Sales Discovery, Inside Sales and Inclusive Marketing 2.0

Name: Sales Discovery, Inside Sales and Inclusive Marketing 2.0
Rating: 4.4 (24 reviews)

Inside Sales, Sales Discovery, Inclusive Marketing, Sales Funnel, Sales Performance Metrics, Lead Conversion Technology

Created byDr. José Prabhu J

Last updated 6/2025

English

English [Auto],

What you'll learn

Explain the evolution and significance of inside sales in modern business.
Identify key roles and responsibilities within an inside sales team.
Utilize CRM systems and sales automation tools effectively.
Analyze the sales funnel and optimize customer interactions.
Conduct effective sales discovery meetings to understand client needs.
Apply SPIN Selling and handle objections confidently.
Implement inclusive marketing strategies to enhance customer engagement.
Measure and improve sales performance using key metrics and trends.

Course content

1 section • 8 lectures • 1h 18m total length

Introduction to Inside Sales14:16
Learn how inside sales evolved from telemarketing to data-driven, ai-assisted remote selling, using crm, emails, and video to engage b2b saas buyers, and compare it with outside sales.
Structuring and Roles in Inside Sales9:44
Structure inside sales teams for maximum efficiency by defining a clear sales process, recruiting skilled talent, leveraging CRM tools, and aligning roles from SDR to CSM.
Tools and Technologies for Inside Sales6:50
Explore the tools and technologies powering inside sales, including CRM systems, sales automation, and data analytics, with examples like Salesforce, HubSpot, and Tableau to optimize leads and pipelines.
The Sales Funnel and Customer Journey8:52
Explore the sales funnel and the customer journey across awareness, interest, decision, and action, plus post-purchase optimization, touchpoints, and data-driven personalization to boost conversions.
Sales Discovery Strategies7:49
Explore sales discovery strategies that unlock success by uncovering prospects' needs through structured discovery, open-ended questions, active listening, and stakeholder insight, shortening cycles and strengthening trust.
Advanced Sales Discovery Techniques9:20
Master advanced sales discovery techniques by applying spin selling and other questioning frameworks to uncover hidden pain points, overcome objections, and align solutions with client needs.
Inclusive Marketing in Sales9:57
Inclusive marketing in sales expands reach, builds trust, and drives revenue through diverse audiences and personalized experiences. Leverage market research, inclusive content, diverse teams, and inclusive channels.
Performance Metrics and Continuous Improvement11:35
Measure sales performance with KPIs such as revenue growth, pipeline health, CAC, CLV, conversion rates, and churn. Embrace AI, automation, virtual selling, and inclusive marketing for continuous improvement.

Requirements

Basic skills and ideas of Sales Discovery, Inside Sales and Inclusive Marketing.

Description

In today’s fast-paced sales environment, inside sales has emerged as a pivotal force driving revenue growth and customer engagement. This course provides a comprehensive overview of inside sales, covering its evolution, team structures, essential tools, and technologies that enhance sales performance. Learners will gain a deep understanding of the sales funnel, customer journey, and the strategies necessary to optimize lead conversion and relationship management.

Sales discovery is a critical skill that enables professionals to build trust, uncover customer needs, and align solutions effectively. This course explores proven techniques for conducting impactful discovery meetings, leveraging SPIN Selling methodologies, and handling objections with confidence. By mastering these strategies, participants will enhance their ability to communicate persuasively and drive successful sales outcomes.

Inclusive marketing is essential for businesses aiming to connect authentically with diverse audiences. This course delves into the principles of inclusive marketing, offering actionable strategies to integrate inclusivity into sales processes. Participants will also learn how to measure sales performance using key metrics and adapt to emerging trends, ensuring they stay competitive in an ever-evolving sales landscape.

In this master course, I would like to teach major topics:
Module 1: Introduction to Inside Sales

Module 2: Structuring and Roles in Inside Sales

Module 3: Tools and Technologies for Inside Sales

Module 4: The Sales Funnel and Customer Journey

Module 5: Sales Discovery Strategies

Module 6: Advanced Sales Discovery Techniques

Module 7: Inclusive Marketing in Sales

Module 8: Performance Metrics and Continuous Improvement

Enroll now and learn today !

Who this course is for:

All UG and PG General Management, Business, Marketing, Finance and IT Students.
Interested students to learn about the concepts of Sales Discovery, Inside Sales and Inclusive Marketing.