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HubSpot vía Coursera
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Inbound Sales

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  • Introduction to Inbound Sales
    • In the first week you will be introduced to inbound sales and the importance of having an inbound sales strategy. You will also learn how to define and evaluate the buyer’s journey to optimize your sales strategy.
  • Identify: Finding and Profiling Active Buyers
    • This week you will take an in-depth look at the first phase of inbound sales, Identify. You will learn how to create a buyer persona for your ideal prospect. You will also learn how to identify and profile active buyers and prioritize these leads. You will complete the exercise Creating Your Ideal Customer Profile, which is the first part of the project you will turn in at the end of this course.
  • Connect: Connecting with Leads
    • In the third week you will focus on the second phase of the inbound sales strategy, Connect. You will explore how to identify different points of connection with your inbound sales leads and how to create an outreach sequence. You’ll also learn how to use technology to aid in your outreach process. You will complete the second part of your final project, Connecting with Leads through Email.
  • Explore: Use a Qualification Framework to Move Prospects to Action
    • This week you’ll dive into the Explore phase of inbound sales. You’ll learn how to use a qualification framework to identify a prospect’s challenges, goals, timeline, and more to determine if your product is a good fit for them. You’ll learn how to use these qualifications to motivate your prospect to take action in the sale. You’ll also complete the third exercise for your final project, Use a Qualification Framework to Move Prospects to Action.
  • Advise: Create a Personalized Sales Presentation
    • In the final week you will explore the final phase of the inbound sales strategy, Advise. You will learn how to create a personalized sales presentation that will motivate and help your buyer achieve their goals. You will end the week by completing your final project, consisting of the exercises you did through the previous weeks as well as creating an example of a personalized sales presentation.