Sales Fundamentals
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.
Intro
This lecture will give you an overview of everything you will learn in this course.
Knowledge Unit 1: Selling Defined
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.
Knowledge Unit 2: Ideal Customer Profiles
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
Knowledge Unit 3: Sales Funnels
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.
Knowledge Unit 4: Nimble Prospecting
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.
Knowledge Unit 5: Lead Qualification
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.
Knowledge Unit 6: Sales Pitches
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.
Knowledge Unit 7: Great Sales Emails
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.
Knowledge Unit 8: Sales Organizations
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.
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