Sales Execution: Pipeline, Discovery & Deal Influence

Board Infinity via Coursera

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Details

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Paid Certificate Available
Duration & workload

14 hours 47 minutes
Sessions

On-Demand
Level

Intermediate
Subtitles

English

Found in

Overview

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Strong sales performance doesn’t come from activity alone — it comes from clear pipeline ownership, sharp discovery, and the ability to guide complex conversations. In this course, you’ll learn how experienced sales professionals manage their book of business, uncover real business problems, and move deals forward with confidence. Using practical frameworks and real-world examples, you’ll build skills in pipeline planning, stakeholder discovery, business case development, active listening, and persuasive storytelling. Across four modules, you’ll learn how to run better discovery calls, navigate multi-stakeholder conversations, turn insights into compelling business cases, and deliver demos that resonate with both technical and executive audiences. By the end of the course, you will: • Build and manage a balanced sales pipeline aligned with quota • Run deeper discovery conversations with multiple stakeholders • Translate customer conversations into clear business cases • Guide meetings using questioning, listening, and indirect influence • Deliver tailored demos and follow-ups that move deals forward This course is ideal for: • Account Executives and sales professionals with 2–5 years of experience • B2B sellers managing active pipelines and complex deals • SDRs transitioning into closing roles • Customer-facing professionals involved in discovery or demos Disclaimer: This is an independent educational resource created by Board Infinity for informational and educational purposes only. This course is not affiliated with, endorsed by, sponsored by, or officially associated with any company, organization, or certification body unless explicitly stated. The content provided is based on industry knowledge and best practices but does not constitute official training material for any specific employer or certification program. All company names, trademarks, service marks, and logos referenced are the property of their respective owners and are used solely for educational identification and comparison purposes.

Syllabus

Owning Your Book of Business

This module develops ownership mindset and pipeline accountability for individual contributors managing active deal portfolios. Learners begin by designing pipelines through backward planning from quota targets, balancing inbound, outbound, and referral sources based on territory realities. The module addresses time protection strategies that ensure prospecting continuity despite delivery pressures. Qualification skills are advanced through conversational use of MEDDIC-style frameworks, helping learners identify deal viability through behavioural and organizational signals rather than rigid checklists. Learners also practice disengaging from weak opportunities while preserving relationships and reputation. By the end of the module, participants can maintain healthy pipeline composition, prioritize high-value opportunities, and invest effort where returns are most likely.

Deep Discovery & Problem Framing

This module strengthens discovery depth and analytical framing across complex buying environments. Learners conduct multi-stakeholder discovery sessions tailored to different functional roles and priorities while maintaining narrative consistency. The module develops techniques for extracting financial and operational impact data and converting conversational insights into structured business cases. Learners practice guiding customers through quantified problem definitions and responsibly handling uncertainty when reliable data is unavailable. Recovery strategies are also covered for situations where discovery was incomplete earlier in the cycle. By the end of the module, learners can transform conversations into strategic problem framing that supports stronger positioning and decision justification.

Listening, Questioning & Guiding the Conversation

This module enhances interpersonal influence through disciplined listening and structured questioning. Learners apply micro-listening skills that uncover unspoken concerns related to risk, politics, or internal constraints. Question-led engagement techniques enable buyers to articulate needs themselves rather than being persuaded through assertion. The module introduces conversational flow management, helping learners maintain momentum without rigid meeting scripts. Recovery methods address misaligned or poorly structured interactions while preserving trust and credibility. By the end of the module, learners can guide productive conversations, surface meaningful insights, and influence direction without applying pressure or appearing directive.

Demos, Proof & Storytelling

This module focuses on communicating value through relevant demonstrations and narrative framing. Learners tailor demonstrations to distinct stakeholder priorities and adjust content dynamically as audience composition changes. Structured storytelling techniques help transform customer experiences into relatable value narratives supported by simple visuals rather than presentation overload. The module also teaches how to deploy appropriate proof assets such as trials, case studies, or references to reinforce credibility. Learners practice crafting concise recap communications that enable internal advocacy by customer champions. By the end of the module, participants can reinforce understanding, trust, and alignment through clear demonstration and narrative delivery.