The Value Selling System tackles the key challenge in B2B sales: the inability to clearly communicate value, often leading customers to stick with the status quo. It focuses on four strategies—targeting the right opportunities, distinct positioning, engaging stakeholders, and aligning with the buyer’s journey. The methodology is built on three principles: focusing on high-value prospects, guiding the buying process, and facilitating decisions through storytelling, economic justification, and best practices. By bridging the sales value gap, it helps increase win rates, shorten sales cycles, and drive predictable revenue growth.
Course Completion Certificate Available on Passing Final Quiz.
- Manager: John Wesley B .
Business development is a rapidly growing and dynamic professional field. BD professionals identify opportunities for strategic partnerships that create value for both organizations—where 1+1 equals more than 2. In this course, management consultant Robbie Kellman Baxter explores the fundamentals of business development, how to secure a BD role, excel in the position, and effectively integrate BD within an organization.
Course Completion Certificate Available on Passing Final Quiz.
Business development drives economic growth and fosters lasting relationships. In this course, Lisa Earle McLeod and Elizabeth McLeod explore key business development concepts and techniques to help you better understand your market and potential clients, enabling you to present a compelling value case that connects with customers and closes more deals. They cover research fundamentals, key insights to consider before engaging with prospects, and strategies for leveraging internal systems for more effective conversations. Additionally, they explain how to communicate like a leader, analyze competitors' strengths and weaknesses, avoid common mistakes, and more.
Course Completion Certificate Available on Passing Final Quiz.
Shifting your mindset from seeing negotiation as a battle to viewing it as a problem-solving conversation can significantly improve your results. In this course, leadership coach, negotiation expert, and author Lisa Gates teaches the core principles of interest-based negotiation to achieve win-win outcomes. Learn a step-by-step approach to negotiating workplace challenges, from requesting a raise or promotion to pitching ideas and resolving conflicts. Lisa covers essential techniques such as diagnostic questioning, anchoring, framing, and labeling to break impasses and create mutually satisfying agreements. You'll also discover how to prepare effectively, cultivate influence, find common ground even when saying "no," and negotiate remotely via phone or email. Throughout the course, Lisa shares expert tips and practical strategies to help you master negotiations with confidence.
Course Completion Certificate Available on Passing Final Quiz.
Negotiation skills aren’t just for sales professionals—anyone can master the basics to secure better deals, whether buying a car or house or improving workplace agreements with suppliers, customers, and colleagues. In this course, master negotiator Chris Croft guides you through every stage of negotiation, from preparation to closing. Learn how to plan effectively, calculate your opening offer, and apply proven negotiation tactics. Chris also explores the art of trading to create win-win outcomes and shares strategies for successfully closing deals with confidence.
Course Completion Certificate Available on Passing Final Quiz.
Develop negotiation skills that help you achieve your goals while strengthening relationships with coworkers, bosses, business partners, and suppliers. In this course, leadership consultant and trainer Mike Figliuolo shares practical negotiation strategies and tools. He breaks down the four key phases of the negotiation cycle—assessing your situation, gathering data, making a deal, and learning from the experience. Mike also highlights common negotiation pitfalls and provides expert tips on how to avoid them for more successful outcomes.
Course Completion Certificate Available on Passing Final Quiz.
Strategic planning is essential for effective business development. Without a clear roadmap, you risk misdirecting your efforts and falling short of your goals. In this course, Meridith Powell demonstrates how to use strategic planning to work smarter and drive meaningful progress. She begins by explaining the purpose and power of a strategic plan, the key skills required, and how to build a strong planning team. Learn how to define your vision and long-term goals, implement and manage your plan, and track your progress. Plus, Meridith highlights five common mistakes in strategic planning and how to avoid them.
Course Completion Certificate Available on Passing Final Quiz.
