Sales & Business Development Professional Certificate
Build practical skills in market & customer segmentation, prospecting & lead qualification, discovery, demos & proposals.
Programme overview
Build practical skills in market & customer segmentation, prospecting & lead qualification, discovery, demos & proposals.
What you’ll study
01Market & Customer Segmentation
ICP, personas, segments, territory/account selection, buying roles and sales objectives.
Practical work: Define ICPs and a target account list.
02Prospecting & Lead Qualification
Outbound/inbound concepts, outreach, calls, email, LinkedIn concepts, qualification frameworks and follow-up cadence.
Practical work: Build a 20-account prospecting sequence.
03Discovery, Demos & Proposals
Needs analysis, solution mapping, presentations, pricing communication, proposals and stakeholder management.
Practical work: Run a discovery call and create a proposal.
04Negotiation & Closing
Objections, commercial negotiation, commitments, closing, handoff and ethical practice.
Practical work: Complete a multi-round sales simulation.
05CRM, Forecasting & KPIs
Pipeline stages, data hygiene, activities, conversion, velocity, forecast basics and reporting.
Practical work: Build and report a CRM pipeline.
06Account Growth Capstone
Onboarding, account plans, retention, upsell/cross-sell concepts, referrals and executive reviews.
Practical work: Deliver an account-development plan and capstone presentation.
Tools & learning resources
- CRM demo
- Google Sheets/Excel
- Presentation software
- Email/LinkedIn simulations
Practical projects & portfolio
- ICP and prospect list
- Outreach sequence
- Proposal
- CRM pipeline
- Account-growth capstone
Who can apply?
Basic communication and spreadsheet literacy.