Mastering Sales
Structured Sales Training focused on real-world skill development, hands-on application, and a certificate of completion to support career advancement.
About the Course
This interactive, certificate-based training program is designed for Sales Professionals looking to sharpen their skills and confidently navigate CRM systems in sales.
Led by expert coaches and certified HubSpot professionals, this virtual course blends sales strategy with hands-on technical training. By the end, you’ll not only be a better salesperson, you’ll be a smarter operator.
- Live Online Sessions
- Certificate of Completion
Who This Course is For
- Sales Professionals looking to grow their pipeline and improve close rates.
- New team members onboarding into a sales role.
- Businesses using or adopting Sales CRMs
- Leaders looking to build a confident, capable sales team.
Module 1 : Prospecting & Opportunity Generation
Description
Learning Outcomes
Are you a Creator or Fulfiller?
Learn to distinguish between fulfilling existing demand and creating new opportunities. Discover how being a “creator” drives long-term sales success.
Participants will be able to identify their personal sales approach and shift toward proactive pipeline generation using outbound methods.
Cold Calling Strategy
Master the fundamentals of making cold calls that convert. Using tone, timing and scripting that capture attention and drive next steps.
Participants will demonstrate how to plan, structure, and execute an effective cold call that results in booked meetings or clear next actions.
Keys to Successful Prospecting
Build a reliable prospecting routine that combines research, outreach and persistence to create a steady flow of qualified leads.
Participants will design and follow a personalized, repeatable prospecting process that generates qualified opportunities.
How to Build Trust
Develop credibility quickly with new contacts by applying active listening, social proof, and value-first communication strategies.
Participants will implement trust-building techniques to increase response rates and reduce buyer hesitation.
Module 2 : Lead Management
Description
Learning Outcomes
How to Qualify and Follow Up on Leads
Learn to score and qualify leads efficiently using CRM tools and build automated follow-up systems that increase engagement and conversion.
Participants will configure lead scoring and build automated sequences in Sales CRMs to improve conversion rates and rep efficiency.
Planning & Documentation in the CRM
Improve sales velocity by documenting every interaction in the Sales CRM to ensure continuity, collaboration and full-funnel visibility.
Participants will maintain detailed contact records in the CRM, log activity, and ensure seamless transitions across the sales team.
Module 3 : Leading the Sales Process
Description
Learning Outcomes
The Communication Circle
Explore a model for two-way communication that builds rapport, uncovers needs, and aligns your solution with the customer’s priorities
Participants will apply a two-way communication model that fosters trust and helps qualify customer needs.
How to Take Control of the Sale
Discover the techniques top performers use to lead conversations, set expectations, and move deals forward without being pushy.
Participants will confidently lead sales meetings by managing timelines, agendas, and decision-maker alignment.
Human Behaviour in Sales
Understand the psychology of buying and use behavioural cues to adapt style, influence decision-making, and overcome objections.
Participants will recognize and respond to buyer cues using proven behavioural principles to increase win rates.
Module 4 : Account & Opportunity Management
Description
Learning Outcomes
Custom Fields & Record Management
Customize the Sales CRM to match the sales process by creating and managing fields that surface the right data at the right time.
Participants will configure CRM views and fields to match company processes and enhance usability for sales teams.
Sales Forecasting & Process Configuration
Use pipeline stages, deal forecasting, and reporting tools in the Sales CRM to create accurate forecasts and consistent sales performance.
Participants will implement structured sales stages and reporting dashboards to track performance and forecast revenue.
Workflow Automation
Leverage automation tools to reduce manual tasks, ensure timely follow-ups, and maintain deal momentum.
Participants will design workflows that reduce admin burden and ensure reps stay focused on revenue-generating tasks.
Module 5 : Consulting, Quoting & Closing
Description
Learning Outcomes
Discover & First Appointments
Learn how to lead discovery meetings that uncover real needs, qualify effectively, and position the product as the right fit.
Participants will lead discovery calls that uncover pain points, budget, and decision criteria to qualify and advance the opportunity
Presenting with Confidence
Deliver compelling proposals with structure and conviction, ensuring the clear communication of value and addressing of objections.
Participants will create and deliver structured proposals that communicate value and address buyer concerns.
Pricing Strategies that Win
Understand how to position pricing based on value, not cost, and apply psychological and competitive pricing techniques to close more deals.
Participants will use pricing strategies that reflect value creation and boost close rates while protecting margin.
Module 6 : Activity Management
Description
Learning Outcomes
Booking Appointments & Tasks
Optimize the calendar and daily flow by using meeting links, task queues, and scheduling tools for frictionless planning.
Participants will set up meetings, tasks, and follow-ups to stay organized and reduce missed opportunities.
Email Logging and Sales Activity Planning
Track outreach and activity automatically in the Sales CRM, and design repeatable daily plans that keep the pipeline moving.
Participants will create and execute structured daily/weekly sales activity plans using CRM automation and logging features.
Certification Requirements
To receive your certificate of completion, participants must:
- Attend all scheduled sessions
- Complete module assignments
- Demonstrate an understanding of each module
- Pass check-in assessments
- Apply concepts through real-world practice
Graduate with Confidence
Upon successful completion, you’ll receive a Certificate of Completion verifying your mastery of the course content. More than a checkbox, it’s proof of your growth, commitment, and new capabilities.
Ready to Build a Sales Career That Lasts?
Let’s talk. Contact us to request more information or schedule a discovery call.
