When will I have access to the lectures and assignments?

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.

What will I get if I subscribe to this Specialization?

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Is financial aid available?

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.

Fundamentals of B2B Selling in Tech

Ends today! Save on skills that make you shine with 40% off 3 months of Coursera Plus. Save now

Fundamentals of B2B Selling in Tech

This course is part of Foundations of B2B Tech Sales Specialization

Instructor: LearnQuest Network

Included with

Learn more

3 modules

Gain insight into a topic and learn the fundamentals.

Beginner 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.

Beginner level

Recommended experience

3 hours to complete

Flexible schedule

Learn at your own pace

Skills you'll gain

Tools you'll learn

Customer Relationship Management (CRM) Software

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

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

Build your subject-matter expertise

This course is part of the Foundations of B2B Tech Sales 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

Start your journey in B2B technology sales by mastering the essentials that power success in both established and emerging markets. This course demystifies the unique structures and opportunities within the tech B2B landscape, equipping you with the analytical and communication skills demanded by today's employers. You’ll discover how to identify the right customers, interpret market shifts, and leverage beginner-friendly digital tools, with a special focus on the realities of India and the USA. Expect highly actionable, time-tested frameworks designed to accelerate your confidence and job readiness from day one. Whether you're transitioning into sales, fresh out of university, or seeking a step up in your current role, these foundational modules will put you on the path to impact, faster.

Module details

Build a concrete understanding of what makes B2B technology markets unique. Dive into industry structure, value chains, customer profiles, and evolving buyer journeys. Analyze key differences between Indian and US markets, and learn to apply market segmentation and compliance awareness for effective prospecting. By module end, you will be prepared to research, assess, and prioritize growth markets for your company or team.

What's included

10 videos1 reading2 assignments

10 videosTotal 20 minutes

Welcome to Fundamentals of B2B Selling in Tech3 minutes
Understanding B2B Tech Markets1 minute
Expert Insights: Foundations of Sales Success3 minutes
Mapping the technology sales landscape through industry analysis frameworks2 minutes
Identifying top growth sectors in Indian and US B2B markets using segmentation tools2 minutes
Interpreting industry trends and market disruptions with actionable analysis methods2 minutes
Analyzing the stages of the modern B2B buyer using journey mapping techniques2 minutes
Adapting to regional buyer behaviors and expectations through data-driven research1 minute
Evaluating the impact of digitalization on buyer decision-making with agile approaches2 minutes
From Understanding to Building3 minutes

1 readingTotal 5 minutes

Action Story: Mapping the Chaos Before the Pitch5 minutes

2 assignmentsTotal 35 minutes

The B2B Tech Sales Ecosystem10 minutes
Understanding B2B Tech Markets - Exam25 minutes

Develop practical skills to fill, manage, and nurture a beginner-friendly sales pipeline. Learn prospecting methods, utilization of CRM tools, time management strategies, and best practices for targeting high-quality leads. Experience hands-on exercises relevant to both start-ups and scaled tech enterprises, while developing a productive routine adaptable to hybrid workplace norms in India and the US.

What's included

7 videos1 reading2 assignments

7 videosTotal 12 minutes

Building Your Sales Pipeline1 minute
Designing action plans for targeted prospecting by leveraging market research2 minutes
Qualifying leads efficiently with stakeholder mapping and needs assessment tools1 minute
Using compliance checklists to avoid common pitfalls in global tech prospecting2 minutes
Implementing CRM basics for organizing sales activities and tracking engagement2 minutes
Applying SMART goals and sales productivity tactics to hit targets consistently2 minutes
Maintaining outbound momentum with effective time-blocking and prioritization skills2 minutes

1 readingTotal 5 minutes

Action Story: Sorting Signal from Noise in Prospecting5 minutes

2 assignmentsTotal 36 minutes

Prospecting and Lead Qualification10 minutes
Building Your Sales Pipeline - Exam26 minutes

Unlock persuasive communication skills critical to B2B sales success. Practice drafting and delivering value-based messages, overcoming objections, and managing digital relationship building. Whether meeting virtually or in person, gain confidence to articulate product value and translate complex tech concepts for multiple stakeholders, reflecting cultural and organizational differences in both geography settings.

What's included

8 videos1 reading2 assignments

8 videosTotal 15 minutes

Module introduction1 minute
Creating customer-centric value propositions using proven messaging frameworks2 minutes
Communicating complex product features in accessible language for diverse buyers2 minutes
Showcasing product differentiation with storytelling and contextualization skills2 minutes
Handling objections with empathy and data-supported responses2 minutes
Building rapport quickly in virtual meetings through icebreakers and engagement strategies2 minutes
Adapting tone and content to client personas in cross-cultural interactions2 minutes
From Communication to Engagement3 minutes