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The Ultimate Sales Development Rep Training Program

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The Ultimate Sales Development Rep Training Program

Learn In-Demand Skills & Break into Hot Industries as a B-to-B Sales Professional

4.6

(430)

2069 enrolled on this course

Last updated 11/2021

Robert Park

₹ 2899.0

₹ 4399.0

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Lessons

Quizzes

Duration

13 Hours

Skill level

Beginner

Language

English

Certificate

Yes

Full lifetime access

Yes

Description

This program is designed to teach you everything you need to know to succeed in a B-to-B sales role. Whether your goal is to become an SDR, BDR, or Account Executive, this program can help you get there.
Here's what you will learn in this program:
Learn where a career in sales can take you and develop skills to break into hot industries like SAAS, Fintech, and Ed-Tech.
Gain knowledge of the tools and technology used in the trade
Develop a working knowledge of the science behind persuasion and selling
Combine the fundamentals of selling with the Challenger Rep framework
Get free access to placeable's premier job search bootcamp that will help you break into this exciting career path
Take control of your career and your income
Reading List:
Although reading each publication is not required since we will be discussing the key concepts in this course, we highly recommend it. It would definitely reinforce many of things you will learn in this program.
The Science of Selling, by David Hoffeld
The Challenger Sale, by Matthew Dixon and Brent Adams
New Sales Simplified, by Mike Weinberg
Fierce Conversations, by Susan Scott
Give and Take, by Adam Grant
Blink, by Malcom Gladwell
Predictive Revenue, by Aaron Ross and Marylou Tyler
Snap Selling, by Jill Konrath
Mindset, by Carol Dweck
7 Habits of Highly Effective People, by Stephen Covey
Who this course is for:
Recent college graduates interested in a B-to-B sales role or current sales professionals seeking to grow their book of business.

What you'll learn

Learn how to research, prospect, manage, and close revenue generating opportunities.

prepare students for employment as an entry level business-to-business sales development representative.

Develop a working knowledge of the tools and technology needed to be successful in a sales role.

Gain exposure to the science behind selling and develop frameworks for a "sales" conversation.

Requirements

You will need a copy of Adobe XD 2019 or above. A free trial can be downloaded from Adobe.
No previous design experience is needed.
No previous Adobe XD skills are needed.

Course Content

27 sections • 95 lectures

Expand All Sections

1-Introduction to the Program

1.1-1.1 -- Welcome to B-to-B Sales!

1.2-1.2 -- Overview of a Career in Sales

1.3-1.3 -- The Sales Career Ladder

1.4-1.4 -- Hot Industries for Sales Professionals

1.5-1.5 -- Methodology, Schedule, and Coaching

1.6-1.6 -- Mindset - What is your Default Setting?

