.01
Kickoff & Introduction
- Personals Intro, Course Intro, Syllabus Walkthrough
.02
Inside Sales Basic
- Intro to Inside Sales
- Department Structure and Roles
- Terminology
- Sales Funnel
- Systems
- Inbound vs Outbound
.03
Deal Flow
- Intro / Qualification Call
- Discovery
- Demo
- Product Evaluation
- Commercial and Negotiation
- Administration (Legal, Security, Financials)
- Closing
.04
Intro Call
- Goals Of The Call
- Running a Research
- Small Talk
- Working With a Sales Deck
- Customer Stories that sell
- SDR/BDR, Lead Channels & Qualification
- Agenda
- Upfornt Contract
- Checklist
.05
Discovery
- BANT
- Quantifying The Pain
- The 3 Why's
.06
Discovery Practice
- Individual practice while role playing with a teammate
.07
Product Demo
- How to demo the product and connect the story to the customer pain
.08
Product Demo Practice
- Individual practice while role playing with a teammate
.09
Objection Handling
- How to deal with objections from your clients
.10
Objection Handling Practice
- Individual practice while role playing with a teammate
.11
Closing
- Scoping the deal,Plan each session,Close Plan,Effective emails
.12
Closing Practice
- Individual practice while role playing with a teammate
.13
Life of a Sales Person
- The day to day of a hi-tech sales person
.14
Star Skill Sales
- What's needed in order to be a superstar!
.15
Business Development
- Lead Generation, Cold Calling, Qualification Calls, Scheduling Demos
.16
Digital Marketing
- Advertising, Acquisition, Lead generation, Branding
.17
Channels & Partnerships
- Types of partners and business overview
.18
VP Sales Panel
- Personal story, what's important in the eye of the VP, how to build and scale
.19
Founders Panel
- Personal Story, Building Challenges, Fundraising
.20
Final Practice Kickoff
- Final practice phase Introduction
.21
Full Call Prep
- Prep via full call recordings
.22
Call Practice
- Self call practice
.23
Dual Practice (X3 Sessions)
- Practice With teammates
.24
Class Presentation
- Live Calls Practice
.25
Hiring Process Overview
- How to prepare your Linkedin & CV and how to prepare for an interview
.26
Interview Simulation
- Live Interview simulation lead by senior HR professionals
.27
Closure & Certifications
- Party time!
