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Drive Engagement & Close Complex Deals

LearnQuest via Coursera

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Details

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

2 hours 59 minutes
Sessions

Self-Paced
Level

Intermediate
Subtitles

English

Found in

Part of

Insight Selling

Overview

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Advance your skills to handle the complexity of longer sales cycles, larger deals, and multi-stakeholder environments. This course guides you through advanced pipeline management, persuasive communication, objection handling, and the art of aligning proposals with real buyer metrics. Special focus is placed on building resilience, trust, and handle major objections typical in today’s global sales climate.

Syllabus

Pipeline Management and Buyer Engagement

Managing a high-performing sales pipeline is equal parts art and science—especially when deals are complex and buyers are cautious. In this module, you’ll master proven techniques to strategically segment your pipeline, nurture leads beyond the basics, and break through decision fatigue with targeted engagement tactics. Learn how to prioritize top opportunities, track progress in global markets, and apply new tools to keep buyers moving confidently toward a close. Designed for those determined to win in today’s competitive environment, this module transforms how you guide deals from first contact to final signature.

Communicating Value and Building Trust

Resonating with today’s buyers requires more than just good data—it demands the art of storytelling, a foundation of trust, and messages that connect with technical, executive, and frontline audiences alike. In this module, you’ll learn to turn analytics into compelling narratives, customize delivery for every stakeholder, and confidently address skepticism in saturated, low-trust markets. By blending emotional intelligence, transparency, and persuasive case studies, you’ll not only win deals, but build lasting partnerships and overcome even the toughest sales objections.

Objection Handling and Metrics Alignment

Objection handling is the crucible where complex deals are won—or lost. In this module, you’ll master advanced negotiation techniques to turn price pushback into value conversations and frame every proposal around what matters most to buyers—measurable business results. Learn how to align your solution with client KPIs, construct airtight business cases, and position yourself as the partner who delivers real impact, not just features. Become indispensable by proving value where it matters most and overcoming even the toughest sale obstacles in today’s high-stakes environment.