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Prepare for the Salesforce Sales Representitive Certification
Introduction to the Course
Welcome to the Course! (0:22)
About Emily (0:31)
About Jeremy (0:25)
About the Course (1:30)
Exam Outline (13:27)
Glossary Introduction (0:30)
Glossary of Key Terms
Trailhead Note Introduction (0:25)
Trailhead Notes
Planning 21%
Introduction to Planning (0:25)
Territory Planning (3:43)
Sales Quota Planning (5:23)
Key Accounts Engagement (7:00)
Business and Sales Acumen (3:06)
Business Relationships (5:15)
Planning Practice Questions (4:16)
Customer Engagement 15%
Introduction to Customer Engagement (0:34)
BANT (4:22)
Dale Carnegies 5 Cs of Selling (3:25)
Connect (1:44)
Collaborate (2:28)
Create (3:42)
Confirm (2:07)
Commit (2:37)
Customer Engagement Practice Questions (1:50)
Deal Management 37%
Introduction to Deal Management (1:01)
Overview of the 7 Sales Stages (3:42)
Prospecting (3:40)
Qualification (2:10)
Meeting/Demo (2:07)
Proposal (1:04)
Negotiation (1:18)
Closing (1:25)
Post-Sales (0:53)
Key Deal Terms (6:59)
Objection Handling (4:06)
Pricing Methods (3:30)
Deal Management Practice Questions (1:40)
Pipeline 12%
Introduction to Pipeline (0:28)
New Pipeline Generation (2:30)
Pipeline Health (2:57)
Data Integrity (2:59)
Pipeline Review Meetings (3:37)
Pipeline Progression (1:56)
Pipeline Practice Questions (1:57)
Forecasting 6%
Introduction to Forecasting (0:24)
Forecast vs. Pipeline (1:36)
Forecast Accuracy (2:23)
Forecast Responsibility (1:36)
Forecast Practice Questions (1:55)
Customer Success 9%
Introduction to Customer Success (0:26)
Post Sales Customer Journey (1:54)
Order Fulfillment (2:24)
Customer Satisfaction (3:56)
Challenge Framing (1:41)
Scoping (2:34)
Adoption (2:56)
Customer Success Practice Questions (2:02)
Full Practice Exam
Practice Exam Introduction (0:38)
Practice Exam
Practice Exam Answers
Thank you!
Thank you for taking the course! (0:10)
Trailhead (0:25)
Lets connect! (0:21)
Prospecting
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