Strategic & Deal Planning

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

10 hours
Sessions

Self-Paced
Level

Intermediate
Subtitles

English

Found in

Part of

B2B Sales Negotiation: Leveraging AI

Overview

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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.

Syllabus

Craft Sales Strategy: Foundations of a B2B Sales Strategy

You will identify the core elements of a B2B sales strategy and understand how they shape targeting, messaging, and channel decisions.

Craft Sales Strategy: Building a One-Page Sales Strategy for a New Vertical

You will apply strategic choices to create a focused one-page sales strategy tailored to a new industry vertical.

Grow Business Pipeline: Understanding Business Development in the B2B Funnel

In this module, you will clarify the role of business development by distinguishing it from direct selling and understanding its impact on long-term pipeline growth.

Grow Business Pipeline: Identifying Partners to Grow Pipeline

In this module, you will analyze a business scenario to identify and justify partner organizations that could expand market reach and accelerate pipeline growth.

Matrix Your Discounts: Choosing the Right Discount with a Weighted Matrix

In this module, you move from intuition-based discounting to structured decision-making by building and applying a weighted decision matrix. You will define deal criteria, assign meaningful weights, score multiple discount scenarios in Excel, and select a recommended option based on documented tradeoffs that you can clearly explain and defend.

Matrix Your Discounts: Refining the Matrix After the Customer Decides

In this module, you analyze what happens when a customer chooses a different option than the matrix predicts. You will compare outcomes to assumptions, adjust weights to reflect customer priorities, and practice refining the matrix responsibly—treating deal outcomes as feedback to improve future discount decisions rather than as failures.

Craft Territory Playbook: Build the 6-Month Territory Plan

In this module, you will design a six-month territory plan by segmenting accounts, setting pipeline targets, and incorporating AI propensity insights. The focus is on building a usable sales artifact that mirrors real field planning expectations.

Craft Territory Playbook: Mid-Cycle Gaps and Strategic Pivots

In this module, you will evaluate in-flight performance, diagnose gaps, and recommend strategic pivots based on real sales constraints—time, coverage, and resources.

Create Win-Win Partnerships: Designing a Partnership That Creates Mutual Value

You will design a structured partnership proposal that clearly defines shared value, revenue model, and coordinated campaign execution

Create Win-Win Partnerships: Evaluating Partnership ROI and Deciding What to Scale

You will analyze partnership performance using key metrics to determine whether to scale, refine, or pivot the partnership strategy.

Career Development for B2B Sales Professionals

In this module, you’ll learn how to present yourself as a strong candidate for B2B sales roles where you are expected to manage deals and drive results. You’ll explore what hiring managers look for, how sales roles operate day-to-day, and how to position your skills and experience effectively. You’ll then apply these insights to build a compelling professional profile. This includes writing impact-focused resume content, creating a simple portfolio example from your work or projects, and preparing structured responses to common interview questions. By the end of this module, you’ll have practical career assets and greater confidence in explaining how your skills in communication, negotiation, pipeline management, CRM, and sales strategy can create value in B2B sales roles.

Project: Strategic Sales Planning Project

In this project, you will develop a strategic sales plan to expand into a new market. Your work will show how sales strategy, business development, decision-making frameworks, territory planning, and partnerships combine to guide market expansion. You will design a plan that defines where to compete, how to win, and how to allocate resources. Your plan will also include decision criteria and risk management to support informed business choices over time. This project reflects a real strategic challenge faced by sales leaders. Expanding into a new market requires more than opportunity—it requires clear positioning, focused execution, and disciplined evaluation. You will create a plan that connects strategy to action and supports measurable outcomes.