2-Tools and Technology

2.1-2.1 -- Introduction to Lesson 2 -- Tools and Technology

2.2-2.2 -- Foundational Tools - Part 1

2.3-2.3 -- Foundational Tools - Part 2

2.4-2.4 -- Outreach Tools - Part 1

2.5-2.5 -- Outreach Tools - Part 2

2.6-2.6 -- Marketing Tools

2.7-2.7 -- Introduction to Sales Focused Technology

2.8-2.8 -- The Customer Relationship Management System or CRM

2.9-Demo 1 -- CRM Demonstration - An Overview

2.10-Demo 2 -- CRM Demonstration -- Creating a Contact

2.11-Demo 3 -- CRM Demonstration -- Logging Activity

2.12-Demo 4 -- CRM Demonstration -- Building a Plan

2.13-Demo 5 -- CRM Demonstration -- Managing the Pipeline

2.14-2.9 -- Social Media -- Inbound Selling

2.15-2.10 -- Social Media -- Personal Brand

2.16-Demo 6 -- LinkedIn Demonstration

2.17-2.11 -- Lead Sourcing Platforms

2.18-Demo 7 -- Lead Sourcing Demonstration

3-The Science Behind Persuasion and Selling

3.1-3.1 -- Introduction to the Science Behind Persuasion and Selling

3.2-3.2 -- A Primer on Persuasion

3.3-3.3 -- Two Methods of Influence -- Covert Messaging

3.4-3.4 -- Two Methods of Influence -- Overt Messaging

3.5-3.5 -- The Buyer Persona

3.6-3.6 -- The Jobs to Be Done Theory

3.7-3.7 -- The Buyer's Journey

3.8-3.8 -- The Buyer's Decision - Summing it Up

3.9-3.9 -- Introduction to Hoffeld's 6 Whys

3.10-3.10 -- The First 3 Whys

3.11-3.11 -- A Primer on Competition

3.12-3.12 -- A Last 3 Whys

3.13-3.13 -- Hoffeld's 6 Whys -- A Recap

3.14-3.14 -- Introduction to the Buyer's Emotional State

3.15-3.15 -- Identifying the Buyer's Emotional State

3.16-3.16 -- Changing the Buyer's Emotional State - Part 1

3.17-3.17 -- Changing the Buyer's Emotional State - Part 2

3.18-3.18 -- Changing the Buyer's Emotional State - Part 3

3.19-3.19 -- Summing Up Lesson 3

4-Framework of a Conversation and the Challenger Sale

4.1-4.1 -- Introduction to Lesson 4

4.2-4.2 -- Let's Talk about Talk - An Introduction to Conversation

4.3-4.3 -- 10 Ways to Have a Better Conversation

4.4-4.4 -- Recap on the 10 Ways

4.5-4.5 -- Career Conversations

4.6-4.6 -- Introduction to the Challenger Sale

4.7-4.7 -- Sales Rep Types and The Challenger Rep

4.8-4.8 -- Commercial Teaching

4.9-4.9 -- Tailoring for Resonance

4.10-4.10 -- Taking Control

4.11-4.11 -- The Challenger Sale - A Recap

4.12-4.12 -- Let's Talk about Questions

4.13-4.13 -- Social Penetration Theory

4.14-4.14 -- Three Level Question Methodology

4.15-4.15 -- The Three Levels of Questions - A Practical

4.16-4.16 -- Summing Up Lesson 4

5-New Business Development

5.1-5.1 -- Introduction to New Business Development

5.2-5.2 -- Volume

5.3-5.3 -- Research

5.4-5.4 -- Planning

5.5-5.5 -- Outbound

5.6-5.6 -- Follow Up

5.7-5.7 -- Summing Up Lesson 5

6-Overcoming the Science of Networking

6.1-6.1 -- Do You Love to Network?!

6.2-6.2 -- The Science of Networking

6.3-6.3 -- Doing the 2-Step

6.4-6.4 -- Building a Network

6.5-6.5 -- The Live Networking Event

6.6-6.6 -- Summing Up Lesson 6

7-Get Ready. Get Set. Go!

7.1-7.1 -- The Sales Development Rep - A Day in a Life

8-Master-Class on Job Search Training - Converting Skill into a Career

8.1-Introduction to placeable's Job Search Training Program -- A Master Class

9-Lesson 1: Job Search - Planning and Preparation

9.1-Why I Hate the Resume!

9.2-The Baseline Resume

9.3-The Cover Letter

9.4-Social Media - Inbound Selling (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

9.5-Social Media - Personal Brand (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

9.6-Building a LinkedIn Profile

9.7-Internal Research - Knowing Yourself

9.8-Introduction to Conversations (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

9.9-10 Ways to Have a Better Conversation (SKIP IF YOU TOOK THIS MODULE IN THE SDR)

9.10-A Recap on the 10 Ways! (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

9.11-Career Conversations

9.12-Summing up Lesson 1

10-Lesson 2: Job Search - Strategy and Methodology

10.1-Introduction to Lesson 2 -- Strategy and Methodology

10.2-Networking Quandary (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

10.3-Thresholds of Trust (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

10.4-The Two-Step (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

10.5-Building a Network with Purpose

10.6-Building a Network with Purpose - A Demonstration

10.7-Introduction to Informational Interviewing

10.8-Informational Interview - Prep and Beginning

10.9-Informational Interview - The Middle

10.10-Informational Interview - The End

10.11-The Live Event (SKIP IF YOU TOOK THIS MODULE IN THE SDR PROGRAM)

10.12-How to Work a Career Fair

10.13-A Recap on Networking

10.14-Method 1 - Introduction and Metrics

10.15-Method 1 - Managing your Trust Portfolio

10.16-Method 1 - The Ask

10.17-Method 2 - The Proposal Approach

10.18-Method 2 - The Framework

10.19-Method 3 - Job Application

10.20-Summing Up Lesson 2

11-Lesson 3: Job Search - Execution

11.1-Introduction to Lesson 3

11.2-Job Interview - An Introduction

11.3-Myth of the Dueling Interview

11.4-Job Interview - Phase 1, Substantive and Complete

11.5-Job Interview - Phase 1, Positive in Presentation

11.6-Job Interview - Phase 1, Focus and Goal Alignment

11.7-Job Interview - Phase 1, The Money Question

11.8-Job Interview - Phase 2, The Opportunity

11.9-Job Interview - Phase 2, Managing the Q&A Process

11.10-Job Interview - Phase 3 - The Interest - Value Statement

11.11-Recap on the Job Interview

11.12-How to Manage Opportunities

11.13-How to Work with Staffing Firms

11.14-Introduction to Offer Stage

11.15-Preparing for the Offer

11.16-Evaluating the Offer

11.17-The Negotiation Story

11.18-Recap of Offer Stage

11.19-Summing Up Lesson 3 and The Job Search Program

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