Professional Sales Mastery

Coursera via Coursera Specialization

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Provider

Coursera Specialization
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Duration & workload

4 weeks, 10 hours a week

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Overview

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This comprehensive specialization transforms sales professionals into strategic revenue leaders by combining fundamental selling techniques with advanced AI-powered strategies. Starting with core sales methodologies and progressing through B2B, territory, and enterprise sales frameworks, learners develop expertise in consultative selling, stakeholder management, and data-driven decision-making. The program uniquely integrates cutting-edge AI technologies, teaching practitioners to leverage generative AI and agentic systems for enhanced prospecting, personalization, and sales automation. Through hands-on projects including AI-driven email campaigns and CRM integration, participants gain practical experience in modern sales enablement tools. The curriculum culminates in advanced leadership training for sales executives, covering performance management, strategic planning, and team optimization. By completion, learners will have developed a complete toolkit for excelling in today's technology-enhanced sales environment, from initial prospecting through enterprise deal closure and team leadership, positioning them for roles ranging from sales representative to Chief Revenue Officer.

Syllabus

Course 1: How to Sell: An Overview of Fundamental Selling Techniques
Course 2: B2B and Territory Sales Strategies and Techniques
Course 3: Sales Methodologies Applicable to Enterprise Sales
Course 4: CRO Excellence: Leading High-Performance Sales Teams
Course 5: Agentic AI Content for Practitioners (Teams: Sales)
Course 6: GenAI for Sales Teams
Course 7: Sales Prospecting Mastery with Lemlist: AI-Driven Strategies

