Course Summary
This course teaches a comprehensive sales strategy that covers all stages of the sales process, including prospecting, qualifying, presenting, and closing. Students will learn how to develop winning sales pitches, build lasting relationships with clients, and close deals effectively.Key Learning Points
- Learn the key principles of successful sales strategies
- Understand how to identify and qualify potential customers
- Develop persuasive sales pitches that address customer needs
- Master the art of closing deals and building long-term relationships with clients
Related Topics for further study
Learning Outcomes
- Develop a comprehensive sales strategy that works for your business
- Identify and qualify potential customers more effectively
- Close deals more confidently and build long-term relationships with clients
Prerequisites or good to have knowledge before taking this course
- Basic understanding of sales principles
- Access to a computer and internet connection
Course Difficulty Level
IntermediateCourse Format
- Online, self-paced
- Video lectures with quizzes and assignments
- Real-world case studies and examples
Similar Courses
- Sales Training: Practical Sales Techniques
- Sales Fundamentals
Notable People in This Field
- Grant Cardone
- Jeb Blount
Related Books
Description
Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. And this approach contributes to integrating the sales planning process into the corporate strategy of the company because, in the strategy analysis and formulation process, we apply models, frameworks, tools, and techniques that also apply to the sales planning and management process.
Outline
- Module 1 - Sales intelligence
- VÃdeo 0 - Introduction to Course 2
- Video 1 - Traditional Sales
- Video 2 - Strategic Sales
- Video 1 - Importance of informed decision making
- Video 1 - The Intelligence Problem Definition in Sales
- Video 2 - The Information Gathering Cycle
- Video 1 - The Intelligence Cycle
- Video 2 - KIT & KIQs
- Video 3 - Information Gathering
- Video 4 - Analysis
- Video 5 - Dissemination
- Sales Intelligence Tools and Techniques
- VÃdeo 2 - Closing Module 1: Sales Intelligence
- Competitive Intelligence
- Tradicional Sales
- Strategic Sales
- On the importance of informed decision making
- The Intelligence Problem Definition in Sales
- The Information Gathering Cycle
- The Intelligence Cycle
- KIT & KIQs
- Information Gathering
- Analysis
- Dissemination
- Sales Intelligence Tools and Techniques
- Practice quiz: From traditional to strategic sales planning
- Practice quiz: Sales intelligence
- Practice quiz: Problem definition and information gathering
- Practice quiz: The intelligence cycle
- Graded quiz: Sales Strategy
- Module 2 - Applying intelligence to understand your strategic context
- Video 1 - Relationship between Sales and Strategy
- Video 2 - The role of sales
- Video 1 - How the external environment shape the sales potential
- Video 2 - The complexity of the external environment
- Video 3 - Monitoring Approaches
- Video 1 - Implications of external changes in competitive strategy
- Video 2 - On the need to adjust strategy
- Video 1- Internal analysis and implications on sales
- Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis
- Video 2 - Closing module 2: Applying intelligence to understand your strategic context
- Relationship between Sales and Strategy
- The role of Sales
- How the external environment shapes the sales potential
- The Complexity of the External Environment
- Monitoring Approaches
- Implications of external changes in competitive strategy
- The need to introduce changes in the strategies
- Internal analysis and implications on sales
- Bridging the gap between strategy and sales by applying intelligence analysis
- Practice quiz: Strategy to Sales through intelligence analysis
- Practice quiz: External environment
- Practice quiz: Implications of external environment in competitive analysis
- Practice quiz: Internal analysis and implications on sales
- Graded quiz: Applying intelligence to understand your strategic context
- Module 3 - Intelligence analysis for sales: Analytical tools and techniques
- Video 1 - On the importance of analytical tools
- Video 2 - 5 Forces Analysis
- Video 3 - STEEP Analysis
- Video 4 - 4 Corners Analysis - Oriented to Competitors
- Video 5 - 4 Corners Analysis – Oriented to Clients
- Video 6 - Value Chain Analysis
- Video 7 - VRIO Analysis
- Video 8 - Demand estimation
- Video 9 - Probability of Victory Analysis
- Video 10 - Win Loss Analysis
- Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning
- Video 1 - War Game
- Video 2 - Closing Module 3: Applying intelligence to understand your strategic context
- Importance of analytical tools
- 5 Forces analysis
- Steep Analysis
- Corners Analysis - Oriented to competitors
- 4 Corners Analysis – Oriented to Clients
- Value Chain Analysis
- VRIO Analysis
- Demand estimation
- Probability of Victory Analysis
- Win-Loss Analysis
- Integrating intelligence analysis outcomes to sales planning
- War Game
- Practice quiz: Analytical Techniques
- Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.
- Practice quiz: Intelligence analysis for sales: Analytical tools and techniques
- Module 4 - Strategic sales Management in action – joining intelligence in your journey
- Video 1 - Course 2 in Review
- Video 2 - Assingment developing process
- CASE HELVETIA BRAZIL - SALES DECISIONS
Summary of User Reviews
Discover effective sales strategies with the Sales Strategy course on Coursera. This course has received positive reviews from many users, highlighting its practical approach to sales and its usefulness for both beginners and experienced sales professionals.Key Aspect Users Liked About This Course
The course's practical approach to sales.Pros from User Reviews
- Suitable for both beginners and experienced sales professionals
- Provides practical knowledge and skills
- Engaging and interactive course content
Cons from User Reviews
- Some users found the course content basic
- Limited focus on certain sales techniques
- No certification offered upon completion
Nelson Yoshida
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