Diploma in

Sales
Starter Pack
 What to expect

Someone once said that you need to be extroverted and outgoing

to be a salesperson. Would you agree?

In this course, we’ll debunk that myth, and prove how selling is a
skill for any personality. Throughout the course, we’ll learn, not
only the fundamentals of sales but also the psychological side of
building relationships and influencing prospects based on value
- not tactics. This course will also highlight many other valuable
skills that can be applied to any position or industry, as much of
what we’ll cover is really a way of life.

Introduction to
Sales & Business
development
Course Outline
In the Sales & Business development
course, you can expect the following:
4 Modules consisting of 8 lessons each,
except for Module 1 having 10 Lessons.
Each module consists of:
4 practice assignments
1 module assignment
Here are a few highlights that you can look forward to:
Module 1: The fundamentals
• What makes a good salesperson, and why it’s an extremely
important role?
• Soft and hard skills: listening, storytelling, cold calling,
networking, and more
• Building up a good pool of qualified leads, managing your
pipeline, and closing
• How-to: goal-setting and personal brand building
Module 2: Level up your sales ability!
• The psychology of selling
• Useful sales technologies and tools
• Introduction to the customer journey
• Crafting the perfect pitch and presenting like a pro

Webinar slides Module 3: Mastering your own brand and your own process
Summary notes • A deeper dive into the psychology of sales
Bonus lessons • Creating an amazing experience
Guide on useful sales tools for • Working smarter
productivity and motivation • Sales writing techniques

Module 4: Strategic selling, sales leadership and sales

partnerships
• Strategic selling: strategies and techniques
• Selling during a time of digital transformation, Industry 4.0,
and Big Data
• Understanding the sales enablement, and customer
experience
• Introduction to sales management and leadership, and sales
partnerships
 Module 1

Lesson 1: What makes a good salesperson?

Lesson 2: The role of sales

Lesson 3: Become the hero of your own story

Lesson 4: Hitting the (bench)mark

Lesson 5: Bring your KPI to the NBTO

Lesson 6: Understanding your target audience

Lesson 7: The “Numbers Game”

Lesson 8: One day I want to...

Lesson 9: Be a CLOSER

Lesson 10: Busting myths, sales hacks, and a summary of what we’ve learnt in M1.

Introduction to Module 2

Sales & Business Lesson 1: The psychology of sales: asking questions and building rapport

development Lesson 2: Sales in the 21st century

Lesson 3: It’s sales o’clock

Lesson 4: 1-hit-wonder vs. sales superstar

Lesson 5: Building influential partnerships and credibility

Lesson 6: Understanding your customer and their journey

Lesson 7: How to “meet” like a pro

Lesson 8: Crafting the perfect pitch

Module 3

Lesson 1: Become your prospect’s “go-to”

Lesson 2: Nurturing through the customer journey

Lesson 3: The psychology of sales: perception vs. reality

Lesson 4: Confidence is king, and so is self-improvement

Lesson 5: Presenting to the C-Suites

Lesson 6: Becoming a change catalyst

Lesson 7: Write it up!

Lesson 8: Working smarter before you work harder

Module 4

Lesson 1: Mastering the experience

Lesson 2: Digital transformation, Industry 4.0: the state of business today

Lesson 3: Selling globally

Lesson 4: Enhancing customer centricity & using Data to improve your sales

Lesson 5: Strategic selling, and CLOSING

Lesson 6: Introduction to Sales Partnerships

Lesson 7: Introduction to Sales enablement, leadership & strategy (part 1)

Lesson 8: Introduction to Sales enablement, leadership & strategy (part 2)

 Motivational Quotes and Fun Facts

Did you know:

80% of high-performing sales teams rate their sales training

process as outstanding or very good - Salesforce (JAN 25, 2019)

‘The future belongs to those who believe in the beauty of their

dreams’. Eleanor Roosevelt

‘You are what you repeatedly do. Excellence, then, is not an act,
but a habit.’ Aristotle

Introduction to Top 5 Sales Challenges

Sales & Business We’re in a constantly changing world, now more than ever, and the
development customers and buyers who we speak to today are looking at the
market differently.

Here’s a quick look at the customer of today:

• Customers are looking for experts
• Are no longer only focused on the price of the product, but
also the experience
• Have different expectations about the value of a product or
service

Even though we may have a new type of customer, there are still
elements that have always been a challenge for salespeople.
Let’s take a look at some of the challenges that sales teams have,
historically and in today’s world:

1. Having a defined (and flexible) sales process to follow &

having all the content & tools available throughout each stage
of the sales cycle.
2. A lack of sales productivity tools (process automation tools,
social selling guides & tools etc.)
3. The disconnect between the company & the customer
(customer profile guides, customer journey maps).
4. Understanding what the modern customer’s expectations are
& how they want to be engaged.
5. Staying: motivated after setbacks, focused on goals,
productive & efficient, eager to learn.

We’ll cover these aspects from various perspectives to ensure that

you are equipped with the skills and knowledge to be the best
sales professional that you can be.