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.
Sales Methodologies Applicable to Enterprise Sales
Gain next-level skills with Coursera Plus for $199 (regularly $399). Save now.
Gain insight into a topic and learn the fundamentals.
Beginner level
Recommended experience
4 hours to complete
Flexible schedule
Learn at your own pace
Skills you'll gain
Details to know
Shareable certificate
Add to your LinkedIn profile
Recently updated!
December 2025
Taught in English
See how employees at top companies are mastering in-demand skills
There are 3 modules in this course
This lesson introduces learners to the importance of structured sales methodologies in enterprise contexts. Learners will explore the Challenger, MEDDIC, and SPIN frameworks at a high level, understand how buyer psychology drives complex B2B deals, and discover why adopting a methodology creates consistency and predictability in sales outcomes.
What's included
3 videos2 readings1 assignment
This lesson explores how effective opportunity qualification ensures that sales teams focus on the right deals. Learners will examine the MEDDIC framework in detail, breaking down each element (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion) and learning how it helps identify true opportunities and avoid wasted effort.
What's included
2 videos1 reading1 assignment
This lesson focuses on putting consultative techniques into practice. Learners will explore Challenger and SPIN methods for influencing decision-makers, discover how to frame customer challenges, and practice applying these techniques to move enterprise deals forward.
What's included
3 videos1 reading3 assignments
Instructor
Offered by
Why people choose Coursera for their career
Felipe M.
Learner since 2018
"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."
Jennifer J.
Learner since 2020
"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."
Larry W.
Learner since 2021
"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."
Chaitanya A.
"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."
Open new doors with Coursera Plus
Unlimited access to 10,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription
Advance your career with an online degree
Earn a degree from world-class universities - 100% online
Join over 3,400 global companies that choose Coursera for Business
Upskill your employees to excel in the digital economy
Frequently asked questions
To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.
More questions
Financial aid available,
¹ Some assignments in this course are AI-graded. For these assignments, your data will be used in accordance with Coursera's Privacy Notice.