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New Course Understanding Ideal Customer Profile (ICP) and Buyer Persona
New Course
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Foundations of Inside Sales
Role of an Inside Sales Rep (difference between SDR, BDR, AE, Account Manager)
Reading
Quiz
Quiz
Inside Sales Funnel & Process (prospecting → qualifying → nurturing → closing)
Reading
Understanding Ideal Customer Profile (ICP) and Buyer Persona
Reading
Sales Metrics & KPIs (calls, emails, meetings booked, pipeline value, conversion %)
Reading
Communication & Soft Skills
Business Communication & Sales Language
Reading
Active Listening & Objection Handling
Reading
Building Rapport & Trust in Cold Outreach
Reading
Negotiation Basics for Inside Sales
Reading
Prospecting & Lead Generation
Researching Prospects (LinkedIn, company sites, tools)
Reading
Cold Calling – Scripts, Tone, Handling Rejection
Reading
Cold Emailing – Frameworks (AIDA, PAS, 3x3 research method)
Reading
Social Selling – LinkedIn, Twitter, Communities
Reading
Sales Tools & CRM
CRM Fundamentals (HubSpot, Salesforce, Zoho CRM basics)
Reading
Using Sales Engagement Tools (Outreach, SalesLoft, Apollo)
Reading
Automation & Sequences (email cadences, follow-ups)
Reading
Data Hygiene & Reporting
Reading
Discovery & Qualification
BANT, MEDDIC, SPIN selling methods
Reading
Asking Powerful Questions
Reading
Understanding Pain Points & Mapping Solutions
Reading
Qualifying Leads vs. Disqualifying Early
Reading
Product & Market Knowledge
Learning Your Company’s Product/Service
Reading
Competitive Landscape Analysis
Reading
Value Proposition & Differentiation
Reading
Industry-Specific Sales Approaches (IT, SaaS, Services)
Reading
Objection Handling & Closing Support
Common Objections ("Too Expensive", "No Budget", "Not Now")
Reading
Reframing & Handling Pushback
Reading
Setting Meetings for AEs / Closers
Reading
Handover to Account Executive (smooth transition)
Reading
Performance & Career Growth
Sales Metrics & Dashboard Analysis
Reading
Time Management & Daily Planning
Reading
Personal Branding for Sales Reps
Reading
Career Growth (SDR → AE → Sales Manager → Director)
Reading
Announcements Course Info
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The Marketer Academy

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