Sales Excellence

Coursera via Coursera Specialization

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Details

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Provider

Coursera Specialization
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Duration & workload

4 weeks, 10 hours a week

Found in

Overview

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Master the complete sales lifecycle from foundational techniques to AI-powered strategies in this comprehensive program. You'll develop expertise in B2B and B2C sales methodologies, pipeline management, territory optimization, and cutting-edge generative AI applications for sales automation and personalization. Through hands-on projects using tools like Zapier and Microsoft Copilot, you'll learn to automate sales tasks, craft compelling presentations, and leverage AI platforms including ChatGPT, Claude, and IBM Watson to transform your sales performance and drive measurable business results.

Syllabus

Course 1: How to Sell: An Overview of Fundamental Selling Techniques
Course 2: B2B and Territory Sales Strategies and Techniques
Course 3: How to Generate and Maintain a Healthy Sales Pipeline
Course 4: Business-to-Consumer (B2C) Sales Strategies and Techniques
Course 5: GenAI for Inside Sales: Crafting Effective Outreach
Course 6: Foundations of Effective Sales Pipeline Management
Course 7: GenAI for Field Sales Agents: Local Market Insights
Course 8: Automating Sales Tasks with Zapier
Course 9: Copilot for Beginners: Create a Sales Pitch Presentation

