B2B Sales - Close More Deals, Get More Leads, Work Less
4.6 (104 ratings)
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B2B Sales - Close More Deals, Get More Leads, Work Less

Drastically improve lead generation with apps, tools, and outsourcing. Close more deals by using an effective script.
Bestselling
4.6 (104 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
3,278 students enrolled
Created by Dan OnUdemy
Last updated 5/2016
English
Learn Fest Sale
Current price: $10 Original price: $30 Discount: 67% off
8 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 4 hours on-demand video
  • 2 Articles
  • 1 Supplemental Resource
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Drastically Increase Your Value Within a Short Period of Time
  • Close More B2B Lead Opportunities
  • Successfully Outsource B2B Sales Leads Generation
  • Access the Best Tools and Services for Generating High-Quality B2B Sales Leads
  • Learn the Most Effective Strategies for Selling and Prospecting via Email
  • Bonus If You Enroll Today: Mastering Account Management ($16 Value)
View Curriculum
Requirements
  • You must be willing to learn and take action. If you do, I'm confident you'll win significantly more business.
Description
  • 2,800+ Happy Students Enrolled!
  • 5-Star Rating Based on Dozens of Reviews
  • Updated and Expanded

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Join the ranks of the modern sales elite.

A new breed of B2B sales professionals is making millions. These professionals automate sales results and get their process down to a science.

If you're here, it means you want to close more deals, land more qualified leads, and make more sales. Guess what? The things you learned yesterday probably won't apply for much longer: B2B sales is being massively disrupted by technology. It's time to get ahead of the curve...

You might be wondering:

-How do I close B2B lead opportunities?

Rest easy! You'll learn the whole process from first contact, to qualification, to close.

-I have virtually no experience in B2B Sales. How do I drastically increase my value in a short amount of time?

Check! I fell into the sales world with no experience, and I struggled for a while. Within a year, I figured out how to achieve six-figure results. You'll learn from my experience while avoiding my pitfalls (learn more about me below).

-How can entrepreneurs successfully outsource B2B lead generation?

Don't sweat it! By the end, you'll know how to use VA's and other freelancers to deliver qualified leads on a silver platter. You'll learn a step-by-step process that takes 30 days or less.

-What are the best tools and services for generating high-quality B2B leads and sales?

Glad you asked! You'll learn about dozens of apps and resources that only the most savvy B2B sales professionals know about. Plus, you'll get exclusive access to my very own spreadsheet tools.

Learn the B2B sales strategy that won us business with 16 Fortune 500s. We went from 0 to $1.4 Million. As the first employee and Senior Account Manager at IdeaRocket, a startup that creates explainer videos for businesses, I was thrown into the world of sales with no experience. After floundering for a while, I realized I needed to change my game. I studied intensively, applied new technologies and tools, and practiced through hundreds of calls and outreach opportunities.

Within a year, I tripled the sales of our 2-person company, bringing increase of $282,188. I won business with big companies like Electronic Arts, Verizon, and Bank of America, as well as successful tech startups like Venmo. After hiring a junior colleague, we achieved $1.4M in revenue by the time I departed in late 2014. Now I write books, create courses, and practice sales strategies on an entrepreneurial basis.

If you follow these lessons and take action, I'm confident you'll be on your way to joining the modern sales elite. Among other major benefits, this means generating a continuous flow of leads, sales, and fat commissions.

As a friendly reminder, this is a no-risk course. It comes with a 30-day, no-questions-asked, money-back guarantee. You have nothing to lose and everything to gain.

