More often than not, startups that post great numbers do one thing right: they use sales training to improve their sales effectiveness. In fact, support from sales leadership (65%) and ongoing training (43%) are two major factors that set high-performing sales reps apart from their competitors. 

But it's not just sales reps who benefit from sales training. With instructor-led training, sales managers often solve bottlenecks in the system and stay up-to-date with new methodologies. And the benefits extend to entrepreneurs and startup founders as well!

When you learn sales as an entrepreneur, you achieve three things:

• A unique perspective about your business based on day-to-day interactions
• The best startup fund controlled by you
• An ever-growing network of prospects and partners

Sales Skills Every Entrepreneur Should Have

Salespeople who close larger deals have a specific set of skills that their competitors don’t possess. If you want to become a top-notch sales entrepreneur, you have to develop these 6 key sales skills: 

1. Prospecting

Prospecting is the process of identifying and qualifying potential customers. It is an essential skill for entrepreneurs, as it allows you to build a pipeline of leads and opportunities.

There are many different prospecting techniques you can use, such as networking, online lead generation, and cold calling. The best approach for you will depend on your industry, target market, and budget.

2. Sales conversations

Sales conversations are the foundation of closing deals. By having effective sales conversations, you can learn more about your customers' needs, build relationships, and persuade them to buy from you.

There are a few key things to keep in mind when having sales conversations:

• Be a good listener. Take the time to understand your customer's needs and challenges.
• Be genuine and authentic. People can spot a fake from a mile away, so be yourself and let your personality shine through.
• Be persuasive. Once you understand your customer's needs, you need to be able to explain how your product or service can help them achieve their goals.

3. Decision-making

In sales, you need to be able to make quick decisions. This is especially important when you're negotiating deals with customers.

To develop your decision-making skills, you need to be able to:

• Gather and analyze information effectively.
• Weigh the pros and cons of different options.
• Make decisions under pressure.

4. B2B sales

B2B sales are different from consumer sales in a few key ways. B2B sales cycles are typically longer and more complex, and there are often multiple decision-makers involved.

To be successful in B2B sales, you need to be able to:

• Build relationships with multiple stakeholders.
• Understand the complex decision-making process.
• Negotiate effectively.

5. Inbound sales strategies

Inbound sales strategies are all about attracting and converting leads into customers. This is done by creating valuable content and experiences that educate and engage potential customers.

There are a number of different inbound sales strategies you can use, such as blogging, social media marketing, and email marketing. The best approach for you will depend on your industry and target market.

6. Cold calling

Cold calling is the process of contacting potential customers who have not previously expressed interest in your product or service. It can be a nerve-wracking experience, but it can also be a very effective way to generate leads and sales.

Here are a few tips for successful cold calling:

• Be prepared. Do your research on the company and the person you're calling.
• Be brief and to the point. Get to the purpose of your call quickly and avoid rambling.
• Be persistent. Don't give up if you don't get a yes on the first call.

👉 Get the same cold calling playbook used by the top 1% salespeople!

6 Best Sales Training Courses for Entrepreneurs

1. Pclub

Pclub is led by a salesman turned entrepreneur, Chris Orlob, who has been in the game for years and achieved some crazy results. 

Before starting Pclub, Chris grew Gong from $200K ARR to $200M+ ARR as its Director of Sales. On top of sharing his insider knowledge, Chris works with 0.01% of top salespeople and coaches to build an extensive library of sales training content.

👉 Watch how pclub exceeded these sales pros expectations, and helped them crush their quotas!

A lot of sales trainers go into training from a theoretical point of view. They put effort into presentations and demos but they fail to be hands-on, engaging, and process-driven. In that regard, Pclub sales courses are an anomaly. Courses like Sales Discovery Masterclass, Conquer the Cold Call, and Selling With Champions are not only conversational and practical but also help create sales knowledge and methodologies. 

Pclub offers a blend of training modes to offer flexibility to busy pros.

