Enterprise Sales

Offered By: Queen's University via edX

Course Description

Overview

Selling is one of the most crucial and oldest professions and is an extremely marketable skill for most consulting, technology, management, and executive positions.

In this program, you will have the opportunity to learn, review, and critique the sales process through the use of role playing, interviewing, and lectures. This program will take a hands-on, practical approach to help you understand sales strategy and concepts which lead to successful sales careers, from sales reps, sales managers, to enterprise sales executives.

This program is designed for:

Founders leading sales in your start-up organization.
Recent graduates in the early stages looking for that first role in a promising career.
Experienced professionals exploring a career change to become a sales professional.

Enterprise Sales will prepare you to take the next step in a rewarding career in sales.

Syllabus

Courses under this program:
Course 1: Enterprise Selling

Learn essential concepts to align marketing and sales strategies, find and qualify customers, and conduct sales conversations.

Course 2: Strategic Account Management

Learn the sought-after skills required to effectively maintain, retain and grow existing enterprise partnerships and customers.

Course 3: Sales Enablement & Analytics

Learn how to use data, tools, and technology to drive productivity and set yourself apart as sales leader.

Courses

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6 weeks, 4-6 hours a week, 4-6 hours a week
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Selling is one of the most crucial and oldest professions and it is an extremely marketable skill for most consulting, management and executive positions. In fact, for many careers in business, the starting point is sales. In this course you will get the chance to learn how to "sell" to senior executives in enterprises .

Do you think;
You could sell a $1,000,000 services deal to a team of experienced executives at a multinational corporation?
You could close an annual software contract for $50,000 to the founding team of a fast moving startup?
You can convince a C-level executive to make a purchase decision and choose your business
You have the communication skills that will enable you to sell your ideas, services, products, and most importantly yourself!

Over the duration of this course, enterprise selling, you will have opportunity to learn sales concepts like the sales cycle, buying process, and managing enterprise customers through a variety of lectures, case studies, and video role play analysis. There will be an opportunity to see the sales process in action, taking potential customers and converting them into enterprise accounts, enabling you to practice your skills to become a sales leader.
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6 weeks, 4-6 hours a week, 4-6 hours a week
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Strategic Account Management will examine a major challenge of sales teams - how to maintain your customer relationships in a competitive marketplace and how to grow their business with you.

In this course you will learn the sales processes, frameworks and skill sets utilized by top sales organizations in managing channel partnerships with retailers and resellers. Further you will learn how to implement a sales strategy to meet customer needs and increase customer satisfaction. You will be challenged to demonstrate your account management skills covering the range from customer service, customer success and to key account management.

This course is all about preparing you as a strategic account manager to build newly formed client relationships into long-term accounts to meet long-term goals of both client and the organization.
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6 weeks, 4-6 hours a week, 4-6 hours a week
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Organizations today have an influx of data which when used effectively can derive actionable insights for both the sales organization and their clients. Today's sales leadersneed to systematically increase their sophistication in leveraging data, tools and domain expertise to provide customized insights, consulting and guidance to their strategic customers.

In this course, you will explore concepts covered in the previous courses within the Enterprise Sales professional certificate, but through the lens of the tools and technologies which enable data-driven decisions. Using the appropriate tools and technologies will permit sales representatives and managers to create value for their clients, ultimately increasing customer satisfaction and likelihood of long-term client retention.

Taught by

Jim Hamilton and Michael Cant