Courses

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2 hours 45 minutes
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Did you know that 70% of sales professionals fail to ask for the sale? This critical step is often overlooked, yet it's crucial for closing deals and achieving success in sales. This short course is tailored for aspiring sales professionals and those looking to refine their sales skills to master fundamental selling techniques to start or increase their sales effectively. By completing this course, you'll gain the ability to understand the sales process deeply, engage in effective cold calling, overcome objections with confidence, and employ strategies that close deals – skills you can apply immediately in your professional life. In this 3-hour long course, you will learn how to: - Grasp the entire sales process, from lead generation to closing. - Overcome objections with ease and maintain momentum in your sales conversations. - Effectively use listening and questioning to uncover customer needs and present solutions that compel action. What sets this course apart is its focus on practical, real-world techniques and strategies for sales success. To excel in this course, no prior knowledge is required. However, a keen interest in developing sales skills will be beneficial.
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2 hours 39 minutes
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Did you know that companies with well-defined sales territories can see up to 30% increases in overall sales productivity? This short course was created to help sales professionals and managers accomplish mastery in managing sales territories and leveraging sales technologies for enhanced performance. By completing this course, you'll be able to strategically map out and manage sales territories, understand and meet client needs through consultative selling, and utilize the latest CRM and analytics tools to boost your sales efficiency. These skills are essential for any sales professional looking to increase effectiveness and productivity immediately in their role. More specifically, in this 2-hour course, you will learn how to assess and plan sales territories strategically, apply advanced B2B sales techniques for better client engagement, and master technological tools that drive sales performance. This project is unique because it integrates practical territory management with advanced sales strategies and technology utilization, providing a holistic approach to modern sales challenges. In order to be successful in this project, you will need a basic understanding of sales principles and a keen interest in leveraging technology to solve complex sales problems.
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2 hours 47 minutes
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In this intermediate-level guided project, you will master the art of AI-driven prospecting using Lemlist. We will do this by setting up and leveraging Lemlist for automated email and LinkedIn outreach, to create a sales pipeline and enhance your prospecting efficiency. You will learn how to integrate Lemlist’s AI capabilities to personalise and optimise your campaigns. Additionally, you’ll explore best practices for creating and managing automated sales funnels in Hubspot, ensuring a seamless transition from lead generation to customer conversion. By the end of this project, you will have the skills to drive more effective and automated prospecting campaigns. Learners will need a sound understanding of the principles of Sales Prospecting. Some prior experience of AI and HubSpot would be advantageous. Learners will also need to set up accounts in Claude AI, Lemlist, HubSpot and LinkedIn.
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3 hours 16 minutes
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Generative Artificial Intelligence (GenAI) is revolutionizing the sales process, offering sales teams new ways to boost productivity, efficiency, and impact. By leveraging powerful language models and other AI-driven capabilities, sales professionals can streamline workflows, personalize customer engagements, and uncover data-driven insights to drive better results. This course is designed for sales managers, account executives, aspiring sales development representatives (SDRs), and sales operations specialists looking to integrate GenAI tools into their workflows, enhance productivity, and drive innovation in their sales processes. Learners should have a basic understanding of sales concepts and workflows, familiarity with common sales tools and platforms like CRM systems, and some exposure to sales-focused analytics. An open mindset towards new technologies and a willingness to experiment with GenAI tools are also essential. Whether you're a sales leader looking to guide your team towards more efficient, data-driven practices, or an individual contributor seeking to future-proof your skills, this course will start you on the path to unlock the transformative potential of GenAI in sales.
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2 hours 48 minutes
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Agentic AI Content for Practitioners (Teams: Sales) is an intermediate-level course designed for sales professionals and managers seeking to leverage autonomous AI systems for competitive advantage. In today's rapidly evolving sales landscape, agentic AI represents the next frontier in sales automation and intelligence. This course provides hands-on experience with AI tools that can autonomously understand goals, plan multi-step processes, and adapt as they execute tasks. Through real-world case studies from companies like Fujitsu, Snowflake, and Mercedes-Benz, you'll learn to implement AI-driven CRM automation, create personalized outreach strategies, and optimize proposals using competitive intelligence. The course combines strategic understanding with practical application, featuring interactive exercises, AI-powered coaching dialogues, and a comprehensive capstone project. Whether you're looking to automate routine tasks, enhance client personalization, or improve proposal win rates, this course will equip you with the skills to transform your sales operations and achieve unprecedented productivity gains.
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3 hours 10 minutes
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CRO Excellence: Leading High-Performance Sales Teams is an intermediate-level course designed for Chief Revenue Officers (CROs), senior sales leaders, and business executives responsible for driving revenue growth through leadership, strategy, and team performance. In today’s competitive markets, success requires more than hitting short-term numbers—it depends on scaling strong teams, building resilient systems, and fostering trust across the sales organization. This course takes you through the three pillars of CRO excellence: building and executing sales strategies that align with organizational goals, scaling and structuring high-performance sales teams with effective leadership practices, and driving sustainable growth through metrics that matter and long-term customer relationships. Through real-world case studies, scenario-based video quizzes, hands-on sales leadership labs, and interactive coaching, you’ll apply practical tools to elevate your leadership impact. Whether you’re preparing to step into a CRO role or seeking to refine your leadership as an experienced sales executive, this course equips you with the clarity, frameworks, and actionable playbooks to lead high-performing sales teams that consistently deliver results.
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4 hours 3 minutes
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Sales Methodologies Applicable to Enterprise Sales (Challenger, MEDDIC, SPIN Selling) is an intermediate-level course designed for B2B sales professionals, account executives, and sales leaders who operate in complex, high-stakes enterprise selling environments. In today’s market, transactional selling is no longer enough—winning enterprise deals requires a structured, consultative approach that aligns with how large organizations evaluate and purchase solutions. This course provides comprehensive coverage of three proven enterprise sales methodologies: MEDDIC, a qualification framework that helps you assess opportunities and uncover key decision-makers; SPIN Selling, a questioning strategy that uncovers deeper customer needs; and The Challenger Sale, an approach that teaches you how to reframe customer thinking, tailor insights, and take control of the sales process. Through real-world case scenarios, interactive qualification exercises, hands-on deal labs, and reflective coaching activities, you'll learn how to strategically combine these methodologies to qualify deals effectively, influence decision-making, and advance opportunities in complex B2B environments. Whether you're pursuing multi-million-dollar contracts, navigating long sales cycles, or engaging multiple stakeholders across functions, this course equips you with the tools and confidence to turn enterprise opportunities into closed-won deals—consistently and predictably.