Sales Fundamentals

Learn how to sell with core, proven techniques that have generated millions in sales revenue.

Last updated 2022-01-10 | 4.2

- 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

What you'll 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.

* Requirements

* No prerequisites

Description

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 this course is for:

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

Course content

9 sections • 18 lectures

Intro 1 lectures

Introduction to Sales Fundamentals Preview 01:13

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

Knowledge Unit 1: Selling Defined 2 lectures

Selling Defined Preview 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 Video Lecture Quiz

Knowledge Unit 2: Ideal Customer Profiles 2 lectures

Ideal Customer Profiles Preview 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 Video Lecture Quiz

Knowledge Unit 3: Sales Funnels 2 lectures

Sales Funnels Preview 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 Video Lecture Quiz

Knowledge Unit 4: Nimble Prospecting 2 lectures

Nimble Prospecting Preview 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 Video Lecture Quiz

Knowledge Unit 5: Lead Qualification 2 lectures

Lead Qualification Preview 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 Video Lecture Quiz

Knowledge Unit 6: Sales Pitches 2 lectures

Sales Pitches Preview 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 Video Lecture Quiz

Knowledge Unit 7: Great Sales Emails 2 lectures

Great Sales Emails Preview 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 Video Lecture Quiz

Knowledge Unit 8: Sales Organizations 3 lectures

Sales Organizations Preview 06:40

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.