Building sclable Inside Sales organization. | Artem Berman | Skillshare

Building sclable Inside Sales organization.

Artem Berman, Don't waste time

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101 Lessons (3h 21m)
    • 1. Introduction to the course.

      5:17
    • 2. Introduction to the sales and marketing section.

      1:53
    • 3. A definition of the sales process.

      2:32
    • 4. Relationship between Sales and Marketing.

      1:21
    • 5. Two processes within the same funnel.

      1:05
    • 6. The evolution of the marketing.

      3:09
    • 7. Classification of the sales.

      1:45
    • 8. Sales direction.

      2:12
    • 9. Sales approaches.

      1:20
    • 10. Sales in a single formula.

      1:14
    • 11. The main challenges of the sales.

      2:21
    • 12. Is it for me?

      1:25
    • 13. The takeaways.

      1:42
    • 14. Inside sales in depth. Introduction.

      1:37
    • 15. Inside sales unleashed.

      1:16
    • 16. Benefits and limits of the inside sales model.

      2:21
    • 17. Bullet points of the inside sales model.

      2:16
    • 18. Crucial role of the web site.

      2:48
    • 19. Numbers talk!

      1:56
    • 20. CRM software.

      1:55
    • 21. Big data in CRM.

      1:54
    • 22. The sales is the teamwork. Theory.

      2:45
    • 23. The sales is the teamwork. Practice.

      0:56
    • 24. Inside sales team structure.

      3:35
    • 25. Inside sales representative compensation.

      1:52
    • 26. The limits. Omplications for employers and employees.

      1:40
    • 27. The takeaways.

      1:14
    • 28. Lead in detail. Introduction.

      0:32
    • 29. What is a lead?

      3:04
    • 30. Lead generation. Outbound vs inbound.

      3:01
    • 31. Lead qualification.

      1:49
    • 32. Lead nurturing.

      2:09
    • 33. A lead and a funnel.

      1:15
    • 34. Lead scoring.

      2:39
    • 35. Why do we need to score a lead?

      1:40
    • 36. BANTL. Is lead an opportunity?

      2:38
    • 37. Lead is a customer. Now what?

      2:27
    • 38. The takeaways.

      1:22
    • 39. Lead Nurturing in depth. Introduction.

      1:39
    • 40. Lead nurturing.

      2:36
    • 41. Lead nurturing tactics.

      4:19
    • 42. Drip marketing.

      1:55
    • 43. Multy-funnels.

      1:38
    • 44. Sales scripts.

      3:02
    • 45. Split tests.

      1:42
    • 46. Communication channels.

      2:00
    • 47. Do e-mails still work?

      2:50
    • 48. Feedback and quality assurance.

      1:53
    • 49. The takeaways.

      1:30
    • 50. Pipeline. Introduction.

      2:07
    • 51. What is a pipeline?

      1:41
    • 52. Is pipeline something self sufficient?

      1:26
    • 53. Pipeline vs. bookings vs. revenue vs .liquidity.

      1:46
    • 54. Gaps and how to survive?

      2:49
    • 55. Cash vs. accrual accounting.

      2:29
    • 56. What types of pipeline can we maintain?

      1:58
    • 57. State of the opportunity.

      2:09
    • 58. New vs. existing business pipeline.

      1:29
    • 59. Direct vs. channel pipeline.

      1:08
    • 60. The takeaways.

      1:17
    • 61. Psychology of sales. Introduction.

      1:05
    • 62. The purchasing behavior.

      0:55
    • 63. The purchasing behavior, digging deeper.

      1:58
    • 64. Why do we buy in the first place?

      2:17
    • 65. Customer purchase readiness.

      1:43
    • 66. Social justification.

      1:44
    • 67. Understanding your competition.

      2:01
    • 68. Customer personality types.

      2:06
    • 69. DISC. The implications.

      2:28
    • 70. Why support people sometimes are best sales people?

      2:15
    • 71. Understanding the dynamics behind purchasing.

      2:16
    • 72. Interest and influence.

      2:08
    • 73. Importance of the relationship management.

      1:43
    • 74. The takeaways.

      1:27
    • 75. The call. Introduction.

      1:55
    • 76. Do your homework...

      2:29
    • 77. Calls classification.

      4:08
    • 78. Smaller and larger sales.

      2:17
    • 79. Who am I talking to?

      1:02
    • 80. How to get past gatekeepers?

      1:59
    • 81. How to deal with a voice machine?

      1:23
    • 82. How to start and run a call?

      2:23
    • 83. Getting the prospect to open.

      2:31
    • 84. SPIN selling.

      1:38
    • 85. Getting close to a deal.

      2:05
    • 86. Finishing a call.

      1:47
    • 87. Was it a success?

      1:31
    • 88. The takeaways.

      1:48
    • 89. Stress and personal development, Introduction.

      1:09
    • 90. Finding a motivation.

      1:12
    • 91. You did great and burnt out...

      1:26
    • 92. The warning signs.

      2:29
    • 93. Stress why should you care?

      2:50
    • 94. Individual approaches to managing stress.

      2:41
    • 95. Personal development and training.

      1:18
    • 96. Personal development methods.

      1:22
    • 97. Efficiency vs. effectiveness.

      1:30
    • 98. Time management.

      3:36
    • 99. Fears management.

      1:24
    • 100. A winning attitude.

      0:52
    • 101. The takeaways.

      0:55

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Try to pass the attached exam. Send me the answers and I will get back to you with the comments and correct answers.

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