See you inside,

Dan

Who is the target audience?
  • Salespeople
  • Business Development Professionals
  • Entrepreneurs
  • Business owners
  • Account managers
  • Anyone Who Deals with Person-To-Person Sales
Students Who Viewed This Course Also Viewed
Curriculum For This Course
Expand All 48 Lectures Collapse All 48 Lectures 03:58:34
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Introduction
5 Lectures 10:21

In this lecture, you'll learn my story: how I went from an unguided sales process to one transformed by planning and scripting. You'll see the effects it had:

  • Tripled sales within 1 year, bringing increase of $282,188 (you will see a revenue reports).
  • I and later my junior colleague grew a company with starting sales at ~$104k to $1.3 million in revenue.
  • Grew a 2-person company, myself included, to six full-time employees and 10-15 full and part-time freelancers.
  • Expanded from a small shared office to a large space in the shadow of the Empire State Building.
  • Won business with 16 Fortune 500 customers (more on this shortly), and many others across a wide array industries.

My GOAL for this Course:

Triple YOUR sales within 1 year. WHY? Because that's what I achieved, and I think you're in a better starting position than I was because you're investing in your sales education in a big way.


My GUARANTEE for this Course:

You will significantly increase your sales.

BUT you have to follow all the lessons, do the homework, and take action. If that's not your thing, then I encourage to take advantage of the 30-day money-back guarantee.

Preview 03:32


Overview and Action Items
01:33

Get All and Resources HERE
00:01
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The Lead Generation Blueprint
17 Lectures 01:34:01
The Most Important First Step
02:08


BONUS: Lead Generation Forecasting Tool
04:51

Your Framework for Qualified Leads
02:22

The Simple & Successful LinkedIn Recipe
07:36

Find Any Email Address
09:49

BONUS: Free Email-Research App
01:25


BONUS: Library of 101+ Email Templates
08:25

The Dark Arts of Email Tracking
06:43

BONUS: The Secret to Getting a Response
07:57

Intro to Outsourcing Lead Generation
04:07

Week 1: Hiring Lead Generation Specialists
09:26

Growing Your Talent Pool
04:01

Week 2: Research Test Activity
09:00

Weeks 3-5: Outsourcing in Full Swing
04:16

Lead Generation Recap
00:53
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The Conversation Blueprint
10 Lectures 53:59

We'll start with some stats: you'll learn what the top 8% of salespeople do differently.

Also, 80% of deals are lost for ONE REASON... you will find out what it is.

What the Top 8% of Salespeople Do Differently
03:52

Your Most Valuable Asset
02:13

A walkthrough of our provided Pipeline Template (below). This is where you'll keep your active prospects organized.

Use This to Monitor Progress
01:51

Start qualifying your prospect in the course of your first conversation. This is important so you make sure you're investing your time in the best opportunities. Since most people buy to solve problems, unveiling them is key.

How to Start Sales Conversations
06:23

Learn how to get an accurate look at your prospect's budget. You'll do this by helping them identify their goals, and then a target return on investment, even if they had never gone through this exercise. This means digging into the numbers.

Action Items: In Conversation Blueprint, for your product or service, craft a line of questions that reveals your typical prospect's goals, target ROI, and actual budget.
Framework for Finding ACTUAL Budget
07:52

Learn how to craft and present a persuasive, emotionally-impactful pitch. This means going beyond features and benefits.

Want Your Pitch to Succeed? Make These Phrasing Changes
09:53

Learn how to unveil the ideal time for your prospect to engage with you. If you get delays, you will diagnose them as legitimate or as excuses. Next, you will learn how to leverage a timeline for tying prospects to the calendar.

Action Items: in the Conversation Blueprint, write questions that will help you reveal your prospect's schedule in a typical situation.
Making Urgency Drive Sales
03:49

Respond to common objections when they arise. Even better, you will focus on learning as much as you can and presenting your offering in the right away so you prevent objections.

You will learn strategies for taking the pressure off, uncovering important details about your prospect's concerns, and exploring all opportunities to make things work.

Action Items: in the Conversation Blueprint, write several common objections and responses for your offering

How to Stop "Handling" Objections
08:51

In this lecture, you will learn about your prospect's decision making process AND you will use this context to transition naturally to a follow up appointment. On a high-level, you know how to earn a next step by being continuously helpful.

