B2B Sales Negotiation: Leveraging AI

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Provider

Coursera Professional Certificate
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

12 weeks, 5 hours/week
Level

Intermediate

Found in

Overview

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Build practical B2B sales negotiation and AI-enabled selling skills to plan deals, influence stakeholders, and close complex sales with confidence. This Professional Certificate helps you strengthen capabilities that modern sales professionals rely on, including active listening, persuasive storytelling, value-based selling, stakeholder mapping, pricing conversations, CRM workflows, and strategic pipeline management. Across seven courses, you’ll progress from foundational sales communication to advanced negotiation planning, relationship management, AI-supported sales workflows, and solution presentation. You’ll learn how to manage the sales funnel, prepare for negotiations, respond to objections, and connect business solutions to real client needs. The program also introduces practical ways to use AI tools to support communication, analyze sales activities, and improve decision-making. Hands-on projects allow you to apply these skills in realistic sales scenarios, such as planning deal strategies, improving sales workflows, and presenting solutions to stakeholders. This program is designed for learners preparing for B2B sales, business development, and account management roles, as well as early-career sales professionals who want to strengthen negotiation skills and use technology to improve sales performance. It’s ideal for those looking to build confidence in complex sales conversations and deliver greater business value to clients.

Syllabus

Course 1: Communication, Influence & Sales Techniques
Course 2: Operations & Closing Skills
Course 3: Negotiation & Deal Closure
Course 4: Relationship & Communication Mastery
Course 5: AI & CRM Insight
Course 6: Strategic & Deal Planning
Course 7: Solution Design & Presentation

Courses

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Learn how artificial intelligence and CRM systems can support smarter decision-making and more efficient sales workflows. In this course, you’ll explore how sales professionals use CRM platforms to manage leads, track opportunities, and monitor pipeline performance. You’ll also learn how AI tools can assist with communication, data analysis, and sales preparation. The course introduces practical workflows that help sales teams organize customer information, track engagement, and identify opportunities more effectively. Through real-world examples, you’ll learn how CRM insights and AI-supported tools can improve productivity, support better client interactions, and help sales professionals prioritize the right opportunities. What makes this course unique is its focus on combining traditional CRM practices with emerging AI tools used in modern sales environments. Instead of focusing only on technology concepts, the course emphasizes how sales professionals apply these tools in daily workflows to improve communication, streamline processes, and make informed sales decisions
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Build the relationship management and communication skills needed to sustain long-term success in B2B sales. In this course, you’ll learn how to develop strong professional relationships with clients, maintain trust across multiple interactions, and communicate effectively throughout the sales lifecycle. You’ll explore techniques for managing ongoing client relationships, strengthening collaboration with stakeholders, and maintaining consistent communication that supports business goals. The course also focuses on persuasive written and verbal communication used in professional sales environments, including client emails, follow-ups, and relationship-building conversations. What makes this course unique is its emphasis on relationship excellence as a strategic sales capability. Rather than focusing only on winning deals, you’ll learn how to maintain long-term client partnerships, improve customer satisfaction, and support ongoing business growth. These skills help sales professionals build credibility, strengthen collaboration with clients, and maintain productive relationships that lead to repeat business and stronger partnerships.
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Develop the communication and influence skills needed to succeed in modern B2B sales. In this course, you’ll learn how to build trust with clients, communicate value clearly, and guide sales conversations with confidence. The course focuses on practical techniques such as active listening, persuasive storytelling, and structured sales communication that help sales professionals connect with stakeholders and influence decisions. You’ll explore proven approaches for building rapport, identifying client needs, and presenting solutions in a way that highlights business value. Through guided exercises and real-world sales scenarios, you’ll practice framing messages, responding effectively to client concerns, and adapting your communication style for different audiences. What makes this course unique is its focus on communication strategies used in complex B2B environments. Instead of focusing only on theory, you’ll learn how to apply communication techniques in real sales interactions, helping you strengthen relationships, improve client conversations, and move deals forward more effectively. These skills form the foundation for advanced negotiation, sales strategy, and relationship management covered later in the program.
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Develop the negotiation skills needed to navigate complex B2B sales conversations and reach mutually beneficial outcomes. In this course, you’ll learn practical negotiation strategies that help sales professionals prepare for discussions, understand stakeholder priorities, and manage pricing and value conversations effectively. You’ll explore techniques for structuring negotiation plans, identifying decision-makers, and responding confidently to objections or competing proposals. Through realistic business scenarios, you’ll practice balancing client expectations with business goals while maintaining strong professional relationships. What makes this course unique is its focus on negotiation within modern B2B sales environments. Rather than focusing only on tactics, the course emphasizes preparation, stakeholder understanding, and value-based discussions that support sustainable business relationships. These skills help sales professionals approach negotiations strategically, communicate value clearly, and reach agreements that benefit both the client and the organization.
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Strengthen the operational skills needed to manage sales opportunities and close deals effectively. In this course, you’ll learn how to structure the sales process, manage opportunities through the pipeline, and apply closing techniques that help move deals toward successful outcomes. The course focuses on practical approaches for organizing sales activities, tracking opportunities, and guiding clients through the final stages of the buying process. You’ll explore how sales operations support successful deal execution, including pipeline management, opportunity tracking, and coordination of sales tasks. Through real-world scenarios, you’ll practice identifying deal readiness, responding to buyer concerns, and applying closing strategies that help convert opportunities into completed sales. What makes this course unique is its focus on the operational side of sales success. Instead of relying only on persuasion techniques, you’ll learn how structured sales processes, workflow organization, and effective deal management improve closing performance. These skills help sales professionals maintain momentum in the sales cycle and ensure deals move forward efficiently in complex B2B environments.
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Learn how to design effective business solutions and present them confidently to decision-makers in B2B sales environments. In this course, you’ll explore how sales professionals translate client needs into clear solution proposals that demonstrate measurable business value. You’ll learn how to structure solution recommendations, connect product or service capabilities to client challenges, and communicate proposals in a way that supports informed decision-making. The course also focuses on presentation techniques that help sales professionals explain complex ideas clearly, address stakeholder questions, and build confidence in proposed solutions. What makes this course unique is its emphasis on solution-focused communication in high-stakes business conversations. Instead of simply presenting product features, you’ll learn how to frame solutions around business outcomes, financial value, and long-term partnership potential. These skills help sales professionals deliver compelling presentations that support strategic deals and strengthen relationships with senior stakeholders.
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Develop the strategic planning skills needed to manage territories, prioritize opportunities, and design effective deal strategies in B2B sales. In this course, you’ll learn how to analyze sales opportunities, align sales activities with business goals, and create structured plans that support long-term revenue growth. You’ll explore practical approaches for territory planning, opportunity prioritization, and deal strategy development. The course focuses on how sales professionals evaluate market potential, identify high-value opportunities, and coordinate actions that move deals forward. Through realistic business scenarios, you’ll practice building strategic sales plans that connect client needs with organizational objectives. What makes this course unique is its focus on sales strategy and structured planning rather than individual sales interactions. You’ll learn how successful sales professionals think strategically about accounts, markets, and revenue opportunities. These skills help sales teams plan effectively, allocate resources wisely, and pursue deals that create long-term business value.