• Online courses: The online courses are self-paced, so you can learn at your own pace. The courses are also interactive, so you can participate in discussions and exercises to help you learn the material.
• Live bootcamps: The live bootcamp sessions are led by experienced coaches who can provide you with personalized feedback on your sales skills. The sessions are also interactive, so you can ask questions and get clarification on the material.
• Community support: The community support forum allows you to connect with other entrepreneurs who are also learning about sales. You can ask questions, share tips, and get support from other members of the community.

Three Questions to "Kick Start" Your Sales Calls [Easy Quickstart Formula]

Pricing: Pclub collaborates with star salespeople and releases new courses frequently. You can pick any course from the library or you can go directly for the Platinum Passport that unlocks all the Pclub courses (existing and new) for only $997/year (true value: $30,000)

Course duration: Based on the course you pick. Most are self-paced

Curriculum: Based on the course you pick.

2. The Art of Sales: Mastering the Selling Process Specialization from Coursera

Sales skills are essential for everyone who wants to influence an outcome, including entrepreneurs. Craig Wortmann's Coursera specialization teaches people how to confidently sell an idea, covering everything from prospecting and lead generation to closing deals.

This is a great introduction to the SaaS sales process, and entrepreneurs looking to improve sales metrics and apply the concepts in every walk of life cannot go wrong with this one.

Pricing: Free

Course duration: Approximately 4 months (suggested pace of 3 hours/week)

Curriculum:

• Course 1: Customer Segmentation and Prospecting
• Course 2: Connecting with Sales Prospects
• Course 3: Sales Pitch and Closing
• Course 4: Building a Toolkit for Your Sales Process

3. FutureLearn

FutureLearn offers a variety of courses that cover a wide range of topics, from the basics of sales to more advanced techniques. The courses are taught by experienced professionals who are experts in their field, and they are designed to be engaging and interactive.

For instance, “Sales Skills for Today: An Introduction to Entrepreneurial Sales” is perfect for anyone looking to get into B2B sales and learn relationship management. It's delivered by Alan Maguire, the co-founder of Entrepreneurial Sales Institute (ESI) and it works as a microcredential for people looking for independent credentials without committing a big chunk of their time. Perfect for entrepreneurs!

Pricing: $799

Course duration: 12 weeks (suggested pace of 8-9 hours/ week)

Curriculum: 

Course 1: Introduction to sales 

Course 2: The basics of entrepreneurial sales

Course 3: Business issue and how it relates to the market

Course 4: Reflect on the impact

Course 5: Understand customer

Course 6: Learn transparency of a deal’s potential

Course 7: Reflect on the impact

4. Inbound Sales from HubSpot Academy

Inbound leads are cost-effective, highly qualified, and improve organic reach, making them ideal for small businesses. HubSpot's Inbound Sales training program teaches you how to use inbound marketing and sales techniques to attract and convert leads.

The course is concise, well-designed, and accessible to everyone. It's ideal for new founders and sales professionals looking to develop a customer-centric mindset, build and distribute lead strategies, understand buyer's context, and deliver effective sales presentations.

Pricing: Free

Course duration: 3 hours

Curriculum: 

Lesson 1: Inbound Sales Fundamentals

Lesson 2: Prioritizing Active Buyers Over Passive Buyers

Lesson 3: Understanding the Buyer's Context

Lesson 4: Delivering Personalized Sales Presentations

5. Entrepreneurial Sales Institute

ESI produces and hosts a wide range of sales courses, including a comprehensive 18-topic, 8-unit program that covers everything from collaboration and sales process management to problem-solving and entrepreneurial mindset.

This program serves three groups: employers looking to close the skill gap in the sales team, salespeople looking to get ahead in their careers, and partners looking to work with the ESI platform.

• Comprehensive curriculum: The ESI program covers a wide range of sales topics, so you'll be able to learn the skills you need to close more deals.
• Online format: The program is delivered online, so you can learn at your own pace and on your own time. This makes it a great option for busy entrepreneurs.
• Certification: Upon completion of the program, you will receive a certificate of completion from ESI. This can be a valuable asset when you're trying to grow your business.

