Sales Strategy in the Age of AI

Sales Strategy in the Age of AI

Instructor: Wiley-Expert Edge Course Instructors

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11 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

1 week to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

11 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

1 week to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Conduct deep audits to identify sales gaps and opportunities
Align sales structures with evolving buyer needs and expectations
Design execution models that drive consistent performance and growth

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There are 11 modules in this course

Based on the best-selling book, Deep Selling, by Graham Hawkins and Mark Micallef. In today’s fast-changing business landscape, mastering the art of Deep Selling is essential for professionals who want to thrive in the age of AI and digital transformation. This course introduces strategies that go beyond traditional sales methods, focusing on how technology and buyer behavior intersect to shape modern sales success.

Through a structured, step-by-step learning journey, you’ll gain the tools to identify sales gaps, align structures with evolving buyer expectations, and design models that deliver sustainable performance. The course combines actionable frameworks and proven techniques to enhance your confidence and impact as a sales professional. What makes this course unique is its balance between strategic theory and real-world execution. You’ll not only understand the principles of buyer-centric selling but also learn how to apply AI-driven insights to build resilient, high-performance sales teams. This course is ideal for sales leaders, executives, and business professionals aiming to modernize their approach. A basic understanding of sales frameworks is helpful but not required; no prior AI expertise is needed. © 2025 John Wiley & Sons Australia, Ltd © Sales Hub Pty Ltd, DM Micallef Group Pty Ltd 2025 All rights reserved, including rights for text and data mining and training of artificial intelligence technologies or similar technologies. The right of Graham Hawkins and Mark Micallef to be identified as the authors of Deep Selling has been asserted in accordance with law.

In this section, we examine how digitalisation transforms sales and buying processes through automation, social media influence, and e-commerce strategies, highlighting the shift from human interaction to digital systems.

What's included

2 videos4 readings1 assignment

In this section, we examine how generative AI enhances sales efficiency by reducing human involvement and integrating into business strategies, with a focus on adoption trends and productivity gains.

What's included

1 video3 readings1 assignment

In this section, we examine the evolution of buyer behavior, the impact of digitalisation, and the shift in power from vendors to buyers, highlighting strategies for value-driven, buyer-centric sales approaches.

What's included

1 video4 readings1 assignment

In this section, we examine the buyer-seller dynamic, the sales apathy loop, and strategies to enhance sales effectiveness in a buyer-led market.

What's included

1 video4 readings1 assignment

In this section, we explore buyer centricity, customer success, and deep selling strategies to adapt to modern buyer demands and enhance long-term value creation.

What's included

1 video5 readings1 assignment

1 video Total 1 minute

The Age of Deep Selling - Overview Video 1 minute

5 readings Total 45 minutes

Introduction 10 minutes
The Road from Buyer Centricity to Deep Selling 5 minutes
Why It's Time to Go Deeper 10 minutes
The Four Elements of Deep-Selling Excellence 10 minutes
Introducing the Deep-Selling Maturity Model 10 minutes

1 assignment Total 10 minutes

Navigating the Evolution of Sales Strategies 10 minutes

In this section, we examine sales performance metrics, buyer behavior, and digital readiness to identify gaps and align strategies with evolving market demands.

What's included

1 video5 readings1 assignment

1 video Total 1 minute

Audit Your Current State - Overview Video 1 minute

5 readings Total 70 minutes

Introduction 10 minutes
Articulate and Quantify the Problem 10 minutes
Deep-Selling Maturity Assessment 20 minutes
Digital Readiness and Maturity Audit 10 minutes
Tech-stack Audit 20 minutes

1 assignment Total 10 minutes

Auditing Organizational Buyer-Centric Maturity 10 minutes

In this section, we explore buyer obsession, journey mapping, and AI insights to drive organisational change and better sales outcomes.

What's included

1 video6 readings1 assignment

1 video Total 1 minute

Develop Deep Buyer Understanding - Overview Video 1 minute

6 readings Total 90 minutes

Introduction 10 minutes
Understanding Your Buyers 20 minutes
Buyer Segmentation and Targeting 20 minutes
Create the Personas 10 minutes
Mapping the Buyer Journey 10 minutes
Buyer Question Mapping 20 minutes

1 assignment Total 10 minutes

Mastering Buyer-Centric Sales Approaches 10 minutes

In this section, we examine the need to restructure sales teams for buyer-centricity, focusing on optimizing roles, calculating capacity, and enhancing the buyer experience through aligned functions.

What's included

1 video5 readings1 assignment

1 video Total 1 minute

Adapt Your Structure to Your Buyers' Needs - Overview Video 1 minute

5 readings Total 70 minutes

Introduction 10 minutes
Core Functions 20 minutes
Function 2: Lead Nurturing and Qualification 10 minutes
Function 4: Customer Success 10 minutes
Set Clear Objectives for the Program 20 minutes

1 assignment Total 10 minutes

Aligning Organisational Structure with Buyer Needs 10 minutes

In this section, we examine cross-functional sales alignment, buyer-centric models, and touchpoint optimization to improve performance and long-term value through cohesive, data-driven strategies.

What's included

1 video9 readings1 assignment

1 video Total 1 minute

Evolve Your Sales Execution Model - Overview Video 1 minute

9 readings Total 100 minutes

Introduction 10 minutes
Leverage Nearbound for Deep-Selling Success 10 minutes
Technologies to Drive Nearbound Models 10 minutes
Transactional Selling 10 minutes
Consultative Selling 10 minutes
How to Choose the Right Sales Model 10 minutes
Approaches to Value-Based Selling 10 minutes
Building Your Sales Playbook 10 minutes
Add objectives, content and owners 20 minutes

1 assignment Total 10 minutes

Sales Execution and Partnership Strategies 10 minutes

In this section, we examine how buyer-centric metrics and KPIs enhance performance tracking and align incentives with customer-focused outcomes for sustainable organisational success.

What's included

1 video7 readings1 assignment

1 video Total 1 minute

Create a Buyer-Obsessed, High-Performance Culture - Overview Video 1 minute

7 readings Total 90 minutes

Introduction 10 minutes
Redefining Success for Buyer Centricity 10 minutes
Buyer Acquisition Metrics 10 minutes
Transform New Metrics Into KPIs 20 minutes
Define Success 10 minutes
Performance Improvement 20 minutes
What Really Motivates Salespeople? 10 minutes

1 assignment Total 10 minutes

Building a Buyer-Centric Organizational Culture 10 minutes

In this section, we examine the limitations of financial metrics and introduce the balanced scorecard as a tool for holistic performance measurement and strategic decision-making.

What's included

1 video2 readings1 assignment

Instructor

Wiley-Expert Edge Course Instructors

John Wiley & Sons

21 Courses 778 learners

Offered by

John Wiley & Sons

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