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Capstone: Integrated Sales Excellence

IBM via Coursera

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Details

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

6 weeks, 3 hours a week
Sessions

Self-Paced
Level

Advanced
Subtitles

English

Part of

IBM Sales Representative

Overview

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Today's sales representatives must seamlessly blend relationship-building skills with technology proficiency to succeed in competitive markets. This intensive capstone simulates authentic B2B sales scenarios where you'll manage territories, generate pipeline, and close deals for a technology company. Drawing on every skill from the certificate program, you'll plan territories, execute multi-channel prospecting, conduct discovery calls, deliver presentations, handle objections, negotiate terms, and expand accounts. Through hands-on application with CRM systems, AI tools, and communication platforms, you'll demonstrate mastery of modern selling techniques. By completion, you'll have produced a comprehensive sales portfolio including territory plans, prospecting campaigns, discovery frameworks, proposals, and negotiation strategies. These deliverables, combined with interview preparation and career planning resources, position you to confidently pursue and excel in entry-level sales representative roles across any industry.

Syllabus

Integrated Territory and Account Planning

In this module, you will master the strategic foundation of sales success: territory and account planning. You will learn to analyze market data, segment territories effectively, and prioritize accounts based on potential value. Through hands-on practice with real market scenarios, you will develop skills in TAM/SAM/SOM analysis, account scoring, and strategic planning. The module emphasizes practical application using CRM systems and AI tools to build actionable territory plans that can be applied across any B2B technology sale.

Multi-Channel Prospecting and Lead Qualification

In this module, you will execute sophisticated prospecting campaigns across multiple channels. You will master the integration of AI tools for lead research, craft personalized outreach sequences, and qualify prospects effectively. Through practical application, you will build email templates, call scripts, and social selling strategies while learning to orchestrate campaigns that generate qualified meetings. The module emphasizes real-world execution using the tools and techniques from previous courses, adapted for the cybersecurity market.

Advanced Needs Assessment and Solution Positioning

In this module, you will master consultative selling through advanced discovery techniques and solution positioning. You will learn to conduct deep needs assessments that uncover business pain, quantify impact, and build urgency for change. Through hands-on practice with discovery frameworks and presentation tools, you will develop skills in articulating value propositions and delivering compelling demonstrations. The module emphasizes connecting customer challenges to specific solutions while building ROI justification.

Executive Communication and Career Development

In this module, you will master the critical endgame of sales: handling objections, negotiating win-win agreements, and expanding customer relationships. You will learn advanced techniques for addressing concerns, structuring negotiations, and closing deals professionally. Through realistic scenarios, you will practice overcoming common objections, negotiating terms, and identifying expansion opportunities. The module emphasizes building long-term customer success while achieving revenue targets.

Final Project and Evaluation

In this module, you will synthesize all skills developed throughout the certificate program in a comprehensive sales simulation. You will execute a complete B2B sales cycle for SafeGuard Business Insurance, from initial territory planning through deal closure, creating professional deliverables that demonstrate your readiness for real-world sales roles. The project showcases your ability to integrate traditional sales skills with modern AI tools in a realistic business scenario.

Bonus Module - Launch Your Career in Sales and Course Wrap-Up

In this bonus module, you will equip yourself with practical tools and strategies for launching or advancing your sales career. You will learn to create compelling resumes and LinkedIn profiles that highlight your new skills, master sales-specific interview techniques such as role-plays and mock calls and develop strategies for networking within the sales community. The module provides guidance on evaluating different sales roles, understanding compensation structures, and negotiating job offers. Through hands-on exercises and practical resources, you will build the confidence needed to pursue entry-level sales positions successfully.