Building scalable Inside Sales organization.
4.1 (7 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
20 students enrolled

Building scalable Inside Sales organization.

The inside sales model reviewed in great detail.
4.1 (7 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
20 students enrolled
Created by Artem Berman
Last updated 3/2019
English
English [Auto-generated]
Current price: $13.99 Original price: $19.99 Discount: 30% off
5 hours left at this price!
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This course includes
  • 3.5 hours on-demand video
  • 1 downloadable resource
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • How to build effective and scalable inside sales organization.
Requirements
  • Knowing basics of the sales process, a need to build a strong sales department.
Description

The course is suitable for those who plan to implement Inside Sales model within their organization. It is not about deal closing tips and tricks but rather provides a detailed insight into the framework and functioning of the Inside Sales model. The course reviewing in detail the sales and marketing in the modern IT organization, the lead, the funnel, the pipeline, the dynamics behind the B2B purchasing process, the sales call and other topics related to the subject. 

Who this course is for:
  • Managers and entrepreneurs in need of building a sales organization.
Course content
Expand all 100 lectures 03:16:26
+ Sales and marketing
12 lectures 22:01
Sales. A definition.
02:32
Sales and Marketing.
01:21
Two processes. Same funnel.
01:05
Marketing evolution.
03:09
Sales classification.
01:45
Sales direction.
02:12
Sales approaches.
01:21
Sales in a single formula.
01:14
Main challenges.
02:22
Is it for me?
01:25
Takeaways
01:42
+ Inside sales in depth.
14 lectures 28:05
Inside sales unleashed.
01:16
Benefits and limits of inside sales model.
02:21
Bullet points of the inside sales process.
02:16
Crucial role of the web site.
02:48
Numbers talk!
01:56
CRM Software.
01:55
Big Data in CRM
01:54
The sales process is the teamwork. Theory.
02:45
The sales process is the teamwork. Practice.
00:56
Inside sales team structure.
03:35
Inside sales representative compensation.
01:52
The limits of the model. Implications for the employees and employers.
01:40
Takeaways.
01:14
+ Lead in detail.
11 lectures 23:05
What is a lead?
03:04
Lead generation. Outbound vs. Inbound.
03:01
Lead qualification.
01:50
Lead nurturing.
02:09
A lead and a funnel.
01:15
Lead scoring.
02:39
Lead scoring. Why do we need to score a lead?
01:40
BANTL. Is lead an opportunity?
02:38
Lead is a customer. Now what?
02:27
Takeaways
01:22
+ Lead nurturing in depth.
11 lectures 25:05
Lead nurturing. The basics.
02:36
Lead nurturing tactics.
04:19
Drip marketing.
01:55
Multi-funnels.
01:38
Sales scripts.
03:02
Split tests
01:42
Communication channels.
02:01
Do e-mails still work?
02:50
Feedback and quality assurance.
01:53
Takeaways
01:30
+ A pipeline.
11 lectures 20:20
What is a pipeline?
01:41
Is pipeline something self-sufficient?
01:26
Pipeline vs. Bookings vs. Revenue vs. Liquidity
01:46
Gaps and how to survive?
02:49
Cash vs. accrual accounting.
02:29
What types of the pipeline should we maintain?
01:58
State of the opportunity.
02:09
New business and existing business pipeline.
01:29
Direct vs. channel pipeline.
01:09
Takeaways
01:17
+ Psychology of sales.
14 lectures 26:06
Purchasing behavior.
00:55
Purchasing behavior. Digging deeper.
01:58
Why do we buy in the first place?
02:17
Customer purchase readiness.
01:43
Social justification.
01:44
Understanding your competition.
02:01
Customer personality types.
02:06
DISC. The implications.
02:28
Why support people sometimes are best sales people?
02:15
Understanding dynamics behind B2B purchasing.
02:16
Interest and influence.
02:08
Importance of the relationship management.
01:43
Takeaways
01:27
+ The call.
14 lectures 28:57
Do your homework.
02:29
Calls classification
04:09
Smaller and larger sale.
02:17
Who am I talking to?
01:02
How to get past gatekeepers?
01:59
How to deal with a voice machine?
01:23
How to start a call?
02:23
Getting the prospect to open.
02:31
SPIN Selling.
01:38
Getting close to a deal.
02:05
Finishing the call.
01:47
Was it a success?
01:31
Takeaways
01:48
+ Go beyond. Stress and personal development.
13 lectures 22:47
Finding a motivation.
01:12
You did great and burnt out.
01:27
Warning signs.
02:29
Stress. Why should you care?
02:50
Individual approaches to managing stress.
02:42
Personal development and training.
01:18
Personal development methods.
01:22
Efficiency vs. effectiveness.
01:30
Time management.
03:37
Fears management.
01:24
A winning attitude.
00:52
Takeaways.
00:55