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Mastering the Foundations of Strategic Selling

This course is part of Strategic Selling and Account Management 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

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

7 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 Strategic Selling and Account Management 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

Unlock the core building blocks of world-class sales success by mastering strategic selling fundamentals—tailored for today’s digital, competitive markets. This course empowers you to manage complex, technology-driven sales cycles, build trust in multicultural and crowded marketplaces, and transition from transactional interactions to value-based, consultative selling. Developed for learners in India, the USA, and globally, it hones the skills needed to navigate emerging buyer behaviors, data-driven decision-making, and personalization at scale. Expect actionable frameworks, practical exercises, and insights grounded in current business realities. By course end, you’ll confidently prospect, qualify, and engage modern buyers while laying the groundwork for advanced account management.

Module details

The modern B2B sales environment has drastically evolved, demanding sharp new skills and a flexible mindset. In this module, you’ll uncover how digital transformation disrupts traditional sales cycles, and why thriving in markets like India and the U.S. means mastering tech fluency, precise pipeline management, and regionally aware strategies. Guided by real-world challenges and actionable tools, you’ll learn to identify key buying signals, adapt to data-driven buyers, and stand out—even in commoditized sectors. Prepare to transform the way you approach and win complex, high-value sales in today’s rapidly shifting landscape.

What's included

11 videos3 assignments

11 videosTotal 18 minutes

Foundations of Strategic Selling - Course Introduction2 minutes
The Evolving B2B Sales Landscape - Module Introduction2 minutes
Prioritize Pipeline Opportunities Using Digital CRM Analytics2 minutes
Reduce Sales Cycle Friction 2 minutes
Expert Insights: Three Questions to Become a Strategic Sales Leader1 minute
Coordinate with Multi-Geography Buyers2 minutes
Interpret Buyer Intent Signals 2 minutes
Customize Engagement Strategies2 minutes
Incorporate Behavioral Data to Qualify High-Potential Leads 1 minute
The Evolving B2B Sales Landscape2 minutes
Expert Insights: 3 Questions to Become a Strategic Sales Leader1 minute

3 assignmentsTotal 38 minutes

Managing Complex Sales Cycles12 minutes
Adapting to Data-Driven Buyer Behavior6 minutes
The Evolving B2B Sales Landscape20 minutes

Building trust and communicating real value are at the heart of every successful sales relationship. In this module, you’ll master advanced questioning and listening techniques tailored for today’s complex and multicultural business world. Discover how to establish yourself as a trusted advisor by adapting to diverse client needs—especially across the Indian and U.S. markets. You’ll learn to navigate communication nuances, deliver persuasive messaging, and engage effectively with multi-stakeholder accounts. Prepare to lead relationship-driven sales that deepen client loyalty, create new opportunities, and set you apart in competitive, cross-cultural environments.

What's included

9 videos3 assignments

9 videosTotal 15 minutes

Communication and Relationship Building - Module Introduction1 minute
Expert Insights: Client First Selling2 minutes
Uncover Latent Customer Needs.2 minutes
Building Trust Through Empathy1 minute
Bridging Cultural Communication Gaps1 minute
Expert Insights: Why Procurement Is the Real Deal Closer3 minutes
Map Influencer Networks2 minutes
Cross-Cultural Communication1 minute
Coordinate Internally for Consistent Stakeholder Messaging1 minute

3 assignmentsTotal 24 minutes

Consultative Selling Techniques6 minutes
Cross-Cultural and Multi-Stakeholder Selling6 minutes
Communication and Relationship Building12 minutes

Standing out in today’s crowded B2B marketplace demands more than generic pitches and broad campaigns. In this module, you’ll master the art and science of personalizing outreach and crafting unmistakable value propositions—leveraging technology while preserving the essential human touch. You’ll learn to engage high-value buyers with targeted messages, counter price objections with ROI-focused proposals, and turn every presentation into a story that spotlights tangible customer outcomes. The tools and frameworks you gain will help you thrive under intense competition, win loyalty, and build lasting business success.