Sales fundamentals

What you will be able to do

Skills you add to your Herizon profile when you finish: Sales Fundamentals, B2B Sales, discovery calls.

• A qualification card and a short cold email for a real prospect
• Five discovery questions in a working order
• A feel for demos, proposals, objections and asking for the deal
• The pipeline maths for your own quarterly target
• A weekly routine you can keep

Who it is for

Time per page: 10 to 20 minutes Whole course: 3 to 4 hours (13 pages, at your own speed) This is for you if you are: - Moving into a sales role - A founder who needs to bring in the first customers - A marketer who wants to see the other side of the funnel - Anyone told "you should talk to customers more" No sales experience needed. You need something to sell, or a realistic case to practise with. ---

The situation you work through

Elias, a new sales development rep at Tahdikas in Helsinki, works one deal with Kahvikulma, a café chain, from the first cold email through discovery, demo, proposal, objections and the signed contract.

Your practice task

Pick one real or realistic prospect for something you sell and build a prospect pack: a qualification card with budget, authority, need and timeline (with a source for each answer), a cold email of 80 words or fewer, five discovery questions in SPIN order with a follow-up each, and the pipeline maths for a quarterly target down to the weekly prospect number. Submit the pack and two sentences on its weakest part and how you would fix it.

What is inside

1. What sales is
2. The sales process
3. Knowing your product
4. Prospecting
5. Qualifying
6. Outreach

and 7 more pages

Finish with a short quiz to earn your certificate.