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Sales Fundamentals

Learn how to sell with core, proven techniques that have generated millions in sales revenue.
4.2 (481 ratings)
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7,909 students enrolled
Last updated 2/2015
  • 43 mins on-demand video
  • 2 Articles
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
Explain what sales is and its role within an organization
Create Ideal Customer Profiles and use them to their advantage
Create a basic Sales Funnel and push leads through it
Conduct Nimble Prospecting
Qualify leads quickly and effectively
Write great sales pitches and sales emails
Articulate how the sales department relates to the organization and how to create an organization that utilizes sales effectively
Have an understanding of basic sales language, techniques and best practices.
View Curriculum
  • No prerequisites

Job titles don’t matter. Everyone is in sales. It’s the only way we stay in business. – Harvey Mackay

No sales, no business. It's the most fundamental fact of commerce. However, Sales is often one of the most misunderstood and mismanaged aspect of business, despite its obvious and enormous importance.

Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust. – Zig Ziglar

In this course you will learn basic sales strategies and tactics as well as how sales organizations work. You will learn techniques honed and mastered by companies such as Salesforce, Marketo, Hubspot and modern brands used by Coca Cola, Procter and Gamble and more. You will learn how a modern sales structure works and the different roles that make it function.

Excellence is not a skill. It’s an attitude. – Ralph Marston

The lectures included in this course are:

  • Selling Defined
  • Customer Profiles
  • Sales Funnels
  • Nimble Prospecting
  • Lead Qualification
  • Sales Pitches
  • Great Sales Emails
  • Outbound Prospecting

By the end of this course, you will know how to identify and target your customer, how to write and deliver compelling pitches, how to qualify and how to structure sales funnels. In short - how the basics of sales works!

Try not to become a person of success, but try to become a person of value. – Albert Einstein

This is a course many startup CEOs will wish they had taken before they started a sales organization - or anyone who wants to be valuable to an organization.

Who is the target audience?
  • People who are new or want to expand their skills in sales should take this course
  • People who are highly advanced in sales should not take this course
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Curriculum For This Course
Expand All 11 Lectures Collapse All 11 Lectures 43:21
1 Lecture 01:13

This lecture will give you an overview of everything you will learn in this course.

Introduction to Sales Fundamentals
Knowledge Unit 1: Selling Defined
1 Lecture 06:24

This is a high level overview of how sales works. In this lecture we will be covering the basic building blocks that we will build upon in future lectures. The lecture transcript and slides are also available.

Selling Defined

Selling Defined Video Lecture Quiz
8 questions
Knowledge Unit 2: Ideal Customer Profiles
1 Lecture 05:15

In this lecture we will be covering what customer profiling is and methods you can use to categorize and target your ideal customer profiles. The lecture transcript and slides are also available.

The following are some examples of good targeting criteria:

  • Industries
  • Geographies
  • Revenues
  • Culture clues
  • Employee size
  • Key metrics or data-points
  • Deal breakers
  • Deal makers
  • Ideal contacts
Ideal Customer Profiles

Ideal Customer Profiles Video Lecture Quiz
3 questions
Knowledge Unit 3: Sales Funnels
1 Lecture 05:12

This lecture will give an overview of what a basic Sales Funnel looks like and how you can make one yourself and use it to your advantage. The lecture slides and transcript are also available.

Sales Funnels

Sales Funnels Video Lecture Quiz
8 questions
Knowledge Unit 4: Nimble Prospecting
1 Lecture 03:54

In this lecture we will show you what Nimble Prospecting is and how to do it. The lecture transcript and slides are also available along with the spreadsheet in the video.

Note: the spreadsheet referenced in this video is attached as an excel file. If you wish to use it in google drive, simply upload it and open it with google sheets.

Nimble Prospecting

Nimble Prospecting Video Lecture Quiz
6 questions
Knowledge Unit 5: Lead Qualification
1 Lecture 05:01

Not everyone you meet is a potential customer. We will discuss why this is and how to determine whether or not something is a good fit for your product or service. The lecture transcript and slides are also available.

Lead Qualification

Lead Qualification Video Lecture Quiz
8 questions
Knowledge Unit 6: Sales Pitches
1 Lecture 03:24

In this lecture we will discuss how to create the elusive sales pitch with a sales pitch construction form as the basis for it. The lecture slides and transcript are also available.

Sales Pitches

Sales Pitches Video Lecture Quiz
6 questions
Knowledge Unit 7: Great Sales Emails
1 Lecture 06:09

Sales emails are extremely important in a sales organization. Writing them correctly is essential in getting a response. We will discuss techniques of improving sales writing in the context of an email. The lecture transcript and slides are also available.

Great Sales Emails

Great Sales Emails Video Lecture Quiz
5 questions
Knowledge Unit 8: Sales Organizations
3 Lectures 06:43

This is again a high level overview of a sales organization, but this time within the context of what was learned throughout the course. Lecture slides and transcript are also available.

Sales Organizations

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About the Instructor
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