This course is part of the HubSpot Sales Representative Professional Certificate

Tiphaine Amblard

3,419 already enrolled

Offered By

HubSpot Sales Representative Professional CertificateHubSpot Academy

About this Course

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This course lays out the skills and knowledge necessary to develop a marketing-driven sales enablement strategy, for beginners or those looking to hone their skills.  You’ll learn the basics of sales enablement, and how to align your marketing and sales team under the same strategy and goals. You’ll learn ways to make the connection with your buyers and use content as an effective sales tool. The course will teach you about automation tools to use in your sales enablement strategy and about how to enable continued customer success after a sale.
By the end of this course you will be able to:
• Describe what sales enablement is and why it's important
• Create a vision and goal that can motivate and align sales and marketing teams
• Develop a lead qualification framework
• Create an SLA
• Plan and run effective ‘smarketing’ meetings
• Identify your target audience
• Develop a buyer persona
• Use the jobs-to-be-done framework to understand your buyer
• Create a hero statement to connect with your buyer
• Develop a content strategy to increase your sales team efficiency and velocity
• Plan a company-wide content creation initiative
• Write impactful content
• Enable ongoing customer success
• Identify technology needs for sales enablement
• Develop your technology strategy for sales enablement

This course will help you build a solid foundation for developing a sales enablement strategy and working effectively with your sales and marketing teams. The course is intended for anyone interested in jumpstarting their career in sales - whether you’re changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started.   

Throughout the course, you will complete exercises that allow you to apply the skills you have learned in a practical way, such as evaluating a lead qualification framework, planning a “smarketing” meeting, creating a buyer persona, and writing an email to potential customers.  You will compile your work and submit it as a project at the end of the course.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

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Includes hands on learning projects.

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Course 1 of 5 in the

HubSpot Sales Representative Professional Certificate

Beginner Level

Learners don't need to have any experience in sales, but should have basic internet navigation skills and be eager to participate.

Approx. 27 hours to complete

English

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What you will learn

How to manage for sales enablement through alignment of the sales and marketing teams
Strategies for making connections with your buyers
How to enable continued customer success, even after the sale

Skills you will gain

Customer Relationship Management (CRM)
Content Creation
Customer Success
Sales
Sales Enablement

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 1 of 5 in the

HubSpot Sales Representative Professional Certificate

Beginner Level

Learners don't need to have any experience in sales, but should have basic internet navigation skills and be eager to participate.

Approx. 27 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Tiphaine Amblard

3,585 Learners

2 Courses

Offered by

HubSpot Academy

HubSpot Academy is the worldwide leader in inbound marketing, sales, and customer service/success education. Since 2012, HubSpot Academy has been on a mission to transform the way people and companies grow, offering online training for the digital age: courses, projects, certifications, and software training.

Now, HubSpot Academy's Inbound Certification has become the official badge of the inbound movement, with over 60,000 awarded annually. The online courses developed by Academy’s students and teachers are translated into four languages, and the award-winning certifications are completed by hundreds of people each day all over the world. As HubSpot’s (NYSE: HUBS) official learning resource, HubSpot Academy aims to educate and inspire people everywhere, helping them learn how to market, sell, and grow an inbound business. Learn more at http://academy.hubspot.com/.

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Syllabus - What you will learn from this course

Week1

Week 1

6 hours to complete

Adopting a Sales Enablement Mentality

6 hours to complete

14 videos (Total 67 min), 6 readings, 5 quizzes

14 videos

Introduction to the Program5mCourse Introduction Video3mCareers in Sales and Customer Relationship Management5mWeekly Introduction: Adopting a Sales Enablement Mentality55sWhy You Need Sales Enablement7mDeveloping a Sales Enablement Strategy6mSales Enablement in Action5mThe Importance of Having a Vision and Setting Goals4mCreating a Revenue Goal4mLeads and the Sales Pipeline3mThe Importance of Lead Qualification3mIdentifying Fit and Sales Readiness9mMastering Lead Qualification8mWeekly Review: Adopting a Sales Enablement Mentality47s

6 readings

Course Syllabus10mHow to Be Successful in this Course20mWorksheet: Sales Enablement Self Evaluation30mCreating Your Vision and Goals10mWorksheet: Designing Your Vision15mDeveloping a Lead Qualification Framework10m

5 practice exercises

Practice Quiz: Sales Enablement Definition and Importance10mPractice Quiz: Developing a Unified Goal15m Exercise: A Lead Qualification Framework30mPractice Quiz: Developing a Lead Qualification Framework15mGraded Quiz: Adopting a Sales Enablement Mentality30m

Week2

Week 2

5 hours to complete

Managing for Sales Enablement

5 hours to complete

9 videos (Total 56 min), 5 readings, 5 quizzes

9 videos

Weekly Introduction: Managing for Sales Enablement1mThe Importance of the Sales and Marketing SLA3mCreating an SLA for Your Teams7mOptimizing Your SLA9mBeyond the SLA13mThe Importance of Smarketing Meetings2mPlanning an Effective Smarketing Meeting9mRunning an Effective Smarketing Meeting8mWeekly Review: Managing for Sales Enablement46s

5 readings

Creating Your SLA (Set Number of Leads)10mCreating Your SLA (Time to Contact)10mWorking with an SLA15mThe Pop Model20mPlan a Smarketing Meeting15m

5 practice exercises

Exercise: Creating an SLA in Practice40mPractice Quiz: Working with an SLA15mPractice Quiz: Maintaining Alignment with Smarketing Meetings10mExercise: Plan a Smarketing Meeting40mGraded Quiz: Managing for Sales Enablement30m

Week3

Week 3

7 hours to complete

Making the Connection with Your Buyer

This week we are digging into who your buyer is and how to connect with them. You'll learn how to develop a buyer persona to know whom you should be targeting. You'll gain more understanding of your buyer through the jobs-to-be-done framework. You'll also learn how to write a hero statement to connect all the information about your buyer. You'll complete two more exercises for your final project.

