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Drive Engagement & Close Complex Deals

This course is part of Insight Selling 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

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 Insight Selling 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

Advance your skills to handle the complexity of longer sales cycles, larger deals, and multi-stakeholder environments. This course guides you through advanced pipeline management, persuasive communication, objection handling, and the art of aligning proposals with real buyer metrics. Special focus is placed on building resilience, trust, and handle major objections typical in today’s global sales climate.

Module details

Managing a high-performing sales pipeline is equal parts art and science—especially when deals are complex and buyers are cautious. In this module, you’ll master proven techniques to strategically segment your pipeline, nurture leads beyond the basics, and break through decision fatigue with targeted engagement tactics. Learn how to prioritize top opportunities, track progress in global markets, and apply new tools to keep buyers moving confidently toward a close. Designed for those determined to win in today’s competitive environment, this module transforms how you guide deals from first contact to final signature.

What's included

9 videos1 reading2 assignments

9 videosTotal 18 minutes

Drive Engagement, Close Deals3 minutes
Pipeline Management and Buyer Engagement1 minute
Using Data Analysis Tools to Segment and Prioritize Sales Pipelines2 minutes
Developing Tailored Outreach Sequences to Nurture High-Potential Opportunities2 minutes
Setting and Tracking Milestone-Driven Activity Plans for India and US Markets2 minutes
Simplifying Proposals and Next Steps Using Cognitive Load Reduction Strategies2 minutes
Personalizing Solution Demos to Reinforce Relevance and Urgency2 minutes
Employing Micro-Commitments to Move Deals Forward Incrementally2 minutes
Expert Insights: Three Traps That Sabotage Sales Growth2 minutes

1 readingTotal 5 minutes

Action Story: Breaking Through Buyer Decision Fatigue5 minutes

2 assignmentsTotal 36 minutes

Coursera generated quiz10 minutes
Coursera generated quiz26 minutes

Resonating with today’s buyers requires more than just good data—it demands the art of storytelling, a foundation of trust, and messages that connect with technical, executive, and frontline audiences alike. In this module, you’ll learn to turn analytics into compelling narratives, customize delivery for every stakeholder, and confidently address skepticism in saturated, low-trust markets. By blending emotional intelligence, transparency, and persuasive case studies, you’ll not only win deals, but build lasting partnerships and overcome even the toughest sales objections.

What's included

9 videos1 reading2 assignments

9 videosTotal 22 minutes

Communicating Value and Building Trust2 minutes
Expert Insights: Insight Selling3 minutes
Turning Business Analytics into Memorable Sales Stories2 minutes
Customizing Content for C-Level, Technical, and Operational Buyers2 minutes
Leveraging Customer Success Case Studies to Validate Insight2 minutes
Applying Emotional Intelligence to Build Buyer Trust in Saturated Markets2 minutes
Using Transparency and Vulnerability to Address Objections Proactively2 minutes
Navigating Gatekeepers and Influencers Using Empathy and Business Logic2 minutes
Expert Insights Unlocking Client Value3 minutes

1 readingTotal 5 minutes

Action Story: Turning Analytics into a Story That Sticks5 minutes

2 assignmentsTotal 36 minutes

Coursera generated quiz10 minutes
Communicate Value and Build Trust26 minutes

Objection handling is the crucible where complex deals are won—or lost. In this module, you’ll master advanced negotiation techniques to turn price pushback into value conversations and frame every proposal around what matters most to buyers—measurable business results. Learn how to align your solution with client KPIs, construct airtight business cases, and position yourself as the partner who delivers real impact, not just features. Become indispensable by proving value where it matters most and overcoming even the toughest sale obstacles in today’s high-stakes environment.