SMB Sales Rep
Everything you need to know to excel in the SMB career, from social styles to referral selling. This course will help you enhance every aspect of your SMB selling approach.
SMB Sales Rep
Matt Doyon, Jacco van der Kooij, Andrew Huberman and more.
- 58 bite-sized video sessions
- Gamified quiz after each session
- Downloadable resources
Who is this course for?
1
Emerging sales talents eager to carve out a successful path in SMB sales, seeking foundational and advanced selling strategies.
2
Seasoned SMB sales professionals aiming to refine their skill set and deepen their tactical approach to SMB engagement.
3
Sales leadership focused on elevating their team’s performance with cutting-edge strategies for SMB success.
What you'll learn
Intro
1 sessionsSales SMB Career Track
3 min
Buyer and Seller Psychology
11 sessionsHow to Perform a World Class Discovery Call
4 minIntro to Social Styles
6 minSocial Styles - Analytics
11 minSocial Styles - Amiables
13 minSales Personas
11 minThe Skeptic
12 minSocial Styles - Expressives
12 minSocial Styles - Driver
14 minBuyer Profiles
11 minThe Go Getter
12 minThe Teacher
10 min
Soft Skills
2 sessions3 Emotional Intelligence Hacks for Sales
4 minReduce Your Stress Before Sales Calls
2 min
Prospecting
6 sessionsRapport Building Best Practices
11 minConnect Calling Mindset
12 minResearch-based Rapport Building
10 minNon-research-based Rapport
14 minUnderstanding Rapport
10 minHow to Use AI to Prospect for Leads
9 min
Discovery Best Practices
11 sessionsDiagnostic Best Practices
8 min7 Elements of a Successful Discovery Call by Gong
22 minDiagnostic Arc
10 minDiagnostic Preparation
10 min5 (powerful) Sales Questions to Ask A Potential Client to Determine Their Needs
11 minVerbal Agenda
13 minTed Talk: Celeste Headlee -10 Ways to Have a Better Conversation
11 min10 Sales Discovery Call Tips From Sales Feed
8 minBook Summary: How to Talk to Anyone (by Leil Lowndes)
7 minHow to Build Rapport with Clients (6 Easy Steps Anyone Can Do)
12 minThe Challenger Sale
9 min
Discovery Methodology
15 sessionsGoals - GPCTBACI
9 minGPCTBACI Methodology
9 minGoal Setting with Clients
18 minPlan - GPCTBACI
11 minSMART Goals
11 minConsequences - GPCTBACI
12 minBudget - GPCTBACI
15 minAuthority - GPCTBACI
11 minTimeline - GPCTBACI
13 minRoot Cause Analysis
12 minImplications - GPCTBACI
10 minChallenges - GPCTBACI
13 min4 Tips to Create Urgency in Sales
9 minHow to Create Urgency in Saas Discovery Calls
10 minCOI Versus ROI - Creating Urgency with Cost of Inaction
13 min
Presenting
6 sessionsHow to Give Product Demos That Sell Using These 5 Tips
3 minHow to Nail a Sales Demo
3 min9 Quick Sales Presentation Tips All Salespeople Must Know
14 min7 Most Common Sales Objections (and How to Overcome Them)
13 minHow to Introduce Pricing in A Proposal
3 minSales Objection Handling Made Simple: The Proven 3-step Framework
11 min
Winning the Business
3 sessionsWatch Me Close on The Phone From Grant Cardone
4 minHow to Close Tough Customers in Sales
3 min3 Closing Questions You Must Ask to Close More Sales
6 min
Referral Selling
3 sessionsAdopt a Referral Mindset From Bill Cates
6 minReferrals Aren't Enough! You Must Get Introductions From Bill Cates
6 minHow to Ask for Referrals and Actually Get Them
4 min
Unlock Your SMB Selling Potential
Understand Customer Social Styles
Gain invaluable insights into identifying and adapting to the diverse social styles of SMB customers, ensuring more personalized and impactful interactions.
Master Prospecting and Lead Generation
Learn the art of prospecting and uncover the secrets to generating high-quality leads that convert, bolstering your SMB sales pipeline.
Build Rapport and Connect Deeply
Master the techniques of building rapport and creating meaningful connections with your leads, setting the foundation for successful sales conversations.
What other sales reps are saying
“There's so much I need to be at the top of my game when selling, from prospecting to rapport-building, running great discovery, presenting, negotiating, not to mention general professional skills like time management and emotional intelligence. With Triple Session, I find everything I need to learn and practice in one place and it's easy to track progress.”
“The Triple Session training has been an invaluable asset for me as an Account Executive When you have been an AE for a while you can start getting complacent with your sales process. This training was key to helping me refine my skills in getting much deeper in discovery, selling to decision-makers, and closing bigger deals.”
“I have been using Triple Session since I was a junior Salesrep to learn the whole sales process and everything related. Today, as a Senior BDM, it continues to help me at the same level in sharpening all my skills- from the basic to the advanced ones. Definitely is a tool which helps me to deliver at the highest level.”
THE TRIPLE SESSION METHODOLOGY
Boost your sales results with the science of learning
We built Triple Session to replace boring and outdated sales training that just doesn't work. How? Using the science of micro-learning and habit-building.
Learn
Learn complex sales concepts turned into easy-to-digest lessons packed with actionable tactics, from 2 to 12 minutes each.
Practice
Take a quiz after each lesson with immediate feedback on your answers, consolidating what you learned from the instructor.
Measure
Review score and accuracy to understand your performance, and stay accountable with weekly training goals and competition.