The Ultimate Sales Development Rep Training Program

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

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

Anyone interested in growing sales or breaking into a professional business to business sales role

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 tradeDevelop a working knowledge of the science behind persuasion and sellingCombine the fundamentals of selling with the Challenger Rep frameworkGet free access to placeable's premier job search bootcamp that will help you break into this exciting career pathTake control of your career and your incomeReading 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 HoffeldThe Challenger Sale, by Matthew Dixon and Brent AdamsNew Sales Simplified, by Mike WeinbergFierce Conversations, by Susan ScottGive and Take, by Adam GrantBlink, by Malcom GladwellPredictive Revenue, by Aaron Ross and Marylou TylerSnap Selling, by Jill KonrathMindset, by Carol Dweck7 Habits of Highly Effective People, by Stephen Covey

Overview

Section 1: Introduction to the Program

Lecture 1 1.1 – Welcome to B-to-B Sales!

Lecture 2 1.2 – Overview of a Career in Sales

Lecture 3 1.3 – The Sales Career Ladder

Lecture 4 1.4 – Hot Industries for Sales Professionals

Lecture 5 1.5 – Methodology, Schedule, and Coaching

Lecture 6 1.6 – Mindset - What is your Default Setting?

Section 2: Tools and Technology

Lecture 7 2.1 – Introduction to Lesson 2 – Tools and Technology

Lecture 8 2.2 – Foundational Tools - Part 1

Lecture 9 2.3 – Foundational Tools - Part 2

Lecture 10 2.4 – Outreach Tools - Part 1

Lecture 11 2.5 – Outreach Tools - Part 2

Lecture 12 2.6 – Marketing Tools

Lecture 13 2.7 – Introduction to Sales Focused Technology

Lecture 14 2.8 – The Customer Relationship Management System or CRM

Lecture 15 Demo 1 – CRM Demonstration - An Overview

Lecture 16 Demo 2 – CRM Demonstration – Creating a Contact

Lecture 17 Demo 3 – CRM Demonstration – Logging Activity

Lecture 18 Demo 4 – CRM Demonstration – Building a Plan

Lecture 19 Demo 5 – CRM Demonstration – Managing the Pipeline

Lecture 20 2.9 – Social Media – Inbound Selling

Lecture 21 2.10 – Social Media – Personal Brand

Lecture 22 Demo 6 – LinkedIn Demonstration

Lecture 23 2.11 – Lead Sourcing Platforms

Lecture 24 Demo 7 – Lead Sourcing Demonstration

Section 3: The Science Behind Persuasion and Selling

Lecture 25 3.1 – Introduction to the Science Behind Persuasion and Selling

Lecture 26 3.2 – A Primer on Persuasion

Lecture 27 3.3 – Two Methods of Influence – Covert Messaging

Lecture 28 3.4 – Two Methods of Influence – Overt Messaging

Lecture 29 3.5 – The Buyer Persona

Lecture 30 3.6 – The Jobs to Be Done Theory

Lecture 31 3.7 – The Buyer's Journey

Lecture 32 3.8 – The Buyer's Decision - Summing it Up

Lecture 33 3.9 – Introduction to Hoffeld's 6 Whys

Lecture 34 3.10 – The First 3 Whys

Lecture 35 3.11 – A Primer on Competition

Lecture 36 3.12 – A Last 3 Whys

Lecture 37 3.13 – Hoffeld's 6 Whys – A Recap

Lecture 38 3.14 – Introduction to the Buyer's Emotional State

Lecture 39 3.15 – Identifying the Buyer's Emotional State

Lecture 40 3.16 – Changing the Buyer's Emotional State - Part 1

Lecture 41 3.17 – Changing the Buyer's Emotional State - Part 2

Lecture 42 3.18 – Changing the Buyer's Emotional State - Part 3

Lecture 43 3.19 – Summing Up Lesson 3

Section 4: Framework of a Conversation and the Challenger Sale

Lecture 44 4.1 – Introduction to Lesson 4

Lecture 45 4.2 – Let's Talk about Talk - An Introduction to Conversation

Lecture 46 4.3 – 10 Ways to Have a Better Conversation

Lecture 47 4.4 – Recap on the 10 Ways

Lecture 48 4.5 – Career Conversations

Lecture 49 4.6 – Introduction to the Challenger Sale

Lecture 50 4.7 – Sales Rep Types and The Challenger Rep

Lecture 51 4.8 – Commercial Teaching

Lecture 52 4.9 – Tailoring for Resonance

Lecture 53 4.10 – Taking Control

Lecture 54 4.11 – The Challenger Sale - A Recap

Lecture 55 4.12 – Let's Talk about Questions

Lecture 56 4.13 – Social Penetration Theory

Lecture 57 4.14 – Three Level Question Methodology

Lecture 58 4.15 – The Three Levels of Questions - A Practical

Lecture 59 4.16 – Summing Up Lesson 4

Section 5: New Business Development

Lecture 60 5.1 – Introduction to New Business Development

Lecture 61 5.2 – Volume

Lecture 62 5.3 – Research

Lecture 63 5.4 – Planning

Lecture 64 5.5 – Outbound

Lecture 65 5.6 – Follow Up

Lecture 66 5.7 – Summing Up Lesson 5

Section 6: Overcoming the Science of Networking

Lecture 67 6.1 – Do You Love to Network?!

Lecture 68 6.2 – The Science of Networking

Lecture 69 6.3 – Doing the 2-Step

Lecture 70 6.4 – Building a Network

Lecture 71 6.5 – The Live Networking Event

Lecture 72 6.6 – Summing Up Lesson 6

Section 7: Get Ready. Get Set. Go!

Lecture 73 7.1 – The Sales Development Rep - A Day in a Life

Lecture 74 7.2 – Gain Access to placeable's Premier Job Search Bootcamp

Recent college graduates interested in a B-to-B sales role or current sales professionals seeking to grow their book of business.