Value Selling, Demonstration and AI-Assisted Sales Execution

Amazon Web Services via Coursera

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

7 weeks, 1 hour a week
Sessions

Self-Paced
Level

Beginner
Subtitles

English

Found in

Part of

AWS Tech Sales Representative

Overview

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This course develops the capabilities required to communicate AWS solution value, deliver customer-focused demonstrations, and use AI-assisted approaches to support sales execution. The course is intended for learners who want to strengthen their ability to communicate solution value, support customer decision-making, and use AI-assisted approaches in technical sales. Learners examine how AWS cloud solutions are presented in terms of business outcomes such as cost optimization, performance improvement, and operational impact. Demonstrations are structured around customer needs, while pricing and ROI concepts, including discussions related to the AWS Pricing Calculator, help support solution justification and customer decision-making. Learners also explore how generative AI tools support sales preparation, communication, and content generation workflows. Through guided activities, learners practice generating, evaluating, and refining AI-assisted outputs to improve clarity, relevance, and alignment with customer needs using workflows that reflect modern AWS sales environments. Throughout the course, emphasis is placed on value communication, structured presentations, executive-facing messaging, and the effective use of AI-assisted sales workflows. By the end of the course, learners will be able to communicate AWS solution value clearly, support customer decision-making using pricing and ROI concepts, and apply AI-assisted approaches to improve sales effectiveness.

Syllabus

Communicating AWS solution value
- This module focuses on how sales representatives communicate the value of AWS solutions in a clear, relevant, and outcome-driven way. You will learn about solution alignment by focusing on how value is expressed during customer conversations. The module emphasizes how representatives translate AWS services into business outcomes such as cost efficiency, performance improvement, scalability, and operational simplicity. Within AWS sales environments, value communication is central to progressing opportunities. You will examine how representatives move beyond describing services and instead explain why a solution matters in the context of the customer’s priorities and challenges. Through practical scenarios, you will observe how value communication can shift from generic or feature-led messaging to clear, outcome-focused explanations that support customer understanding and decision-making. By the end of the module, you will understand how to communicate AWS solution value in a way that is relevant, structured, and aligned to customer needs.
Delivering effective customer demonstrations
- This module focuses on how sales representatives deliver customer demonstrations that reinforce solution relevance and business value. You will examine how effective demos use discovery insights to connect solution capabilities to customer priorities, challenges, and desired outcomes rather than becoming product tours or feature walkthroughs. You will learn how to select relevant content, organize a clear demo flow, explain business impact, and avoid unnecessary technical detail. Through practical scenarios, you will explore how focused demonstrations can increase clarity, relevance, customer engagement, and momentum. By the end of the module, you will understand how to plan and deliver structured, customer-focused demonstrations aligned to AWS solution value.
Explaining pricing and ROI for AWS solutions
- This module focuses on how to explain AWS pricing and return on investment (ROI) in a way that supports customer decision-making. ROI compares what a customer invests with the value or measurable benefit they expect to gain. You will explore how usage-based pricing affects cost, how key cost drivers and trade-offs can be explained clearly, and how estimated spend can be connected to customer outcomes without relying on complex financial models. Through practical scenarios, you will examine how structured pricing and ROI conversations can build understanding and confidence by making assumptions, cost implications, and potential value easier to evaluate. By the end of the module, you will be able to explain AWS pricing at a high level, communicate ROI in practical terms, and support customer conversations about cost and value.
Using AI to support sales preparation and communication
- This module focuses on how sales representatives use AI-assisted tools to support preparation, communication, and follow-up across the sales workflow. You will examine how AI can generate and refine content such as discovery questions, follow-up messages, and objection responses while accelerating preparation and improving consistency without replacing judgment or decision-making. Within AWS sales environments, AI tools can organize information, generate drafts, and suggest structured outputs based on customer context, and you will explore how these capabilities are applied in practice. The module also focuses on evaluating AI-generated outputs for accuracy, relevance, tone, and alignment with customer needs. You will examine common issues such as generic outputs, incorrect assumptions, and misaligned messaging, and use practical scenarios to explore how AI-assisted workflows can improve efficiency when used appropriately and introduce risk when over-relied on or insufficiently reviewed. By the end of the module, you will understand how to use AI tools to support sales activities and how to evaluate and refine outputs for quality and relevance.
AI-assisted sales preparation
- This module focuses on how sales representatives use AI-assisted tools to prepare for customer interactions. You will examine how AI can generate structured outputs such as discovery questions, meeting notes, and draft communications, helping improve preparation speed and consistency while still requiring human judgment for relevance and accuracy. Within AWS sales environments, AI tools can organize customer information and generate initial drafts. The module emphasizes that effective use depends on how requests are structured, with clear context and intent helping produce more useful outputs and reduce unnecessary revision. Through practical scenarios, you will explore how AI can support preparation as a structured assistant rather than replace thinking. By the end of the module, you will understand how to use AI tools for sales preparation and structure inputs to generate useful outputs.
Evaluating and improving AI-assisted outputs
- This module focuses on how sales representatives evaluate and improve AI-generated outputs for accuracy, relevance, and quality. You will examine common issues such as gaps, incorrect assumptions, generic language, and missing context, and how these can affect customer communication. Within AWS sales environments, AI tools can accelerate workflows, but responsibility for output quality remains with the representative. You will explore how to identify issues and apply structured review and revision before using AI-generated content in customer interactions. Through practical scenarios, you will observe how initial outputs can be refined into clear, relevant, and customer-aligned communication. By the end of the module, you will understand how to evaluate AI outputs critically and improve them to meet professional standards.
Project 2: Executive demo and ROI presentation
- In this project, you will bring together the key technical sales skills developed throughout the course to create a concise executive presentation brief for Lancre Works. You will use confirmed customer priorities and a proposed AWS solution direction to develop value-focused messaging, plan a customer-relevant demonstration, explain an illustrative AWS pricing estimate, and discuss potential ROI without presenting assumptions as guaranteed outcomes. You will also use an AI assistant to help prepare part of the presentation, then review the generated output for accuracy, relevance, appropriate boundaries, and executive focus. Throughout the project, you will practice prioritizing the information that matters most to decision-makers, connecting AWS capabilities to business and operational value, and making assumptions and open questions clear. By the end of the project, you will have created a structured, decision-focused brief that supports an executive conversation and identifies an appropriate next step for technical validation.