Tech Sales U - Intro to Tech Sales

Learn about each fundamental stage of the sales process, including prospecting, qualifying, demoing, and closing.

Dive into the different types of companies and stakeholders that you will interact with as an SDR. Also learn best practices for compiling prospecting lists that are appropriate for your company's ICP (Ideal Customer Profile).

This lesson breaks down a few types of leads you may pursue as an SDR. You will learn the difference between asynchronous and real-time leads and how each should be handled.

Use this lesson as a guide to the do's and don'ts of handling inbound leads. Through mock demonstrations, you will get tips on various aspects of the inbound sales calling process.

In this lesson, learn about the core methods of outbound prospecting, including the fundamentals of prospecting over the phone, via email, and on LinkedIn.

Learn how to properly set up a multi-touch outbound campaign, best use CRM tools, and manage your time throughout the workday.

In this lesson, learn all about the outbound preparation process, including how to match prospects with ideal company profiles and further identify stakeholders based on buyer and user personas.

In this lesson, uncover the craft of composing outbound email campaigns. We'll discuss every aspect of the prospecting email and cover best practices for each.

Learn the do's and don'ts of cold calling through mock cold call demonstrations.

Uncover the best techniques for handling common objections you might get while cold calling. Each objection is presented with a counter to keep the conversation moving forward.

In this lesson, learn what it means to establish your personal brand and why it's important in modern selling. Tom will walk through the best practices for presenting your personal brand on LinkedIn, Twitter, and TikTok.

In this lesson, we'll cover the basics of writing an impactful resume. Learn how to present your work history to show employers you're ready for an entry-level SDR role, even without prior sales experience.

Learn how to navigate LinkedIn to find open tech sales jobs and hone your LinkedIn profile to impress recruiters.

In this lesson, we discuss the importance of networking and how it's a critical part of finding a new sales job. Tom also discusses job referrals in the tech industry and how to take advantage of them.

Tracking your job applications and managing a sales opportunity pipeline are surprisingly similar. Learn how to leverage similar systems to stay organized in your job hunt. Tom also shares tips on how to effectively apply for jobs.

Tom, Ross, and Kristine discuss the circumstances that led them to a career in sales and the aspects of the job that most appealed to them.

Sales is knowing how to sell a product...and yourself. This is especially critical when you're interviewing for new roles. In this lesson, learn about the parallels between finding a job and the sales process, and how to best sell yourself.

When it comes to interviews, preparation is key. Learn how to best prepare for a sales job interview, and get ahead by familiarizing yourself with common interview questions. We conduct mock interview demonstrations to illustrate the do's and don'ts of answering these questions.

In this lesson, we break down the key components of a job offer compensation package, including base salary, equity, commission, and more. We also touch on negotiating beyond the initial offer and how to calculate your comp package's total value based on all of its components.

You got the job! Get prepared for your first day and learn what to expect in your new SDR role. Ross elaborates on some of the surprises he faced when first starting out, and Kristine discusses how the large call volume of her first sales job led to her developing strong sales skills that supported her career growth.

In this final lesson, learn about the different career paths you can take after your first SDR role. Ross and Kristine share parting advice, mistakes they made early on in their own careers, and the lessons they learned along the way that contributed to success in their careers.