Building sclable Inside Sales organization.

Artem Berman, Don't waste time

Play Speed
  • 0.5x
  • 1x (Normal)
  • 1.25x
  • 1.5x
  • 2x
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

About This Class

The course is suitable for those who plan to implement Inside Sales model within their organization. It is not about deal closing tips and tricks but rather provides a detailed insight into the framework and functioning of the Inside Sales model. The course reviewing in detail the sales and marketing in the modern IT organization, the lead, the funnel, the pipeline, the dynamics behind the B2B purchasing process, the sales call and other topics related to the subject.