HubSpot Sales Representative Professional Certificate

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.

In this course, you will learn how to create a successful inbound sales strategy by connecting with and earning the attention of your most promising leads. After learning the basics of inbound sales and the buyer’s journey, you will learn how to develop your buyer persona as well as find and prioritize active buyers. You’ll discover how to reach out to these leads by creating and using an outreach sequence. Next, you will use qualification frameworks to profile and identify the details of your prospects, including their CGP, TCI, and BA. The course will culminate in you applying your new knowledge to design a personalized sales presentation and a multi-step project for developing an inbound sales strategy.

By the end of this course you will be able to: • Describe the importance of inbound sales • Develop an inbound sales strategy • Create your ideal customer profile • Identify and prioritize inbound leads • Use social selling • Enrich leads • Connect with inbound leads • Reach out to inbound leads via phone or email • Use trigger events and common connections to connect to leads • Create outreach sequence • Use technology to automate parts of the outreach • Identify a prospect's challenges, goals and plans • Understand a prospect's timeline, consequences and implications • Profile a prospect's budget and authority • Create a personalized sales presentation Throughout the course, you will complete exercises that allow you to apply the skills you have learned in a practical way, such as creating a customer profile, writing emails to prospects, brainstorming a list of questions for a sales call, and creating a sales presentation. You will compile your work and submit it as a project at the end of the course. This 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.

In this course, you will learn how to create and implement an effective lead management strategy for your business using HubSpot’s tools. After learning the importance of lead management within the context of the buyer’s journey, you will learn best practices for auditing and mapping out your process as well as for using a sales and marketing SLA. You’ll learn how to organize your leads by both segmenting them and qualifying them within a lead qualification framework. Nurturing relationships with your leads will be a key part of these practices, as well. Next, you’ll learn how to assign values to leads in order to prioritize outreach along with how to quickly assign each lead to the right representative on your team. You’ll learn to use metrics to track your lead management results and report them using HubSpot’s dashboard. Finally, the course will culminate in the application of your skills to build a lead management flow in HubSpot.

By the end of this course you will be able to: • Describe the importance of lead management • Create an effective lead management strategy • Segment, qualify and organize leads in HubSpot • Create a lead nurturing email campaign • Prioritize leads with lead scoring in HubSpot • Manage Sales Qualified Leads with Lead Routing • Identify metrics to track lead management results • Report on lead management results • Create a lead management dashboard in HubSpot • Experience and build a lead management flow in HubSpot Regardless of your current experience, this course will teach you the practices you need to create a lead management flow in HubSpot and successfully nurture your lead relationships. This 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 ask you to apply the skills you have learned in a practical way, such as mapping your lead management process, scoring leads with a worksheet, and creating a lead routing workflow. You will compile your work and submit it as a project at the end of the course.

In this course, you will use your business data and identify key metrics in order to report on sales with HubSpot’s dashboards. First, you will learn how to operate a data-driven business and how to audit, clean, and organize your data within HubSpot’s CRM. You will then learn to identify the key metrics used to analyze your data on sales and customer service success, within the stages of the Inbound Methodology. This will cover types of testing, using the Sales Hub tools, and reporting in each stage of the methodology. Next, you will walk through the steps to create a visually compelling custom report in HubSpot’s dashboards, including learning the best practices for data visualization. Finally, the course will culminate in a project that asks you to apply your skills in reporting data on the dashboard.

By the end of this course you will be able to: • Set data-driven goals for a business • Clean and organize your data in HubSpot • Create custom contact properties in HubSpot • Identify ways in which data can help improve the attraction of customers • Identify key metrics for sales effectiveness analysis • Analyze sales content • Explain the importance and the steps involved in forecasting using sales hub • Identify key customer service success metrics • Evaluate customer service success • Create a custom report in HubSpot • Describe data visualization best practices • Create a visually compelling dashboard in HubSpot • Demonstrate the use of data in reporting and dashboards Regardless of your current experience, this course will instruct you on how to create a data-driven business and report on your sales efforts within the HubSpot dashboard. This 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 ask you to apply the skills you have learned in a practical way, such as creating a custom contact property, reporting on each stage in customer relationship, and creating a visually compelling dashboard in HubSpot. You will compile your work and submit it as a project at the end of the course.