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Sales Fundamentals & Prospecting
Curriculum
5 Sections
19 Lessons
4 Hours
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The Modern Sales Mindset
4
1.1
What Selling Really Means Today
10 Minutes
1.2
The Buyer’s Journey Explained
16 Minutes
1.3
Ethics and Trust in Selling
8 Minutes
1.4
Setting Your Personal Sales Goals
14 Minutes
Understanding Your Market
4
2.1
Defining Your Ideal Customer Profile
22 Minutes
2.2
Researching Prospects Effectively
14 Minutes
2.3
Segmenting Your Territory
8 Minutes
2.4
Building a Prospect List That Converts
18 Minutes
Prospecting Channels
4
3.1
Cold Email That Gets Replies
8 Minutes
3.2
Phone Prospecting Basics
14 Minutes
3.3
Social Selling on LinkedIn
9 Minutes
3.4
Referrals and Warm Introductions
8 Minutes
Qualifying Opportunities
4
4.1
BANT and Modern Qualification Frameworks
17 Minutes
4.2
Discovery Questions That Uncover Need
12 Minutes
4.3
Spotting and Disqualifying Poor Fits
8 Minutes
4.4
Managing Your Pipeline Stages
12 Minutes
Your 30-Day Prospecting Plan
3
5.1
Building a Daily Prospecting Routine
9 Minutes
5.2
Tracking Activity and Conversion Metrics
13 Minutes
5.3
Course Project: Your Prospecting Playbook
22 Minutes
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