Courses

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1 hour 55 minutes
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This project gives you easy access to time-saving tools used by entrepreneurs, business administrators, and department leaders. We’ll learn about how to use a tool called Zapier to automate a common business activity, responding to a new subscription on a website, and sharing the information with other departments. By the end of this project, you can use Zapier to automate a variety of tasks that will reduce errors and save you time. Saving you time at work will free up your time to devote to other interests. If you’re already using Zapier you may find new apps to connect and tasks to automate. If you’re struggling, you’ll see solutions and tips that can make things easier. If you want more time in your life this project will help serve as your guide. Note: This course works best for learners who are based in the North America region. We’re currently working on providing the same experience in other regions.
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2 hours 56 minutes
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Did you know that 68% of companies identify sales pipeline management as a critical component of their sales process success? Dive into the world of sales with our course designed to transform your approach to generating and nurturing leads. This short course was created to help sales professionals, business owners, and anyone interested in mastering sales strategies accomplish the art of building and managing a healthy sales pipeline for improved lead generation, deal closure rates, and customer retention. By completing this course, you'll be able to develop and implement strategies to nurture leads effectively, utilize CRM and sales automation tools to streamline your sales processes, and maintain a robust sales pipeline to ensure continuous growth and success in your sales endeavors. More specifically, in this 3-hour-long course, you will learn how to: - develop strategies for nurturing leads through the pipeline, - analyze the importance of CRM and sales automation tools in managing the sales pipeline - use strategies to maintain the health of the pipeline. This project is unique because it offers practical insights and strategies, drawn from successful case studies and the latest sales technologies, to help you stay ahead in the competitive sales landscape. In order to be successful in this project, you will need no prior knowledge, making it accessible to anyone interested in improving their sales skills.
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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 17 minutes
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In this 2-hour project-based course, you will learn the basics of building persuasive sales presentations using PowerPoint and Copilot AI. We will do this by creating a methodology-based sales pitch presentation for a fictional project management software company. You'll learn how to leverage Copilot to quickly craft a compelling narrative, import product and prospect information, match product features to client needs, and even model pricing scenarios formulating an economic offer. This project is particularly beneficial for business developers and sales representatives, allowing to create sales pitch presentations better and faster. The only required prerequisites are a valid Copilot and Microsoft 365 license, and a fundamental knowledge of Powerpoint (create and edit slides).
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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 33 minutes
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In this course, you’ll learn what B2C selling is all about, how to identify your ideal customer, and why product knowledge and effective communication are key to closing sales. We’ll cover essential techniques to help you seal deals confidently. I’ll guide you through these foundational concepts with engaging, easy-to-follow discussions and short videos. Plus, interactive visual aids will make learning the concepts more enjoyable and accessible. This course is designed for aspiring sales professionals, entry-level sales representatives, and recent graduates looking to kickstart their careers in sales. It also caters to marketing professionals who want to strengthen their B2C sales knowledge and individuals transitioning into sales roles. Whether you are new to the sales field or seeking to understand the fundamentals of B2C selling, this course will provide valuable insights and practical techniques. Participants are expected to have basic computer skills and a general understanding of business concepts. An interest in sales and marketing, along with basic communication skills, will be beneficial for engaging with course materials. No advanced technical knowledge is required, making the course accessible to a wide range of participants eager to explore B2C sales. By the end of the course, learners will demonstrate a solid understanding of B2C sales and be able to identify relevant examples. They will apply strategies to effectively identify and engage with their target audience, while also demonstrating strong communication and product knowledge to build trust with consumers. Additionally, learners will practice and apply basic sales techniques to convert prospects into loyal customers.
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2 hours 1 minute
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This course, "How to Generate and Maintain a Healthy Sales Pipeline," provides a comprehensive guide for beginner to intermediate salespeople across all industries. It covers the fundamentals of what a sales pipeline is, its importance, and the essential components that make it effective. In this course, the learners will explore various strategies for generating leads, managing daily activities, and utilizing tools to keep the pipeline full and moving. This course is designed for sales professionals at the beginner to intermediate levels across various industries, including sales representatives, account managers, business development professionals, and team leaders responsible for managing and expanding sales pipelines. Entrepreneurs and small business owners looking to improve their sales processes will also benefit from this course as it offers strategies for consistent sales performance. Participants should have a basic understanding of sales concepts and terminology. Familiarity with customer relationship management (CRM) tools and basic sales techniques is recommended. The course is suitable for individuals with some experience in sales or business development roles or those who have completed introductory sales training. By the end of this course, participants will be able to demonstrate knowledge of the key stages of a sales pipeline, apply lead generation techniques, utilize CRM tools and sales automation technologies to improve efficiency, and build and maintain a healthy pipeline for long-term sales success.
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3 hours 52 minutes
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In this course you'll explores how field sales professionals can harness the power of Generative AI (GenAI) to elevate territory management, customer engagement, and market insight strategies. Through a hands-on, scenario-based learning journey, you'll discover how AI platforms like Claude, Gemini, and IBM Watson can revolutionize your sales processes from analyzing territory performance to personalizing customer interactions while upholding ethical standards and maintaining the human touch. This course is tailored for field sales agents, sales managers, and business development professionals who want to modernize their approach to territory management and customer engagement. Whether you're looking to boost sales efficiency, personalize outreach, or adopt cutting-edge tools, this course provides the foundational knowledge and practical experience needed to confidently integrate AI into your sales workflow. To succeed in this course, learners should have a basic understanding of the sales process and customer relationship management principles. Familiarity with digital tools such as CRM systems, spreadsheets, or analytics dashboards is recommended. Most importantly, learners should be curious and open to exploring how AI can enhance their effectiveness in the field. By the end of this course, you'll be equipped to lead and support AI-driven sales transformation that delivers measurable impact across your territory. You’ll walk away with practical strategies to optimize market coverage, personalize customer engagement, and apply real-time insights to drive smarter, faster decisions. Whether you're aiming to improve territory planning, enhance lead conversion, or build stronger customer relationships, this course empowers you to take action with confidence, innovation, and a data-informed mindset leveraging AI as a true partner in your sales success.
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3 hours 42 minutes
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In this course, you’ll unlock the power of Generative AI to elevate your sales game like never before. Whether you're crafting cold emails, nurturing leads, or scaling outreach efforts, you’ll learn how to use tools like ChatGPT, Claude, and IBM Watson to create personalized, high-impact messaging at scale. Through hands-on practice, real-world case studies, and guided exercises, you’ll gain the skills to streamline your sales process, increase engagement, and convert more prospects—all while maintaining a human, authentic touch. This course is designed for forward-thinking sales professionals and teams who are ready to embrace the future of outreach. Whether you're an inside sales rep aiming to improve engagement, a sales manager looking to scale team performance, or a founder seeking smarter ways to connect with prospects, this course equips you with the tools and tactics to harness AI effectively. It’s also a great fit for marketing and RevOps professionals who want to integrate AI-driven personalization into lead generation, campaign design, and sales automation workflows. To make the most of this course, you should have a basic understanding of core sales processes such as prospecting, outreach, and follow-ups. Familiarity with popular CRM platforms like HubSpot or Salesforce will help you navigate the integration elements of the course more efficiently. Additionally, prior experience using digital communication tools (email, messaging platforms, LinkedIn, etc.) will support your ability to apply AI-generated content in real-world scenarios. By the end of this course, you’ll have the confidence and skills to transform your sales outreach using Generative AI. You’ll know how to design and execute personalized campaigns, automate repetitive tasks without losing the human touch, and analyze engagement data to continuously refine your strategy. More importantly, you’ll be equipped to lead in a rapidly evolving sales landscape—where AI isn’t just a tool, but a competitive advantage. Whether you’re looking to boost conversion rates, scale your outreach, or future-proof your sales process, this course gives you the blueprint to make it happen. The future of selling is here—intelligent, agile, and powered by AI—and you’re ready to lead it.