Inside Sales Course

Lesson 1 • Inside Sales Defined

Contrasts inside sales with field sales and outlines the remote-first selling environment. Establishes the vocabulary and mental model used throughout the course.

Lesson 2 • Core Metrics and Quotas

Introduces the KPIs used to measure inside sales performance, including activity and outcome metrics. Reps learn to read dashboards and set personal targets.

Lesson 3 • Professional Mindset and Habits

Covers the discipline, resilience, and growth orientation required for quota attainment. Sets behavioural expectations that underpin all skill development ahead.

Lesson 4 • The Modern Buyer Journey

Maps how B2B buyers research, evaluate, and decide before speaking to a rep. Understanding this journey shapes every tactic taught in later chapters.

Lesson 1 • Pipeline Hygiene and Management

Establishes rules for logging activity, updating stages, and purging stale opportunities in the CRM. Clean pipeline data enables accurate forecasting covered in later chapters.

Lesson 2 • Multi-Channel Outreach Sequencing

Designs coordinated sequences combining calls, emails, and social touches across defined time windows. Sequencing multiplies contact rates compared to single-channel attempts.

Lesson 3 • Ideal Customer Profile Development

Teaches how to define firmographic, technographic, and behavioural criteria for best-fit accounts. A sharp ICP focuses all prospecting effort introduced later in the chapter.

Lesson 4 • Referral and Inbound Lead Handling

Differentiates inbound and referral leads from cold prospects and sets response-time standards. Fast, structured follow-up converts warm leads at significantly higher rates.

Lesson 1 • Call Preparation and Mindset

Covers pre-call research, mental warm-up routines, and environment setup for high-volume dialing. Preparation reduces hesitation and improves opener quality on every call.

Lesson 2 • Booking and Confirming Meetings

Covers assumptive close language, calendar logistics, and confirmation sequences that reduce no-shows. A booked, confirmed meeting is the primary output of every cold call.

Lesson 3 • Navigating Gatekeepers

Provides scripts and strategies for reaching decision-makers through assistants and front-desk staff. Gatekeeper navigation expands the reachable prospect universe significantly.

Lesson 4 • Crafting a Compelling Opener

Teaches pattern-interrupt openers that earn the first ten seconds of a prospect's attention. A strong opener is the prerequisite for every conversation technique that follows.

Lesson 1 • Measuring and Optimising Outreach

Establishes open rate, reply rate, and meeting-booked rate as the metrics for iterating on written outreach. Data-driven iteration compounds performance gains across all channels.

Lesson 2 • LinkedIn Outreach and Social Proximity

Covers profile optimisation, connection request strategy, and InMail messaging for warm digital outreach. Social proximity lowers resistance before a cold call or email is sent.

Lesson 3 • High-Converting Cold Email Structure

Breaks down the anatomy of a cold email: subject line, opener, value proposition, and call to action. Each element is optimised independently before being combined into full sequences.

Lesson 4 • Video Prospecting Messages

Introduces short personalised video as a differentiated outreach channel with higher open and reply rates. Video prospecting is integrated into multi-channel sequences built in Chapter 2.

Lesson 1 • Active Listening Techniques

Develops the ability to hear what is said and unsaid, reflect accurately, and probe deeper without interrogating. Listening quality determines how much usable intelligence a rep captures.

Lesson 2 • Uncovering Decision and Budget Dynamics

Provides tactful questions for mapping the buying committee, approval process, and budget availability. This intelligence is essential for the qualification and forecasting covered next.

Lesson 3 • Qualifying with a Structured Framework

Applies a qualification framework to score opportunities on need, authority, budget, and timeline. Consistent qualification prevents wasted effort on deals that will never close.

Lesson 4 • Discovery Call Structure and Agenda

Defines the opening, questioning, and next-step phases of a discovery call and how to set a mutual agenda. A clear structure signals professionalism and keeps the call on track.

Lesson 1 • Running an Effective Product Demo

Covers demo preparation, flow design, and live facilitation techniques that keep prospects engaged and focused. A well-run demo confirms fit and advances the deal rather than just showcasing features.

Lesson 2 • Storytelling and Social Proof

Teaches how to embed customer success stories and data points that make abstract value concrete and credible. Social proof accelerates trust-building in remote selling environments.

Lesson 3 • Handling Presentation Objections

Provides responses to objections raised during or after a presentation, including competitor comparisons and ROI doubts. Objection handling at this stage keeps deals from stalling before proposal.

Lesson 4 • Building a Buyer-Centric Presentation

Shifts presentation design from feature lists to pain-solution-outcome narratives anchored in discovery findings. Buyer-centric decks reduce objections by mirroring the prospect's own language.

Lesson 1 • Negotiation Principles for Sales Reps

Introduces interest-based negotiation, BATNA awareness, and concession planning for inside sales contexts. Principled negotiation protects margin while keeping the buyer relationship intact.

Lesson 2 • Closing the Deal and Handoff

Covers verbal commitment confirmation, contract execution steps, and a structured handoff to customer success. A clean close and handoff protect the customer relationship and enable expansion revenue.

Lesson 3 • Proposal Construction and Pricing

Covers proposal structure, pricing presentation, and anchoring techniques that frame value before cost. A well-constructed proposal reduces price objections before negotiation begins.

Lesson 4 • Late-Stage Objection Handling

Addresses the objections that surface at contract stage: legal concerns, last-minute competitor comparisons, and approval delays. Resolving late objections requires different tactics than early-stage responses.

Lesson 1 • Upsell and Cross-Sell Identification

Provides a framework for identifying expansion signals within accounts and timing upsell and cross-sell conversations. Expansion revenue from existing accounts carries lower cost of sale than new business.

Lesson 2 • Account Mapping and Stakeholder Strategy

Teaches how to map organisational charts, identify champions and detractors, and build multi-threaded relationships. Multi-threading reduces single-point-of-failure risk in key accounts.

Lesson 3 • Renewal and Churn Prevention

Identifies early churn signals and provides proactive intervention strategies to secure renewals before risk escalates. Protecting renewal revenue is as important as acquiring new business.

Lesson 4 • Building a Strategic Account Plan

Guides reps through creating a written account plan with goals, stakeholder maps, and a 12-month revenue roadmap. A documented plan aligns internal teams and keeps expansion efforts on track.