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Foundations of Complex Sales Success

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Foundations of Complex Sales Success

This course is part of Sales Strategies: Mastering Complex Sales Specialization

Instructor: LearnQuest Network

Included with

Learn more

3 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

3 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

6 assignments¹

AI Graded see disclaimer

Taught in English

91% of learners achieved a positive career outcome

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

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Build your subject-matter expertise

This course is part of the Sales Strategies: Mastering Complex Sales Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 3 modules in this course

Embark on a journey to master the foundational elements of modern complex sales. This course delivers the skills you need to navigate buyer committees, segment diverse markets, and develop trust rapidly. Through real-world scenarios in India and the USA, you’ll learn how to tailor solutions, leverage emerging digital tools, and build robust pipelines that endure volatile market dynamics. Each module is packed with practical techniques drawn from current industry research, setting you up to thrive as a consultative sales professional and valued advisor.

Module details

Delve into the realities of selling to complex organizations with multiple decision-makers. Learn to identify key players, manage competing interests, and craft compelling value propositions for diverse committees.

What's included

12 videos3 assignments

12 videosTotal 27 minutes

Course Introduction: Foundations of Complex Sales Success3 minutes
Navigating Multi-Stakeholder Sales Environments1 minute
Creating actionable stakeholder maps for large deals3 minutes
Identifying and influencing decision-makers3 minutes
Expert Insights-3 QS to Become a Strategic Sales Leader1 minute
Adapting relationship-building tactics3 minutes
Designing persuasive value narratives2 minutes
Leveraging market research2 minutes
Communicating ROI2 minutes
Expert Insights: The Buying Cycle3 minutes
Expert Insights: 3 Questions to Become a Strategic Sales Leader1 minute
Navigating Multi-Stakeholder Sales Environments2 minutes

3 assignmentsTotal 46 minutes

Mapping the Buying Committee15 minutes
Coursera generated quiz6 minutes
Stakeholder Mapping & Value Proposition Engineering25 minutes

Explore trust-building and high-level personalization strategies. Tackle the nuances of cross-cultural selling and digital rapport-building, focusing on both emerging and developed markets.

What's included

7 videos2 assignments

7 videosTotal 12 minutes

Building Trust and Personalization at Scale1 minute
Utilizing omni-channel touchpoints to establish credibility in crowded industries2 minutes
Demonstrating solution expertise with tailored consultative interactions2 minutes
Implementing empathy and authenticity to win long-term stakeholders2 minutes
Applying cultural intelligence to tailor communication by regional norms2 minutes
Bridging language and behavioral gaps with adaptive sales messaging2 minutes
Managing regional compliance and sensitivity in buyer engagements2 minutes

2 assignmentsTotal 31 minutes

Coursera generated quiz6 minutes
Building Trust and Personalization at Scale25 minutes

Achieve pipeline resilience and process efficiency by adopting state-of-the-art digital sales tools and strategies. Gain competitive advantage by optimizing prospecting, qualification, and ongoing engagement.

What's included

7 videos1 assignment

7 videosTotal 12 minutes

Pipeline Management and Digital Enablement2 minutes
Segmenting and prioritizing leads using intent data and advanced analytics2 minutes
Implementing outbound strategies tailored for local vs. global prospects2 minutes
Using CRM tools for real-time opportunity tracking and follow-up2 minutes
Selecting and adopting AI-powered sales platforms for process acceleration2 minutes
Automating routine tasks to focus on value-creating activities2 minutes
Synchronizing digital assets to enhance buyer experience and sales productivity.2 minutes