Sales Process and Pipeline

Catalog description

This course explores the mechanics and timing of sales techniques and the selling process, emphasizing relationships and how to have continuous success by minimizing peaks and valleys in the sales cycle. Various tools and techniques will be covered for a variety of sales situations across technical fields. Students will be introduced to various aspects of the technical sales process, including understanding the buyer/seller journey, learning about customer relationship management (CRM), exploring sales enablement tools, pipeline management, leveraging AI tools and data analysis, role playing sales “discussions,” and case study analysis.