quizzes and exercises for practical application.
The Advise: Create a Personalized Sales Presentation module focuses on the importance of personalized sales presentations and guiding prospects to make decisions. It covers creating personalized sales presentations, recapping previous sales conversations, suggesting ways to achieve the buyer's goals, and helping the buyer make decisions. The module also includes a comprehensive project and quizzes for practical application.
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