Courses that make you close

Sales foundations: the seller's mindset

You'll learn

Selling is helping
Enthusiasm and confidence are learnable
Listen more than you talk

Based on 6 books: How I Raised Myself from Failure to Success in Selling, The Psychology of Selling, Selling 101, The Sales Bible, Little Red Book of Selling, To Sell Is Human, The Greatest Salesman in the World

Level 135 min

Sales & marketing mastery

A simple marketing plan

You'll learn

Before, during, after
Serve the smallest viable audience
Make customers talk

Based on 7 books: The 1-Page Marketing Plan, Lean Marketing, This Is Marketing, Permission Marketing, Tribes, Marketing Made Simple, Talk Triggers, Hug Your Haters, Raving Fans, Magnetic Marketing, Contagious

Level 140 min

Sales & marketing mastery

Conversation, listening and rapport

You'll learn

Be interested, not interesting
Listening that people feel
Hard conversations

Based on 9 books: How to Win Friends and Influence People, Just Listen, You're Not Listening, Supercommunicators, Exactly What to Say, Captivate, Cues, Crucial Conversations, Nonviolent Communication, Emotional Intelligence

Level 135 min

Sales & marketing mastery

Prospecting and cold calls without fear

You'll learn

Prospecting is a daily habit
A cold call opener that earns 30 seconds
It takes several touches

Based on 7 books: Smart Calling, Fanatical Prospecting, New Sales. Simplified., Predictable Revenue, High Profit Prospecting, $100M Leads, Never Eat Alone

Level 140 min

Sales & marketing mastery

The psychology of persuasion

You'll learn

Seven principles of influence
What happens before the ask
Influence without manipulation

Based on 7 books: Influence, Pre-Suasion, Yes! 50 Scientifically Proven Ways to Be Persuasive, Influence Is Your Superpower, Magic Words, Methods of Persuasion, The Go-Giver

Level 140 min

Sales & marketing mastery

Copywriting that sells

You'll learn

Start where the reader is
Headlines decide everything
The slippery slide

Based on 9 books: Breakthrough Advertising, Tested Advertising Methods, Ogilvy on Advertising, Confessions of an Advertising Man, Scientific Advertising, The Adweek Copywriting Handbook, Triggers, Cashvertising, The Boron Letters, Great Leads, On Writing Well

Sales & marketing mastery

Negotiation that keeps the relationship

You'll learn

Interests, not positions
Tactical empathy
Trade, don't give

Based on 8 books: Getting to Yes, Getting Past No, Never Split the Difference, Start with No, Negotiation Genius, Secrets of Power Negotiating, You Can Negotiate Anything, Getting More

Level 250 min

Sales & marketing mastery

Discovery: questions that find the real problem

You'll learn

Four kinds of questions (SPIN)
Current state vs future state
Ask about the past, not the future

Based on 6 books: SPIN Selling, Gap Selling, Solution Selling, Rainmaking Conversations, The Mom Test, Ask for More

Sales & marketing mastery

Digital marketing, content and funnels

You'll learn

Answer what buyers actually ask
Give, give, give — then ask
Make it easy, then measure

Based on 9 books: They Ask, You Answer, Inbound Marketing, Epic Content Marketing, Content Inc., Jab, Jab, Jab, Right Hook, DotCom Secrets, Traffic Secrets, Don't Make Me Think, Web Analytics 2.0, You Should Test That, Everybody Writes

Level 250 min

Sales & marketing mastery

Pricing and behavioural economics

You'll learn

Anchors and comparisons
Losses hurt more than gains
Build an offer worth more than its price

Based on 9 books: Thinking, Fast and Slow, Predictably Irrational, Nudge, Priceless, Confessions of the Pricing Man, The Paradox of Choice, The Choice Factory, Monetizing Innovation, $100M Offers

Sales & marketing mastery

Challenger and insight selling

You'll learn

Teach, tailor, take control
Busy buyers: keep it simple
When the buyer can't decide

Based on 6 books: The Challenger Sale, Insight Selling, SNAP Selling, The JOLT Effect, Sales Pitch, Flip the Script

Sales & marketing mastery

Objections and closing

You'll learn

An objection is a question in disguise
Agree the rules at the start
Ask for the decision

Based on 7 books: Objections, Secrets of Closing the Sale, The Closer's Survival Guide, Way of the Wolf, Sandler: You Can't Teach a Kid to Ride a Bike at a Seminar, The Transparency Sale, Sell or Be Sold

Sales & marketing mastery

Storytelling and the pitch

You'll learn

What makes an idea stick
The customer is the hero
Structure a short pitch

Based on 8 books: Made to Stick, Building a StoryBrand, Pitch Anything, Talk Like TED, The Storyteller's Secret, The Presentation Secrets of Steve Jobs, Lead with a Story, Resonate, Storyworthy, Brief

Sales & marketing mastery

Positioning and branding

You'll learn

Own one word in the mind
Position step by step
How brands really grow

Based on 10 books: Positioning, The 22 Immutable Laws of Marketing, Obviously Awesome, Differentiate or Die, The Brand Gap, Zag, Purple Cow, How Brands Grow, Start with Why, Blue Ocean Strategy, Competing Against Luck

Level 250 min

Sales & marketing mastery

Complex B2B deals

You'll learn

Who really decides
Qualify with MEDDICC
A shared plan to signature

Based on 6 books: Strategic Selling, Conceptual Selling, Hope Is Not a Strategy, The Qualified Sales Leader, The Ultimate Sales Machine, The Machine, The Sales Acceleration Formula

Level 355 min

Sales & marketing mastery

Growth and traction for startups

You'll learn

Build, measure, learn
Find the channel that works
Cross the chasm and build loops