Sales and Customer Success
B2B Sales Strategy
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
USD 59
Sales Fundamentals and Prospecting
Build and run a repeatable prospecting system that finds the right buyers, starts real conversations and fills your pipeline with qualified opportunities.
About this course
Start selling successfully. Learn the sales process, prospecting, and building pipelines that consistently generate new opportunities.
What you will learn
- Explain the modern sales process and match your approach to each stage of the buyer's journey
- Define an Ideal Customer Profile and buyer personas, and segment your territory by priority
- Build an accurate, compliant prospect list and research prospects efficiently
- Write cold emails, call openings, LinkedIn messages and referral requests that start conversations
- Qualify opportunities using BANT, CHAMP or MEDDIC and run discovery conversations that uncover real need
- Manage pipeline stages, track activity and conversion metrics, and follow a 30-day prospecting plan
Curriculum
Module 1The Modern Sales Mindset4 lessons
- 1What Selling Really Means Today Free preview
- 2The Buyer’s Journey Explained
- 3Ethics and Trust in Selling
- 4Setting Your Personal Sales Goals
- QModule quiz (4 questions)
Module 2Understanding Your Market4 lessons
- 5Defining Your Ideal Customer Profile
- 6Researching Prospects Effectively
- 7Segmenting Your Territory
- 8Building a Prospect List That Converts
- QModule quiz (4 questions)
Module 3Prospecting Channels4 lessons
- 9Cold Email That Gets Replies
- 10Phone Prospecting Basics
- 11Social Selling on LinkedIn
- 12Referrals and Warm Introductions
- QModule quiz (4 questions)
Module 4Qualifying Opportunities4 lessons
- 13BANT and Modern Qualification Frameworks
- 14Discovery Questions That Uncover Need
- 15Spotting and Disqualifying Poor Fits
- 16Managing Your Pipeline Stages
- QModule quiz (4 questions)
Module 5Your 30-Day Prospecting Plan3 lessons
- 17Building a Daily Prospecting Routine
- 18Tracking Activity and Conversion Metrics
- 19Course Project: Your Prospecting Playbook
- QModule quiz (4 questions)
PFinal project: Your Prospecting Playbook and 30-Day Plan
Who this course is for
- New and early-career salespeople who need a structured way to find customers
- Business owners and founders who sell their own products or services
- Experienced sellers who want a disciplined refresher on prospecting and pipeline management
Requirements
- A computer or smartphone with internet access, email and a spreadsheet or CRM
- A product or service you sell or plan to sell, so you can apply each exercise
- No prior sales training needed, though some work experience will help
What is included
Written lessons
19 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
Your Prospecting Playbook and 30-Day Plan. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
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