Be the very best sales professional you can be before the end of next quarter with Sales IQ's proven methodologies and personalised coaching to embed your learning.
You’re new to sales and looking to build a strong foundation or progress your career ahead of schedule. The Create Pipeline course removes the need for guess work, equipping you with the soft and hard skills you need to succeed in sales, and coaching you on how to apply them to your pipeline.
76% of SDRs do not make their quota.
B Holland 2021
What we help you build:
With an established sales career you’re now focused in on your quota. You might want to stop missing it or be shooting for the stars. The Create Pipeline course shows you how to quadruple your pipeline, and how to be the best you can be for each of those opportunities.
85% of AEs don't reach their quota (or even get 3/4 of the way there).
B Holland 2021
How Create Pipeline will help you elevate:
As a professional sales leader you’re juggling a lot of priorities. The main one being that you don’t have the time to devote to developing your team that you know they need, affecting revenue, culture, and staff turnover. Let Sales IQ take care of it for you.
Only 9% of the average sales leader's time is devoted to training and developing their team.
How Create Pipeline will help:
In a high growth or micro business environment, you’re already performing a lot of functions. You don’t have time to trial and error sales practices, you just need to get good at what works fast and be set up to scale.
68% of companies struggle with lead generation.
CSO Insights 2017
After Create Pipeline you will have:
The quickest and most reliable way to becoming a high-performing salesperson is to remove the guesswork from your essential sales functions like prospecting, discovery, and closing.
From this solid position you can then elevate your performance by refining the strategies, soft skills, and frameworks to best suit your prospects and to play to your strengths.
The Create Pipeline course equips you to do both, setting you up to become the best professional salesperson you can be.
Thought leader, sales consultant and best-selling author Tony J. Hughes is the instructor for the Create Pipeline course. Tony’s consulting clients include some of the world’s best-known brands including Salesforce, IBM, Adobe, and Siemens, and he is the most read thought leader on the topic of B2B selling on LinkedIn. Tony’s strategies, built over 35 years of corporate and sales leadership experience, will be the foundation of your learning.
The Create Pipeline course uses best practice adult education techniques to maximise your learning.
Our eLearning modules combine video, text, and interactive components, and are embedded by case studies and workbook templates that you can apply to your own pipeline.
In live weekly coaching sessions you'll workshop course content in detail, giving you additional learning, examples, and an opportunity to workshop applying it to your own pipeline.
Finally, the Sales IQ Community gives you the opportunity to share your insights and questions, hear the same from others, and gain exclusive access to industry leaders, to sustain your development beyond the 12-week program.
Once you purchase the course, you’ll receive an email giving you instant access to the:
Within 1 business day you’ll receive another email, placing you in the next available block of the 12-week coaching sessions. If the block you have been allocated won’t work for you, you can request a change by replying to the email.
We suggest allocating two hours per week to this program if you plan to complete it over the recommended seven months. When you begin the course you will be able to download a journey planner that guides you through this week-by-week.
However, the Coursework and Apply portions of this course are entirely self-paced and you can complete the modules in any order that you like. You have access to the eLearning platform for 12 months from the date of purchase.
There is an approximate breakdown below.
Each of the 18 Create Pipeline modules should take no longer than 20 minutes to complete.
Following each module there are Apply tasks to complete to help embed your learning. Combined, these make up your personal Sales Playbook. It is up to you how much detail you put into these tasks, however we recommend completing each Apply task in the same week as you complete the module.
The weekly coaching sessions go for one hour per week for 12 weeks in a row. They are generally scheduled for the same time and day each week for the duration.
Once you have completed the initial 12 week block, you can join the ongoing Community coaching sessions, which are also once per week for one hour.
The weekly coaching sessions go for one hour, once per week, in a 12-week block. When you enrol you will automatically be added to the next available cohort. If this cohort is not suitable you can request to be added to a later cohort.
To get the best out of the weekly coaching sessions, we deliver them to a maximum of 10-15 students at a time.
These sessions cover the content from the course to help embed your learning, add additional information and examples, and give you the opportunity to ask questions.
In addition to the 12-week Create Pipeline block of sessions, you have the option to join the weekly Community coaching sessions for a period of 12 months. These also go for 1 hour, once per week.
The community sessions are more in-depth explorations of one particular topic (e.g. improving cold email reply rates). They also include regular and exclusive masterclass-type sessions with sales industry leaders.
All components of the Create Pipeline course are fully remote, so it is available to participants from around the world.
Recordings of the weekly coaching sessions are provided for everyone, so you can catch up if the schedule time does not suit your time zone.
2.1 Ideal Customer Profile
2.2 Buyer Personas
3.1 Mindset for Success
3.2 Goal Setting
3.3 Sales Success Plan
4.1 Buyer Expectations
4.2 Value in the Eyes of the Buyer
4.3 Personal Brand
5.1 Value Narrative
5.2 Script Building
5.3 Cadence and Sequencing
6.1 Build Target Lists
6.2 Trigger Events and Referrals
6.3 Pragmatic Research
7.1 COMBO Prospecting
7.2 Objections, Qualifications, and Delivery
1 Welcome and Kick-Off
2 Segment Your Market
3. Target Your Buyers Part 1
4 Target Your Buyers Part 2
5 Planning for Success
6 LinkedIn Masterclass
7 Your Value Narrative
8 Successful Outreach
9 Results and Objections
10 Qualifications and Discovery
11 Running Your First Meeting
12 Ongoing Learning with the Sales IQ Community