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Subscription Business Basics
Subscription Business Basics is the study of how businesses create, deliver, and sustain recurring revenue by turning products or services into ongoing subscriber relatio...
- Explain how recurring revenue models generate predictable in...
- Design a compelling subscription value proposition that arti...
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Revenue Management Basics
Revenue management is the discipline of allocating constrained capacity or inventory to the right customer segments at the right time and price, with the goal of maximizi...
- Apply core revenue management principles to evaluate how pri...
- Analyze customer value and market segmentation data to ident...
- +6 more outcomes
Consultative Selling
Consultative selling is a buyer-centered approach to sales in which the seller acts as a trusted advisor rather than a pitch presenter.
- Apply consultative selling principles to diagnose buyer need...
- Analyze buyer psychology and decision-making factors to tail...
- +6 more outcomes
B2B Sales Basics
B2B sales is the discipline of selling products, services, or solutions to organizations rather than individual consumers, where decisions often involve multiple stakehol...
- Differentiate B2B sales from B2C sales by analyzing buyer ro...
- Map each stage of the B2B sales process and identify the key...
- +6 more outcomes
Inside Sales Skills
Inside sales skills are the competencies required to sell products or services remotely through phone, video, email, and chat, without relying on field visits or face-to-...
- Apply buyer psychology principles to adapt remote sales conv...
- Demonstrate active listening and professional questioning te...
- +6 more outcomes
Cold Calling Skills
Cold calling skills are the abilities used to initiate a planned phone conversation with a prospect, establish relevance quickly, uncover needs, handle resistance, and se...
- Analyze prospect research data to build a targeted cold call...
- Design a cold call script with a concise opening, tailored v...
- +6 more outcomes
Sales Pipeline Management
Sales pipeline management is the discipline of defining, tracking, and governing the sequence of buyer commitments that move from initial interest to closed revenue.
- Map the end-to-end revenue process and define pipeline stage...
- Design lead-to-opportunity handoff standards and entry crite...
- +6 more outcomes
CRM Basics for Sales Teams
CRM Basics for Sales Teams is the practice of using a customer relationship management system to organize the people, companies, deals, tasks, and conversations that make...
- Explain the purpose, benefits, and core concepts of CRM syst...
- Map contacts, accounts, leads, and opportunities within a CR...
- +6 more outcomes
HubSpot CRM Basics
HubSpot CRM Basics refers to the foundational knowledge and practical skills needed to use HubSpot’s customer relationship management platform to organize, track, and act...
- Configure a HubSpot CRM account and workspace by adjusting n...
- Create and manage HubSpot contact and company records by ent...
- +6 more outcomes
Key Account Management
Key Account Management is a strategic discipline for managing the most important customer relationships in a business-to-business context.
- Explain the strategic purpose and core responsibilities of k...
- Apply account segmentation and selection criteria to priorit...
- +6 more outcomes
Upselling and Cross-Selling
Upselling and cross-selling is the practice of helping a customer move to a higher-value option or add complementary products, services, or tiers that better fit the need...
- Distinguish upselling from cross-selling and evaluate when e...
- Analyze customer buying motivations and decision biases to p...
- +6 more outcomes
Sales Presentations
Sales presentations are structured communication events in which a seller aligns a product, service, or solution with a buyer’s stated and unstated needs to influence a p...
- Analyze buyer personas and stakeholder priorities to uncover...
- Structure a persuasive sales narrative that moves from probl...
- +6 more outcomes
Trade Show and Exhibition Selling
Trade show and exhibition selling is the discipline of using face-to-face events—trade shows, expos, conferences, and industry exhibitions—as a structured sales channel r...
- Apply trade show selling principles to set measurable sales...
- Build a pre-show budget and logistics plan that specifies bo...
- +6 more outcomes
Export Sales Basics
Export sales basics is the foundational discipline of selling goods or services to buyers in foreign markets while managing the commercial, regulatory, logistical, and fi...
- Analyze the scope, benefits, and end-to-end process of expor...
- Conduct export market research and select target markets by...
- +6 more outcomes
Procurement Fundamentals
Procurement is the end-to-end process by which organizations acquire the goods, services, and works they need to operate, spanning needs identification, specification wri...
- Apply procurement cycle stages and organizational value prin...
- Write clear specifications and statements of work that trans...
- +6 more outcomes