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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/inbound-sales
课程评论：没有评论
课程名称：入站销售 概述：在本课程中，您将学习如何通过与潜在客户建立联系并赢得他们的注意力，创建成功的入站销售策略。在了解入站销售和买家旅程的基础知识后，您将学习如何开发买家画像，以及如何寻找和优先考虑活跃买家。您将发现如何通过创建和使用外联序列来联系这些潜在客户。接下来，您将使用资格框架来分析和识别潜在客户的详细信息，包括其CGP、TCI和BA。课程的最后，您将应用所学知识，设计个性化销售演示文稿和多步骤项目，制定入站销售策略。 课程结束时，您将能够： - 描述入站销售的重要性 - 制定入站销售策略 - 创建理想客户画像 - 识别和优先考虑入站潜在客户 - 使用社交销售 - 丰富潜在客户信息 - 与入站潜在客户建立联系 - 通过电话或电子邮件联系入站潜在客户 - 使用触发事件和共同联系来接触潜在客户 - 创建外联序列 - 使用技术自动化外联的部分工作 - 识别潜在客户的挑战、目标和计划 - 理解潜在客户的时间线、后果和影响 - 分析潜在客户的预算和权威 - 创建个性化销售演示 在整个课程中，您将完成一系列练习，将所学技能以实际方式应用，例如创建客户画像、撰写潜在客户的电子邮件、构思销售电话的问题清单，以及创建销售演示文稿。您将整理您的作品，并在课程结束时提交为项目。 此课程适合任何希望在销售领域开启职业生涯的人，无论您是更换职业并寻找入门级角色，还是希望在当前的销售代表角色中提升技能。课程不需要任何背景知识或经验。 课程大纲： 第一部分：入门入站销售 描述：在第一周，您将了解入站销售及其策略的重要性。您还将学习如何定义和评估买家旅程，以优化销售策略。 第二部分：识别：发现和分析活跃买家 描述：这一周，您将深入了解入站销售的第一阶段，即识别。您将学习如何为理想客户创建买家画像，并识别和分析活跃买家，优先考虑这些潜在客户。您将完成“创建理想客户画像”的练习，这是您最终项目的第一部分。 第三部分：连接：与潜在客户联系 描述：在第三周，您将专注于入站销售策略的第二阶段，即连接。您将探索如何识别与入站潜在客户的不同连接点，以及如何创建外联序列。您还将学习如何使用技术辅助外联过程。您将完成最终项目的第二部分，通过电子邮件与潜在客户联系。 第四部分：探索：使用资格框架促使潜在客户采取行动 描述：本周，您将深入了解入站销售的探索阶段。您将学习如何使用资格框架识别潜在客户的挑战、目标、时间线等，以确定您的产品是否适合他们。您将学习如何利用这些资格激励潜在客户采取行动。您将完成最终项目的第三个练习，使用资格框架促使潜在客户采取行动。 第五部分：建议：创建个性化销售演示 描述：在最后一周，您将探索入站销售策略的最终阶段，即建议。您将学习如何创建个性化的销售演示文稿，激励并帮助买家实现他们的目标。您将通过完成之前几周的练习和创建个性化销售演示示例来结束这一周的学习，最终提交项目。
Part: 1
Title:Introduction to Inbound Sales
Description:In the first week you will be introduced to inbound sales and the importance of having an inbound sales strategy. You will also learn how to define and evaluate the buyer’s journey to optimize your sales strategy.
Part: 2
Title:Identify: Finding and Profiling Active Buyers
Description:This week you will take an in-depth look at the first phase of inbound sales, Identify. You will learn how to create a buyer persona for your ideal prospect. You will also learn how to identify and profile active buyers and prioritize these leads. You will complete the exercise Creating Your Ideal Customer Profile, which is the first part of the project you will turn in at the end of this course.
Part: 3
Title:Connect: Connecting with Leads
Description:In the third week you will focus on the second phase of the inbound sales strategy, Connect. You will explore how to identify different points of connection with your inbound sales leads and how to create an outreach sequence. You’ll also learn how to use technology to aid in your outreach process. You will complete the second part of your final project, Connecting with Leads through Email.
Part: 4
Title:Explore: Use a Qualification Framework to Move Prospects to Action
Description:This week you’ll dive into the Explore phase of inbound sales. You’ll learn how to use a qualification framework to identify a prospect’s challenges, goals, timeline, and more to determine if your product is a good fit for them. You’ll learn how to use these qualifications to motivate your prospect to take action in the sale. You’ll also complete the third exercise for your final project, Use a Qualification Framework to Move Prospects to Action.
Part: 5
Title:Advise: Create a Personalized Sales Presentation
Description:In the final week you will explore the final phase of the inbound sales strategy, Advise. You will learn how to create a personalized sales presentation that will motivate and help your buyer achieve their goals. You will end the week by completing your final project, consisting of the exercises you did through the previous weeks as well as creating an example of a personalized sales presentation.
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.
