Course curriculum

    1. Segment 00: Welcome to the Course: Course Overview

    2. Segment 01: Introduction to the Course

    3. Segment 02: Meet the Experts

    4. Segment 03: Reading: Course Syllabus

    5. Segment 04: Reading: FAQ: Overcoming Call Reluctance - Strategies for Phone Anxiety

    6. Segment 05: Reading: Helpful Tips for Course Completion

    1. Segment 06: Smart Targeting: Ideal Customer Profile

    2. Segment 07: ICP Development Workshop

    3. Segment 08: Common ICP Mistakes to Avoid

    4. Segment 09: Reading: Prospecting Playbook: Defining Your ICP

    5. Segment 10: FAQ: "ICP Common Mistakes" - Quick Troubleshooting Guide

    6. Segment 11: Downloadable Resource: ICP Template Worksheet

    7. Segment 12: Hands-On-Learning: Draft an ICP Profile

    8. Segment 13: Downloadable Resource: Exemplar Solution

    9. Segment 14: Practice Quiz: Ideal Customer Profiles (ICPs)

    1. Segment 15: Demo Video 1: Cold Calling Mastery

    2. Segment 16: Demo Video 2: Email Templates That Convert

    3. Segment 17: LinkedIn Prospecting Strategies

    4. Segment 18: Demo Video 4: Sales Outreach Automation Platforms

    5. Segment 19: Email Writing Guide and Social Selling Best Practices

    6. Segment 20: Reading: FAQ: Building Your Pipeline - Daily Activity Guidelines

    7. Segment 21: Downloadable Resource: Prospecting Tracker Template

    8. Segment 22: Reading: Career Resource: Email Template Library

    9. Segment 23: Hands-On-Learning: Create a Multi-Channel Outreach Sequence

    10. Segment 24: Practice Quiz: Multi-Channel Outreach Strategies

    11. Segment 25: Reading: Summary and Highlights: Prospecting Fundamentals

    12. Segment 26: Quiz: Multi-Channel Outreach Strategies

    1. Segment 27: Prospect Research Methods

    2. Segment 28: Company and Market Signals: What Matters Most

    3. Segment 29: Demo Video: Stakeholder Mapping Techniques

    4. Segment 30: BANT Framework Explained

    5. Segment 31: TIMD in Action

    6. Segment 32: Reading: Qualification Criteria Guide

    7. Segment 33: FAQ: BANT v/s. TIMD

    8. Segment 34: Reading: Downloadable Resource: Qualification Scorecard Template

    9. Segment 35: Hands-On-Learning: Create a Research Brief and Qualification Score

    10. Segment 36: Reading: Downloadable Resource: 2.1 Exemplar Solution

    11. Segment 37: Practice Quiz: Research and Qualification

    1. Segment 38: Demo Video: Territory Planning: Maximize Coverage

    2. Segment 39: Time Management for Sales Reps

    3. Segment 40: Activity Planning in CRM

    4. Segment 41: Reading: Time Management for Sales Professionals

    5. Segment 42: Downloadable Resource: Weekly Activity Planner

    6. Segment 43: Hands-On-Learning: Develop a Tiered Territory Plan and Weekly Schedule

    7. Segment 44: Downloadable Resource: Exemplar Solution

    8. Segment 45: Practice Quiz: Territory Planning and Time Management

    1. Segment 46: Demo Video: Active Listening

    2. Segment 47: Building Trust with Customers

    3. Segment 48: SPIN Selling Framework

    4. Segment 49: Demo Video: SPIN in Action: Real-World Conversation

    5. Segment 50: Demo Video: Structuring the Perfect Discovery Call

    6. Segment 51: SME Interview: From Vendor to Trusted Advisor

    7. Segment 52: Reading: Discovery Question Bank

    8. Segment 53: Downloadable Resource: SPIN Question Bank Template

    9. Segment 54: Hands-On-Learning: Develop a SPIN Questioning Script

    10. Segment 55: Downloadable Resource: Exemplar Solution

    11. Segment 56: Practice Quiz: Consultative Selling and Needs Discovery

    12. Segment 57: Reading: Summary and Highlights: Client Analysis and Prioritization

    13. Segment 58: Quiz: Consultative Selling and Needs Discovery

About this course

  • Free
  • 91 lessons
  • 3 hours of video content

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