7 hours to complete

14 videos (Total 88 min), 9 readings, 7 quizzes

14 videos

Weekly Introduction: Making the Connection with Your Buyer49sIntroduction to Buyers1mThe Importance of Buyer Personas10mDeveloping Your Buyer Personas9mDeveloping Your Buyer Persona: Application5mThe Importance of Jobs-to-Be-Done13mRethinking Your Competition3mUncovering Your Customers' Jobs12mUncovering Your Customers' Jobs: Application3mThe Importance of Hero Statements9mBeing a Hero to Your Customers5mWhat Does Being a Hero Look Like?5mCreating a Hero Statement3mWeekly Review: Making the Connection with Your Buyer43s

9 readings

The Beginner's Guide to Buyer Personas30mHow to Create Detailed Buyer Personas for Your Business30mA Buyer Persona Template10mCompeting against Luck10mInterviewing Customers to Determine Their Jobs-to-Be-Done10mUsing Jobs-to-Be-Done in Sales10mClaire Menke on Combining Personas and JTBD20mDoug Davidoff on Hero Statements10mHow to Create Your Hero Statement10m

7 practice exercises

Practice Quiz: Using Buyer Personas in Sales15mExercise: Create Your Own Buyer Persona40mPractice Quiz: Using Jobs-to-Be-Done in Sales15mExercise: Uncovering Your Customers' Jobs to Be Done40mPractice Quiz: Creating a Hero Statement15mExercise: Developing a Hero Statement30mGraded Quiz: Making the Connection with Your Buyer30m

Week4

Week 4

6 hours to complete

Using Content as a Sales Tool

In Week 4 you'll learn all about content and how it can impact your sales strategy. You'll learn how to use content as a sales tool, how to develop a content strategy for your team, and how to organize and motivate your team to create effective content. You'll also gain valuable skills to become a better business writer. You'll practice these new skills in two more exercises that will be part of the final project you will turn in next week.

6 hours to complete

18 videos (Total 100 min), 5 readings, 6 quizzes

18 videos

Weekly Introduction: Using Content as a Sales Tool41sThe Importance of Content in Sales Enablement3mUsing Pre-Sale Content to Enable Sale6mUsing Content during the Sales Process5mContent Strategy in Action8mThe Importance of Company-Wide Collaboration6mDesignate a Content Manager2mGetting Sales Involved in Content Creation10mMaking Content Creation a Company-Wide Initiative6mGetting Started with Video Content6mWhy is Writing an Important Business Skill?3mThe Research Process10mWhat Goes into an Outline?4mThe Pain of Writing the First Draft3mWriting Impactful Introductions and Conclusions7mTop Writing Tips from Daniel Pink6mA Guide to Self-Editing7mWeekly Review: Using Content as a Sales Tool1m

5 readings

Using Content as a Sales Tool10m12 Brainstorming Techniques for Unearthing Content Ideas from Your Team20mAligning Your Business Around Content Creation - Summary15mHow to Write an Introduction: A Simplified Guide30m10 Simple Edits that Will Improve Your Writing30m

6 practice exercises

Practice Quiz: Using Content as a Sales Tool15mExercise: Using Content as a Sales Tool40mPractice Quiz: Aligning your Business around Content Creation15mPractice Quiz: Become a Better Writer15mExercise: Become a Better Writer30mGraded Quiz: Using Content as a Sales Tool30m

About the HubSpot Sales Representative Professional Certificate

Whether you're completely new to sales and looking to start a new career, or you want to grow in your current sales role, this five-course career training program from the inbound sales experts at HubSpot can help you reach your career goals.

You’ll start by learning the basics of sales enablement and how sales and marketing teams can collaborate to create and keep relationships with their targeted buyers. You’ll develop data-driven sales goals and influential content to enable you to achieve those goals. The skills you get through the program will teach you the fundamental skills employers are looking for when hiring for entry level sales roles, including how to generate, connect with, and manage leads. You’ll learn to analyze the effectiveness of your sales tactics and the success of your customer service with data and reporting using HubSpot’s CRM software. This program will prepare you for your next role with hands-on projects that will apply your new skills, and you’ll create a portfolio to present to potential employers when interviewing for your next role. You’ll get real experience with HubSpot’s CRM Software and learn sales best practices. You’ll earn a Professional Certificate when you graduate, and you’ll also be able to take the free HubSpot certification exams throughout the program, to help your resume stand out. Start preparing for a new career in sales or customer relationship management. Enroll today!

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Certificate?
When you enroll in the course, you get access to all of the courses in the Certificate, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.

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Sales Enablement

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