Action Items: In the Conversation Blueprint, write questions that reveal your prospect's decision-making process, and come up with a few ideas for transitioning to a follow up appointment.

Simple Action to Avoid Joining the Losing 80%
06:43

A recap of what we covered in respect to the 1st Conversation.


1st Conversation Re-Cap
02:32
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Follow Up Appointments
4 Lectures 22:30

In this lecture, you will learn how to succeed on your follow up appointments. First, you will handle common resistance and secure a next step.



Upping the Ante: How to Get A "Yes" After the 1st Call
09:19

Get access to a versatile and high-impact email template for getting a response when your prospect goes silent. You will learn why it works and how to use it.

The Silver Bullet for Getting a Response
01:18

Here you will get access to a play-by-play for making a negotiation work in your favor. Learn the hidden benefits and minor phrasing details that make all the difference in your discussions.

Start by throwing out the stereotypical view of a strong negotiator as a Gordon Gecko-like heavyweight sporting a power tie. Be persuasive by maintaining your role as a helpful consultant. This means deferring power and not making concessions unless they're reciprocated.



Negotiation Primer
07:46

In this lecture, you will learn how to close naturally. It means making sure that certain conditions are met beforehand. Next, you will move the sales process to its logical conclusion.

Sometimes the best method is so obvious that it's completely overlooked. This is often the case when it comes to closing. You will learn an intuitive and non-pushy way to make your prospects sign on the dotted line.

Action Items: in the Conversation Blueprint, complete the "Closing" section

The Natural Close
04:07
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Getting Started and Staying Sharp
4 Lectures 18:42

Here you will get an introduction to the section, by the end of which you'll lay the foundation for long-term sales performance.

This lecture focuses on how to start using your script. This means techniques for rehearsing and practicing it, among other instruction.

Next, you'll learn how to test and edit your script so it can meet new situations that arise.

And you will learn general strategies for getting the most out of your conversations.

Getting Started with Your Script
05:33

This lecture will show you how to avoid common pitfalls and achieve ambitious goals.

You will learn specific methods for challenging yourself so you can steadily increase your sales goals.

You will learn how to first identify the symptoms of self-doubt and atrophy, and overcome these problems by keeping the right mindset. It's easier than it sounds!



How to Enjoy Long-Term Results
04:47

There's one simple and straightforward physical action you can take immediately for major sales and health benefits.

A Simple Action to Improve Your Health and Sales Performance
03:07

Referrals are twice as valuable as targeted or inbound leads. In this lecture, you will learn how to set the stage for referrals and ask for them in a way that produces results. You'll get high-value introduction by making a straightforward and persuasive ask.

Here you will get access to a successful referral script, and a play-by-play on how to craft your own.

Revving up Your Referral Engine
05:15
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Apps, Tools, and High-Tech Shortcuts
8 Lectures 32:02
Spreadsheet Tool for Destroying Competition
09:17


App for Automating Meeting Preparation
02:32

App for Leveraging News and Events
02:04

Become an Authority-->Generate Inbound Leads
06:03

  • Section and course recap.
  • Preview of upcoming lectures and resources.
  • Sign off (for now).
High-Level Recap
04:39

BONUS: The Secret to Automating Business with Your Existing Customers
00:03

Image & Video Citations
7 pages
About the Instructor
Dan OnUdemy
4.6 Average rating
177 Reviews
6,628 Students
4 Courses
Founder SalesSchema, Bestselling Author, 1st Empl IdeaRocket

Sales, Business Development, Lead Generation, and Video Marketing

Dan Englander is a New York-based author and entrepreneur. He's the founder of Sales Schema. As the first employee, Dan helped launch the animation studio IdeaRocket, where he won business with Fortune 500s and startups like Venmo. He’s the bestselling author of Mastering Account Management, and he teaches high-level courses on sales and marketing. He’s a decent guitarist and he makes a mean paella.

Enroll now to improve your business results.