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title: Program structure
tags: [' H3', Week 0]

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tags: Week 0, H3
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# Program structure

![](https://i.imgur.com/gYRxaCX.png)



👆This diagram should give you a good overview of the program you will be going through in upcoming weeks. 

**Since it's such an important element for every salesperson and organization, we have built the sequential logic of this course along the "sales process".** 


:::info 
ℹ️ **In a nutshell, a sales process is the series of activities performed by salespeople to attract potential clients and turn them into happy customers.** 
::: 


Working along the sales process will help you build a mental framework of tech sales, understand how everything ties together, and why certain activities are done at specific points along the process. 

Most importantly, it guarantees that your learning path follows the natural progression of how customers buy today, and closely mirrors how tech sales organizations actually work.


We will share this graphic above at the beginning of every week to help you orient yourself and track your progress.
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## Training Programs
Our training is divided into two distinct programs:
* Sales Development Rep Training
* Closing Training

Depending on the training you've signed up for you will be doing one or the other, or both. Here's a brief overview of each 👇

::: info
**Sales Development Rep Training**

* Duration: six weeks
* Concepts covered: This program is focused on optimizing your top of the funnel activities as an SDR, BDR, or Account Executive. You will learn how to generate leads effectively based on your ideal target persona and company profile, deep dive into prospecting methods such as cold calls, emails and social selling, and how to qualify your leads through discovery calls. 

**Closing Training**
* Duration: two weeks
* Concepts covered: This course is focused on the end of the sales funnel and designed to teach you how to close deals successfully. We will focus on demo calls, proposals, and negotiating with clients to effectively close deals.
:::

You are now familiar with the two types of training that we will cover over the next 9 weeks, so let's learn about all the course elements we will encounter during the program. 
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## Course elements

Our program is divided into weekly "sprints" and follows a "blended-learning" approach. Here is what you can expect to encounter on a weekly basis: 

:::info
### 1. Live sessions with your peers and coach

You will have two core sessions during the week. The first one will be a Monday Planning Meeting with your Student Success Manager. In this meeting we will plan the objectives and revise the content for the week. At the end of the week, you will have a Reflection Meeting with your Sales Trainer. In this meeting we will review your weekly progress, and your sales coach will share selected submissions of weekly assignments and provide beneficial feedback followed by a group discussion.

### 2. Self-guided content

During the week, you will follow the course material in our platform. Every week you will have one or more modules to complete. Each module is divided into sections and will have individual learning units that may include both text and video. It will also include short quizzes and practical assignments designed to test your knowledge.

### 3. Practical assignments

As you progress through the weekly content, you will encounter assignments. You can complete and submit these assignments in your own time. They will be reviewed by our team and feedback will be provided. 

Now that the main elements are clear, let's dive a little bit deeper into the stages and modules you will find along the course 👇
::: 
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## Stages & Modules breakdown

### Foundations Stage
![](https://i.imgur.com/FtDU4xk.png)
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The world of tech and sales evolves at crazy speed. This means, even if you've worked in the tech industry and in sales for a long time, it's hard to keep up. We've designed this module to cover the basics that get you up to speed even if you have no background in business at all.

We will introduce you to the world of business, tech and sales so that you understand tech organizations and the discipline you're getting into. We then move on to the roles and responsibilities within the sales profession and an intro to the cornerstone concept of working in sales: the sales pipeline and how to manage yourself.
&nbsp;

::: info 
 
**Week 1: Foundations**
* Module 1 - Introduction to the World of Tech
* Module 2 - Introduction to the World of Sales
* Module 3 - The Tech Sales Profession
* Module 4 - Effectively Managing your Sales Pipeline
:::
&nbsp;

### Prospecting Stage
![](https://i.imgur.com/PWJF25U.png)
&nbsp;

In this stage, we dive deep into lead generation and prospecting. During these 5 weeks, we will learn how to research leads, how to contact them using different channels, and then how to combine them together into a sales cadence.

::: info 

**Week 2: Prospecting I - Setting up for Success**
* Module 5 - Generating the right leads
* Module 6 - Keys to successful prospecting

**Week 3: Prospecting II - Cold Calling**
* Module 7 - Cold Calling 

**Week 4: Prospecting III - Cold Emailing**
* Module 8 - Cold Emailing

**Week 5: Prospecting IV - Social Selling**
* Module 9: Linkedin Social Selling

**Week 6: Prospecting V - Cadencing**
* Module 10 - Sales Cadence
:::
&nbsp;

### Qualifying Stage
![](https://i.imgur.com/5z3qsaZ.png)
&nbsp;

 Qualifying is the next phase after generating leads who have expressed interest in our product or service. This stage is important for both customer and sales rep: for the customer to identify their real needs, and for you to know if your solution will add value to them. 

During this stage, we will learn how to structure the call effectively, how questions should be asked, as well as the next steps to take.
&nbsp;

::: info 

**Week 7: Master the discovery call**
* Module 11 - Discovery Calls
:::
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### Presenting and Closing Stages
![](https://i.imgur.com/A9fNfgW.png)
&nbsp;

Once a lead has been generated and qualified, it's time to enter the next stage in the sales process: presenting your product and closing the deal. During this stage, you will learn how to conduct world-class demo's, how to nurture your prospect all the way to close, master objections and send compelling proposals.
&nbsp;

::: info 

**Week 8: Run successful demos**
* Module 12 - Demo Calls

**Week 9: Closing the deal**
* Module 13 - Mastering objections and closing
:::
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## Up next...


Now that you have a clear picture in your head of what we'll be covering throughout the course, let's take a look at the course dynamics.

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