Sales Training Overview

The Sales Bootcamp tech sales training curriculum has been designed and optimized in collaboration with the world’s most elite sales trainers including Aaron Ross, Trish Bertuzzi, and Max Altschuler. We will go in depth on each training module and help you gain real-world experience in Sales Development.

The Basics

This will be the first tech job for most of our graduates and we want to ensure everyone thoroughly understand the technology industry. We will review the following:

  • Business 101
    • Differences between industries (software, hardware, financial services, pharmaceuticals, etc.)
    • Software industry (B2B vs B2C)
    • Corporate structure (sales, marketing, finance, product, engineering, HR, etc.)
  • Sales 101
    • Hunter vs farmer
    • Opener vs closer
    • Direct vs indirect
    • Sales terminology (MQL, SQL, opportunity, pipeline, coverage, CRM, SFA, etc.)

Software & Tools

Every company has a slightly different sales stack but it’s important that you have experience and comfort with the most common sales technologies available to you. We ensure you are an expert in a few key tools and have familiarity in many. We train you how to use the most popular technology in the following areas:

  • Data gathering & list building 101
  • Predictive tools & analytics
  • Demand generation
  • Outbound prospecting
  • Sales enablement
  • Customer relationship management

Inbound Filtering

Some companies have inbound and outbound Sales Development split in 2 different roles and others have both responsibilities done by the same group. We’ll prepare you for both scenarios. In addition to everything taught in outbound prospecting, we’ll also train you in the following:

  • Speed to first touch
  • Set the call
  • Discovery
  • Objections
  • Edify your AE
  • Schedule the meeting

Outbound Prospecting

This will be the first tech job for most of our graduates and we want to ensure everyone thoroughly understand the technology industry. We will review the following:

  • Preparation
    • Nailing a niche 101
    • Territory planning
    • Contact gathering
    • Account-based prospecting vs list-based prospecting
  • Emailing
    • Campaigning
    • When to send
    • What to send
    • Call to action
  • Calling
    • Cold calling vs warm calling
    • Voicemails
    • Why are you calling?
    • Elevator pitch
    • Objection handling
    • Preparing for the handoff
  • Social selling
    • LinkedIn
    • Twitter
    • Affiliation prospecting

Full Cycle Selling

Most of our graduates start their sales career in Sales Development, but some go straight into closing positions. We ensure all graduates are trained in end-to-end sales cycles. During our bootcamps you will receive an accelerated program in the following:

  • Opportunity management
    • Solution selling
    • Value selling
    • Build vs buy
    • Rip & replace
    • Sales methodology
  • Field Sales
    • Complex sales
    • Influencers & decision makers
    • Power & preference
    • Timeline & milestones
    • Procurement, security review, & legal
    • Driving urgency

Leadership Training

It might be a few years until you’re running a worldwide sales organization, but you could be surprised how quickly you can establish yourself as a team leader within a Sales Development organization. We’ll review:

  • Set up your career growth from day 1
  • Leaders vs managers
  • How to climb the corporate ladder
  • Entrepreneurship & starting your own company

Interview Preparation

One of the most fun parts of our Bootcamp is deciding where you are going to work after you graduate. Our career coaches and sales trainers will work with you in the following areas:

  • LinkedIn profile
  • Resume creating / review
  • Cover letters
  • Application process
  • Preparing for the interview
  • Mock interviews
  • Receiving the offers
  • Accepting an offer
  • Preparing for your first day

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