Overview

Google, IBM & Meta Certificates – 40% Off

One plan covers every Professional Certificate on Coursera.

Top sales performers generate 3x more pipeline than average reps, yet 67% of sales professionals miss quota due to ineffective prospecting and qualification. This course transforms you into a pipeline-building expert through mastery of proven prospecting and engagement strategies. Learn to create laser-focused Ideal Customer Profiles, execute multi-channel outreach that gets responses, and apply frameworks like BANT and TIMD to qualify opportunities effectively. Master consultative selling through SPIN methodology, build trust through active listening, and manage complex stakeholder relationships. The course culminates in creating a comprehensive Healthcare Technology Prospecting Playbook, providing you with immediately applicable tools for real-world success. Whether you're starting your sales career or refining existing skills, gain the systematic approaches top performers use to consistently exceed targets.

Syllabus

Prospecting Fundamentals and Strategies

In this foundational module, you will learn the essential skills needed to identify and initiate contact with potential customers effectively. You will learn to build precise Ideal Customer Profiles (ICPs) to focus your efforts, execute cold calling and email campaigns that generate responses, and leverage LinkedIn for social selling success. Through hands-on practice, you will develop the core confidence and techniques needed to reach out to prospects and kickstart meaningful sales conversations, building a solid foundation for your pipeline.

Client Analysis, Prioritization, and Consultative Selling

In this module, you will develop critical analytical skills for researching and qualifying prospects, and then master the consultative selling techniques needed to engage them effectively. You will learn systematic approaches to gathering client intelligence, apply proven qualification frameworks like BANT and TIMD, and create territory plans that maximize your selling time. Furthermore, you will transform from a product pusher to a trusted advisor by mastering active listening, SPIN questioning, and structured discovery calls to uncover real customer needs and build trust.

Relationship Management Fundamentals

In this module, you will learn to build and maintain long-term customer relationships and professional networks that drive sustainable business growth. You will develop skills in strategic account planning, customer success methodologies, and proactive stakeholder management. Furthermore, you will master networking tactics and referral program design to systematically generate warm leads. The module covers the entire customer lifecycle, teaching you to leverage CRM systems and relationship-building strategies to turn one-time buyers into long-term partners and advocates.

Final Project and Course Wrap-Up

In this final module, you will synthesize all the prospecting and client engagement skills learned throughout the course into a comprehensive, portfolio-ready project. You will create a complete prospecting playbook tailored for the healthcare technology sector, demonstrating your ability to research markets, develop targeted outreach strategies, and plan systematic engagement approaches. This capstone project serves as both a learning consolidation exercise and a practical tool you can showcase to potential employers or use in your sales role.