This inside sales certification course is designed to help every sales individual develop or improve the latest sales skills, trends, techniques, and best practices. This will create a basic strong foundation for Inside Sales competencies and skills that will help your sales team increase their sales numbers, and sales conversion rate.
This program is the combination of core modules of sales fundamentals, remote working, virtual sales, digital sales, social selling skills and the elective modules of inside sales.
The objective of this module is to familiarize the learner with business management and sales foundations. This module covers how to develop business acumen, sales fundamentals, understanding business and business-to-business sales.
This module covers introduction to inside sales, virtual selling and essential sales strategies required in the new world of selling.
This module includes sales territory management, different types of account and engagement with account, and micro and macro analysis of the accounts.
This module covers the techniques and tactics to sell in different kind of industries such as government, technology companies, professional services, financial services, telecommunication, manufacturing, healthcare, retail and consumer products.
This module covers techniques and tactics on how to sell to different personalities and personas such as selling to executives and c-suites.
In this module, learn will learn the various types of sales methodologies such as solution sales, referral sales, value selling, cross and upsell, joint solution selling, challenger sales etc.
In this module, students will learn the fundamentals of inbound marketing and lead generation, how manage lead generation campaign and the fundamentals of email marketing to generate qualified leads.
This module teaches the fundamentals of social selling, how to build your trusted professional profile in LinkedIn, how to use social research to attract the ideal prospects, how to prospect using LinkedIn Sales Navigator, how to find right audience and engage prospects using content and LinkedIn events. It also covers how to build your network within the buyers community and how to take online conversation offline.
In this module, learner will learn how to define and identify the target persona.
In this module, best practices for creating sales pitch are discussed. It covers how to analyze the competitors and create the best sale pitch with competitive differentiations, and how to deliver an authentic elevator sale pitch.
This module covers the basic fundamentals of sales prospecting, how to create and stick to your outreach cadence.
In this module, learner will learn how to ask sale question to understand prospect’s situation, needs, challenges, and any processes in the purchasing decision.
In this module, learner will learn how to do cold calling the right way, and how to successfully approach business leaders on all levels, managing directors, CEOs, and department heads. It also covers practical tips and tricks to identify what is truly important to the lead, structure a call, overcome rejection or objections, and get the most out of technology.
This module covers the essential business etiquettes needed for wiring an email, text message, or sending a voicemail. It starts with email, explaining everything from setting up signatures to striking the right tone, how to best use autoresponders, acknowledge receipt of an email, and follow up on unanswered email. Next is the text etiquettes, including what and what not to say in a text message. Finally, covers phone etiquette, including proper greetings, voicemails, out-of-office messages, and essential phone behavior.
This module covers the anatomy of great presentations and explains how to effectively win clients over and gain their business. It also show how to communicate more efficiently and effectively in your presentations, as well as how to hold your client’s attention. It also covers essential tips of conducting a productive meeting online, choosing the right platform, setting expectations, clarifying roles, and creating a meeting agenda. Finally, covers practical strategies for following up with prospects in a way that keeps the momentum of a great sales meeting going.
This course covers basic psychology concepts that make it easier for potential customers to say yes to you, including four key personality types and ideas for working successfully with each. Learn how to treat people in ways that communicate respect, tailor your delivery to their unique personality style, and ultimately, close more sales.
This course covers specific negotiation tactics, and demonstrates how to come to a win-win situation through the use of trading. It also covers the most common objections that crop up throughout the sales process, how to prepare for them, and strategies for responding.
This course covers how to identify your offer’s specific value proposition, describe it with great copy, anticipate and overcome customer objections, add value; and create a sense of urgency and scarcity. It also covers the techniques to craft an irresistible offer using discounts, guarantees, partnerships, and more.
This module provides tips and techniques to develop a successful closing strategy. It also teaches how to nurture the relationship with the buyer, overcome obstacles, recognize buying signals and ask for the business.
This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.
In this module learners learn to effectively manage channel sales, and partners. They will also learn to manage sales lead and opportunity with their partners.
This module covers sales pipeline management, organizing leads, cultivating opportunities, selecting the right forecasting technique and forecasting outcomes. It also teaches how to create quality and comprehensive business review.
This module covers soft skills in depth, sharing strategies that can help sales person bolster their emotional intelligence and communicate more effectively with prospects. It includes some of the most essential soft sales skills, including building connections, listening, and selling with greater emotional intelligence.
This course includes how to use today’s cloud-based communication and collaboration tools to get work done from anywhere, while remaining connected to the organization. It also covers how to create a productive work environment at home by structuring a day correctly and avoiding distractions.
This is an optional exam. There will be a One (1) hour live sales role-play conducted virtually by an Auditor. Individuals have to register their interest upfront. Exam scenarios will be shared during exam briefing. There is one (1) exam voucher included into this program to be redeemed within two (2) months of program completion.
Students who fails and wishing to retake have to go through the course work again and pay exam fees of SGD 300.
Students will receive a Certified Inside Sales Professional certificate by Asia Pacific Sales & Marketing Academy and the Global Inside Sales Association upon successful completion of all modules and passing the exam.
Upon passing your online tests and successful completion of your online course, submit your course completion scores to firstname.lastname@example.org for digital badging and eCertificate issuance within 5 working days.
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