Establishing a successful strategic partnership requires domain expertise, negotiation skills, and an agile entrepreneurial mindset. In this course, instructor Robbie Kellman Baxter guides you through the essential skills needed to identify, define, and launch strong alliances. Discover strategies for targeting potential partners, negotiating win-win agreements while protecting your company’s interests, and effectively communicating objectives both internally and externally to gain support and accelerate partnerships. Learn to think like a CEO, manage projects efficiently, and navigate challenges as they arise. Plus, put your skills to the test with a hands-on case study at the end of the course.
Course Completion Certificate Available on Passing Final Quiz.
Industry giants like Google and Disney may seem like standalone powerhouses, but their success is driven in part by their ability to collaborate and build strategic partnerships. Whether you lead a multinational corporation or a small business, forming the right partnerships can help you enter new markets and drive innovation. In this course, partnership strategy expert Ben Gomes-Casseres provides practical tips and tools for creating value and managing collaboration. Learn how to assess potential partners for strategic fit, set partnership terms, resolve conflicts, and more—whether you're new to partnerships or an experienced manager.
Course Completion Certificate Available on Passing Final Quiz.
Success in business development hinges on the nuances of communication and relationship building. To win deals, reps must adapt and create value in every customer interaction. In this course, Lisa Earle McLeod and Elizabeth McLeod share advanced strategies to help experienced reps refine their communication and negotiation skills. Learn how to get into the right mindset for strategic conversations, engage sophisticated customers with high-level questioning and body language, and negotiate effectively without compromising relationships or price integrity. Plus, discover how to keep your value top of mind even after the handoff.
Course Completion Certificate Available on Passing Final Quiz.
What sets top salespeople apart? A genuine desire to help others solve problems. In this course, former Genentech senior leader and Braintrust founder Jeff Bloomfield reveals how the best sales professionals learn to see through their customers' eyes. He shares strategies to build strong connections, understand customer needs, and position your product or service as the ideal solution. Plus, Jeff provides a step-by-step guide to creating a successful sales process or identifying gaps in your current approach.
Course Completion Certificate Available on Passing Final Quiz.
Whether you're managing a small in-house sales team or a global field organization, the core leadership skills remain the same—but leading a remote sales team requires a unique approach. It’s not a role you can simply step into; it requires training, experience, and the right balance of leadership, trust, and accountability. In this course, sales coach Dean Karrel explores the nuances of training, managing, and leading field salespeople. Learn how to give your team the independence they need, communicate effectively from a distance, navigate CRM challenges, manage performance remotely, handle travel demands, and guide your team through tough times.
Course Completion Certificate Available on Passing Final Quiz.
Effective sales management drives revenue growth and builds high-performing teams. In this course, marketing professor Drew Boyd breaks down the fundamentals of sales management, why it matters, and how to develop the skills needed to excel as a sales leader. Learn how to recruit, train, and retain top talent while motivating both individuals and teams through compensation and quotas. Drew also covers key strategies for creating and managing sales territories, including forecasting and performance evaluation. Finally, discover how to adapt these principles to successfully lead in a remote or hybrid work environment.
Course Completion Certificate Available on Passing Final Quiz.
Join instructor Steve Benson as he shares proven strategies for building and managing a top-performing sales team, starting with hiring the right people. Learn the key traits of a successful salesperson, the best methods for training new hires, and how to align sales and marketing to drive unified goals. Discover techniques to boost productivity when performance lags, monitor team health, and adapt to changing conditions. Plus, explore the critical role of team building in sustaining long-term success.
Course Completion Certificate Available on Passing Final Quiz.
The key difference between an inexperienced salesperson and a successful one is the ability to close deals. However, closing—along with prospecting and handling objections—is one of the most challenging skills to master. In this course, veteran sales executive and trainer Dean Karrel shares proven tips and techniques to help you develop a winning closing strategy. Learn how to build strong buyer relationships, overcome obstacles, recognize buying signals, and confidently ask for the sale. Plus, discover how to improve your close rate throughout the sales pipeline by broadening your approach to selling.
Course Completion Certificate Available on Passing Final Quiz.