Educating the Next Generation of Sales Leaders

This is an introductory course to professional selling, with a special emphasis on business development. Nicknamed by students as "BDR (Business Development Rep) 101", this course is designed to train students for their first sales job by focusing on prospecting methods and discovery questions.

This course provides an overview of top selling methodologies, such as SPIN, Challenger, and Sandler. The course also trains on advanced topics, such as multi-threading, account-based mapping, and negotiations.

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The Sales Program at BYU, named the BYU Sales Society, is the training ground for aspiring sellers. The Sales Society works with corporate partners for trainings, networking events, competitions, and to place students at top sales organizations. Click on the logo to visit the Sales Society website.

This courseware, published by Stukent, is as much a training guide as it is a textbook. Along with its companion simulation, it uses a hands-on approach to teach students implementable skills that they can utilize the day after they learn it. The textbook includes numerous expert videos and trainings. Some highlights include: 

• Plan and set goals with a focus on KPIs. 

• Strategically manage the sales funnel and customers through selling analytics.

• Prospect for new customers using methods such as phone and email. 

• Creating prospecting methods, such a video email and social selling via social media.

• Meet customer needs through asking effective questions, resolving concerns, and creating individualized value. 

• Give product demonstrations and create product proposals.

Learn more about the textbook here.

This textbook and simulation offers sellers an opportunity to hone their sales skills with more advanced topics such as how to land enterprise accounts and advanced negotiation tactics. It also includes training videos from experts on how to implement concepts in a sales career. Some highlights include: 

• Differentiate between tactics for selling to large and small accounts.

• Account-based selling and working with the marketing department.

• Complex enterprise selling skills, such as multithreading.

• Use consumer psychology for advanced negotiations.

• Learn how to implement leading sales methods (e.g., SPIN and Challenger) for customer discovery.

• Perform customer analytics to optimize prospect targeting.

• Work better with your marketing organization to generate better leads.

Learn more about the advanced selling textbook here.​

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