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.

Can I take the course for free?

No, you cannot take this course for free. 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. If you cannot afford the fee, you can apply for financial aid.

Will I earn university credit for completing the Specialization?

This Specialization doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. Check with your institution to learn more.

Technology & Software Sales Fundamentals Specialization

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Technology & Software Sales Fundamentals Specialization

Build Skills in Tech and Software Sales. Learn to sell technology products, manage accounts, and leverage AI for client engagement.

Instructors: Fatimata Hane

6 course series

Get in-depth knowledge of a subject

Intermediate level

Recommended experience

4 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

6 course series

Get in-depth knowledge of a subject

Intermediate level

Recommended experience

4 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Apply fundamental and consultative selling techniques to engage prospects, overcome objections, and close technology sales.
Develop strategic account and territory management plans using market analysis and CRM tools.
Leverage generative AI and predictive analytics to personalize client engagement and automate sales workflows.

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Taught in English

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Specialization - 6 course series

This Specialization prepares learners to excel in technology and software sales by building a comprehensive skill set from foundational selling techniques to advanced AI-powered client engagement strategies. Through six courses, you will develop expertise in the complete sales cycle—from lead generation and cold calling to strategic account management and territory optimization—with a specialized focus on selling technology products by articulating ROI and co-creating solutions with clients. You will also learn to leverage modern CRM tools, predictive analytics, and generative AI to personalize client interactions, automate workflows, and drive sustainable business growth in competitive tech markets.

Applied Learning Project

Throughout this Specialization, learners will engage in practical, real-world projects that simulate authentic technology sales scenarios. Projects include developing cold calling scripts and objection-handling strategies, calculating and presenting ROI for technology products, creating strategic territory management plans using market data analysis, and designing AI-powered client engagement workflows. Learners will apply consultative selling techniques to analyze client needs, build tailored solutions, and develop comprehensive account strategies that drive customer success and long-term business partnerships.

How to Sell: An Overview of Fundamental Selling Techniques

Course 12 hours

What you'll learn

Analyze the sales process and its alignment with the buyer's journey.
Demonstrate effective cold calling techniques using social media, telephone, and email.
Apply listening and questioning skills to discover customer needs and build rapport.
Master strategies for overcoming objections and maintaining momentum in sales conversations.

Skills you'll gain

Category: Closing (Sales)

Category: Sales Process

Category: Overcoming Objections

Category: Selling Techniques

Category: Telephone Skills

Category: Communication Strategies

Category: Sales Prospecting

Category: Cold Calling

Category: Customer Engagement

Category: Sales

Category: Sales Presentation

Category: Active Listening

Category: Lead Generation

Category: Customer Relationship Building

Introduction to Tech Sales

Course 22 hours

What you'll learn

Master the fundamentals of calculating and articulating the return on investment (ROI) for technology products.
Learn to collaborate with customers to create tailored, mutually beneficial solutions.
Develop strategies to build and maintain customer relationships based on value rather than price.
Become adept at shifting sales conversations from price to the value proposition of technology products.

Skills you'll gain

Category: Return On Investment

Category: Value Propositions

Category: Customer Relationship Building

Category: Solution Selling

Category: Customer Analysis

Category: Sales Presentation

Category: B2B Sales

Category: Stakeholder Engagement

Category: Sales Process

Category: Consultative Approaches

Category: Technical Sales

Software Sales

Course 32 hours

What you'll learn

Explain the fundamentals of the software market.
Develop and implement effective sales strategies.
Demonstrate essential sales techniques and establish lasting customer relationships.

Skills you'll gain

Category: Market Opportunities

Category: Selling Techniques

Category: Company, Product, and Service Knowledge

Category: Market Analysis

Category: Market Dynamics

Category: Customer Analysis

Category: Sales

Category: Sales Strategy

Category: Customer Relationship Building

Category: Sales Process

Category: Technical Sales

Category: Sales Presentations

Category: Competitive Analysis

Category: Customer Relationship Management

B2B and Territory Sales Strategies and Techniques

Course 42 hours

What you'll learn

Gain the ability to analyze market data and geographic information to segment territories strategically.
Develop skills in applying advanced sales methodologies, specifically in B2B environments.
Learn to conduct thorough assessments of client needs through direct interaction, observation, and the use of analytical tools.
Acquire proficiency in using modern CRM software and analytics platforms.

Skills you'll gain

Category: Sales Strategy

Category: Sales Territory Management

Category: Customer Relationship Management

Category: Consultative Selling

Category: Sales Process

Category: Selling Techniques

Category: Regional Sales

Category: Sales Management

Category: Sales Training

Category: Negotiation

Category: B2B Sales

Category: Sales

Category: Competitive Intelligence

Category: Market Research

Category: Market Analysis

How to Develop an Account Strategy

Course 52 hours

What you'll learn

Understanding and implementing an effective account strategy is crucial because it enables organizations to focus their resources efficiently, enhancing profitability and ensuring long-term customer loyalty. The goal of an account strategy is to maximize the value of the account for both the customer and the company, leading to increased revenue and long-term partnership.

Designed for account managers, customer success managers, customer service professionals, and business leaders, this course aims to foster predictable and sustainable business growth through proactive customer-centric strategies. By completing this course, you'll be equipped to: -Use the core tenets of effective account strategy to build trust and drive tangible results. -Maximize customer value by implementing a customer engagement strategy tailored to their needs. -Set clear customer expectations using milestones, which is crucial for tracking progress and ensuring alignment with strategic goals. This short course is unique in its combination of customer success strategies, tactics, and practical lessons from industry leaders. To succeed, you will need an eagerness to learn, a commitment to both team and customer success, and strong problem-solving skills—all essential for mastering account strategy.

Skills you'll gain

Category: Data-Driven Decision-Making

Category: Needs Assessment

Category: Relationship Management

Category: Account Strategy

Category: Goal Setting

Category: Expectation Management

Category: Customer Relationship Management

Category: Drive Engagement

Category: Customer Engagement

Category: Milestones (Project Management)

Category: Customer Success Management

Category: Customer Relationship Building

Category: Growth Strategies

Category: Account Management

GenAI for Account Managers: Personalizing Client Engagement

Course 62 hours

What you'll learn

Explore the foundational concepts of GenAI and evaluate its role in transforming client engagement for account managers.
Apply GenAI for personalized client communication and assess its effectiveness across channels.
Assess GenAI’s impact on client insights and develop strategies for stronger relationships using predictive analytics.
Develop scalable GenAI personalization strategies and assess automation for optimized, consistent client engagement.

Skills you'll gain

Category: AI Personalization

Category: Predictive Modeling

Category: Business Process Automation

Category: Account Management

Category: Customer Insights

Category: Customer experience improvement

Category: Automation

Category: Analytics

Category: Generative AI Agents

Category: Communication

Category: Personalized Service

Category: Customer Engagement

Category: Customer Relationship Management (CRM) Software

Category: Data Ethics

Category: Customer Communications Management

Category: Responsible AI

Category: Scalability

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructors

Fatimata Hane

Coursera

1 Course9,813 learners

Starweaver

Coursera

520 Courses939,879 learners

Karlis Zars

32 Courses53,947 learners

Offered by

Coursera

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Frequently asked questions

This course is completely online, so there’s no need to show up to a classroom in person. You can access your lectures, readings and assignments anytime and anywhere via the web or your mobile device.

If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.

Yes! To get started, click the course card that interests you and enroll. You can enroll and complete the course to earn a shareable certificate. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. Visit your learner dashboard to track your progress.