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Programming
·Offline New
IT Sales: Converting Leads to Clients
Why participate in the course? Get the ability to work in SDR or BDR positions in various B2B companies, especially in actively growing IT field by learning how to find,...
What you'll gain
- ✓ B2B and B2C Sales Development
- ✓ IT Sales Development
- ✓ SaaS Sales Development
- ✓ Sales Development Principles
✓ Free consultation · Certificate on completion · Practical learning · Certificate-ready · BDG since 2009
Duration
2 months
Format
Offline
Starts
Jul 22, 2024
Certificate
On completion
The BDG ecosystem
More than a course
At BDG, learning continues beyond lessons. You get access to guidance, community, events, spaces, and resources that support your professional growth.
Personal Branding
Learn how to present your skills, build professional visibility, and create a stronger personal brand in your field.
Free Webinars & Seminars
Join free webinars, seminars, and open sessions every month to keep learning, meet experts, and discover new opportunities.
Big Community
Become part of a large professional community of students, graduates, trainers, and industry specialists.
Coworking Spaces
Use BDG spaces for learning, networking, teamwork, and focused work when you need the right environment to grow.
Library
Access useful books, materials, guides, and learning resources selected to support your development.
Who can you become?
Why participate in the course?
Get the ability to work in SDR or BDR positions in various B2B companies, especially in actively growing IT field by learning how to find, qualify and leverage business opportunities in a market of interest. Our newly developed course will give you enhanced knowledge on how to develop and run B2B and B2C inbound and outbound outreach campaigns through multiple channels and mediums and effectively handle customer and prospect objections and brush-offs, leading to successful deals. We offer targeted, dedicated and selected materials to cut through unnecessary noise and provide with necessary knowledge to lay a foundation and give an ability to continue learning more advanced topics- A very practical curriculum packed with numerous practical tasks to be prepared for an actual job
- Best practices gained through trainers own learning, knowledge and practice learned through working in the industry for several years
- Hand-picked resources as a professional library for future reference throughout the career
- Identify and outline ICP profiles and roles for target Sales Development
- Leverage Account-based Sales Development and execute it successfully through careful account tiering and planning
- Gain extensive social selling skills with a high focus on LinkedIn
- Successfully build personal brand on LinkedIn and build out a network of professionals connections
- Ability to use multiple Sales technology (e.g. LinkedIn Sales Solutions, CRM software experience, enrichment tools and more)
Individual consultation
before and after the course
Who is this course for
-
✓
Business Administration or Economics Students
Business Administration or Economics 3rd and 4th year students or recent graduates seeking to start a career in Sales Development / Sales
-
✓
Junior Professionals
Marketing or related fields junior professionals seeking to start a career in Sales Development / Sales
-
✓
C2C Sales Professionals
Professionals who have worked in C2C Sales willing to transition to B2B Sales Development / Sales
-
✓
Beginners
Anyone who has B2 command of English, intends to transit from current profession to a new one and who might be interested in starting a career in IT but not necessarily in technical positions
What you will learn
- ✓B2B and B2C Sales Development
- ✓IT Sales Development
- ✓SaaS Sales Development
- ✓Sales Development Principles
- ✓Sales Toolkit. AI in Sales
- ✓Campaign development
Program
- Getting to know each other - short introductions of all participants
- Training plan review
- Rules, learning strategy
- Uncovering Sales and Sales Development
- Importance of Sales and Sales Development in wider organization
- B2B Sales specifics
- SaaS Sales specific
- Overview of Sales functions and job market
- Q&A
- Keys to sustained Sales success
- 7 traits of successful prospectors zoomed in and reviewed in detail
- The 3 traits that are holding back any Sales Rep
- Understanding your company’s vision and mission
- Understanding your company’s product / service
- Identifying your product / service end users or end stakeholders
- Defining buyer persona. Defining buyer roles
- Above and Below The Line prospect roles
- Champions and (Economic) Decision Makers
- Searching tools
- Scraping and enrichment tools
- Prospecting tools (email, LinkedIn, Calling)
- Call booking and recording tools
- CRM systems and CRM hygiene
- Using AI for idea generation and process automation
- Practical task (also including learning from Lesson 3)
- General overview
- Comparison of inbound and outbound approaches
- Product awareness
- Sales cycle length
- Sales drivers and triggers
- Outreach mediums and channels
- Consultative Sales approach
- Direct Sales approach
- Universal Law of Need
- Law of Replacement
- 30-Day Rule
- Sales Slump
- Email, cold calling and Linkedin
- Protecting golden hours
- Email set-up and prep (warm up, picture, signature, bulk vs. personalized + relevant tooling overview)
- General approaches and best practices to email prospecting
- Prime sending days and hours
- Optimal reply time
- Do’s and don'ts
- Developing cold calling scripts
- Best practices
- Cold do’s and don’ts
- Understanding what Social selling is
- Principles
- Key components for successful Social selling
- Do’s and Dont’s
- Developing a personal brand on LinkedIn
- Profile picture, Tagline, About and Profile sections
- Building a network
- Linkedin content planning and posts
- LinkedIn outreach best practices
- Prime sending days and hours
- Optimal reply time
- Do’s and don'ts
- Practical task
- Leveraging trigger events
- Response time best practices
- Response tone best practices
- Push vs. Pull approach in inbound prospecting
- Account development vs. outreach to a single prospect approach
- Key principles
- Account tiering
- Account planning and development
- Trigger events to follow when tiering and planning
- Practical task
- WIFM
- AIDA
- PAS
- FOMO
- Social proofs
- ROI proofs
- Structuring an outreach sequence
- General approaches to content builder, follow up and nurturing emails
- Incorporating social interactions
- Practical task
- Personalization frameworks
- Finding relevant information for personalization
- Leveraging multiple channels
- Multi-threading
- Practical task
- Handling brush offs
- Handling reflex responses
- Objection handling “judo”
- Persuasion techniques 101
- Understanding how pre-meeting actions affect your KPIs
- Transition to another Sales Rep / AE
- Setting expectation with the prospect
- Leaving meeting notes
- Updating CRM
- BANT qualification framework for your discovery meetings
- Meeting reminders
- Searching for a job
- Preparing for an interview
- Potential tasks during hiring process
- SDR’s day-to-day tips and best practices
Course details
🗓
Schedule
Thursday 7:30 pm
Saturday 11 am
💳
Payment
Monthly
🧭
Internship
Included
🎓
Certificate
On completion
16 lessons + 1 exam
Frequently asked questions
Each course is labelled beginner, intermediate or advanced. If you are unsure, book a free consultation and we will help you choose.
Flexible payment options are available for most programs. Contact us to discuss the right plan for you.
Certificates
Certificates you can receive
Depending on the course format and results, students can receive one of BDG's certificate types.
- ✓ Verified BDG certificate
- ✓ QR / signature-ready format
- ✓ Armenian & English certificate design
Co-branded
Participation
For students who actively participate in the course learning process.
For active participationCompletion
For students who complete the course requirements and finish the program.
For successful completionExcellence
For students who complete the course with outstanding results and strong performance.
With distinctionHR Drone
A co-branded certificate for selected HR and partner-certified programs.
Co-brandedProgramming
Ready to start IT Sales: Converting Leads to Clients?
Book a free consultation and reserve your place in the next cohort.
55,000 ֏
2 months · Starts — Jul 22, 2024
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