Pricing: Depends on your course

Course duration: 200 notional hours of learning (self-paced)

Curriculum: Based on the course you pick

6. RAIN Selling: Foundations of Consultative Selling

RAIN Group is a popular sales training company with a high-quality curriculum and a track record of success. Their Consultative Selling program is particularly relevant for entrepreneurs.

The program focuses on building customer relationships and using a consultative approach to selling. You'll learn skills to influence decisions, impact sales ROI, build rapport, overcome objections, and gain trust. All of these qualities are valuable for entrepreneurs.

The program is blended, with instructor-led workshops, virtual training, and online self-paced modules.

Pricing: Contact RAIN Group for the custom quote

Course duration: Based on your mode of learning

Curriculum: Contact RAIN Group

Benefits of Online Sales Training Programs

1. Self-paced learning: Fit training into your busy schedule with modules you can complete on your own time.
2. Convenient access: Learn from anywhere, at any time, on any device.
3. Affordable pricing: Online courses are often more affordable than traditional in-person training.
4. Variety of options: Choose from a wide range of courses to meet your specific needs and interests.
5. Up-to-date content: Online courses are regularly updated with the latest sales strategies and trends.

In addition to online sales training programs, social media platforms like LinkedIn can be a great resource for upskilling and staying up-to-date on the latest sales trends and strategies.

By connecting with business leaders and industry experts, you can learn from the content they share and engage with them directly. Social media is also a great place to put your sales knowledge into practice by interacting with potential leads directly.

👉 See when our next live sales training sessions start!

Benefits of In-Person Sales Training Seminars

1. Motivation and inspiration: Being surrounded by business owners and other sales professionals can be motivating and inspiring. You can learn from their successes and failures, and gain insights into how they've overcome challenges.
2. Accountability: When you're accountable to a group of people, you're more likely to stay on track and achieve your goals.
3. Fun and excitement: Sales training seminars can be fun and exciting. You'll learn new things, meet new people, and challenge yourself outside of your comfort zone.

How to Choose the Best Sales Training Program for Your Business 

Consider your business needs and goals

What do you want to achieve with sales training? Do you want to learn how to close more deals? Improve your prospecting skills? Build better relationships with customers? Once you know your goals, you can start to narrow down your choices.

Do your research

With so many different sales training programs available, it's important to do your research before you make a decision. Read reviews, compare prices, and talk to other entrepreneurs who have taken sales training programs.

Choose a program that fits your learning style

Some people prefer online courses, while others prefer in-person training. Some programs combine both online and in-person training. Choose a program that fits your learning style and preferences.

Make sure the program is reputable

Make sure you pick a reputable course. Look for a program that has a good track record and that is taught by experienced professionals.

Consider the cost

Sales training programs can range in price from free to several thousand dollars. Make sure you factor in the cost when you're making your decision. 

The Impact of Sales Training & Coaching on Startup Performance 

Once you complete your training and start practicing the takeaways every day, you'll start to see these changes incrementally:

• Increased sales: Sales training can help salespeople learn the skills they need to close more deals and hit goals faster. This can lead to increased sales for the startup.
• Improved customer relationships: Sales coaching can help salespeople build better relationships with customers. This can lead to increased customer loyalty and repeat business.
• Increased productivity: Sales training can help salespeople become more efficient and productive. This can free up time for other tasks, such as marketing and product development.
• Reduced costs: With sales training, you can reduce the costs associated with hiring and training new salespeople.
• Improved morale: Sales coaching can help to improve the morale of salespeople. This can lead to a more positive and productive work environment.

Level-Up Your Sales Game With Dedicated Training

Striking up conversations, influencing people, and selling them an idea or a product are invaluable skills in business – and you can continue to build on these skills with proper sales training. Choosing the right program not only helps salespeople get better at their jobs but also promotes entrepreneurship and startup growth.

If you’re an entrepreneur or aspiring sales consultant looking to learn from the best salespeople in the industry, get in touch with Pclub today.