Smith School of Business Courses

Sales Enablement & Analytics

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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.

Strategic Account Management

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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.

Enterprise Selling

3

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 businessYou 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.