Sales Growth

CERTIFICATE ID: LSMSGC01

Certificate Overview

  • 3 month duration
  • 5 two-week courses
  • 5-7 hours per course

Winning with today’s customers requires new sales skills. Based on the book Sales Growth: Five Proven Strategies from the World’s Sales Leaders, authored by experts at McKinsey & Company, the courses translate insights from 150 sales leaders into clear and practical guidelines for action. These tools and strategies provide a foundation in key frontline sales
concepts to drive real growth in your company.

During this certificate program, learn how to conduct micro-market analysis to find hidden and unique opportunities for growth. Discover strategies to streamline your go-to-market process to increase face time with the highest-priority clients and learn how to focus your value proposition to the individual needs of the client for higher conversion rates.

This five-course online certificate series is designed to provide sales managers with the skills needed to build an actionable and practical roadmap for driving sales growth.

  • Find the right pockets of growth in your market
  • Identify top opportunities
  • Segment your customers to focus your search for better sales growth
  • Manage and maximize your time spent selling
  • Develop the skills to prioritize your accounts
  • Tailor your value proposition to specific customers
  • Drive growth through account planning
  • Conduct an effective sales call to negotiate maximize value
  • Convey an understanding of how to drive value beyond price
  • Track and manage sales performance
Frontline sales representatives and their managers will find the most value in the Certificate in Sales Growth, with content that focuses on specific growth strategies that sales team members can implement every day. Organizational leaders may also find the certificate useful as an overview of the latest strategies sales teams are using to focus on growth. This offering is only available to organizations.

Faculty Authors

Juan P. Bueno
Homayoun Hatami
Maria Valdivieso
Adolfo Villagomez
Patrick Schulze
John Callies
Dr. René Langen
Sara Prince
Pär Edin
Roland John

Certificate Courses

This course is part of eCornell's Sales Growth certificate program. You'll learn not only how to spot trends and uncover new pockets of growth, but also how to act on the insight.

Course Description

During this course, you’ll learn how to identify and capture sales opportunities with the highest growth potential. The course is divided into four main topics:
 
  • Segmenting your customers
  • Finding pockets of growth in your market
  • Identifying top prospects
  • Managing your sales funnel

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

In this course, you'll learn how maximize your time and resources on sales efforts with priority clients.

Course Description

During this course, you’ll learn how to make sure your business and your sales team is spending their time wisely on the accounts that will help maximize your sales. The course is divided into three main topics:
 
  • Prioritizing your accounts
  • Aligning your efforts with your highest-value opportunities
  • Maximize your time spent selling
Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

The course will focus on specific skills and actions to maximize value with your most important accounts.

Course Description

During this course, you'll learn a set of techniques that will enable you to create a successful and specific plan for your key accounts. This course is divided into three main topics:

  • Assessing your key accounts
  • Tailoring your value proposition to specific customers
  • Driving growth through account planning

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

This course is part of eCornell's Sales Growth certificate program. Whether you're conducting a sales call or negotiating a deal, solid preparation and execution will help you capture the most value from that interaction.

Course Description

During this course, you'll learn about the life cycle of your customer relationships and how it can dictate your success—from the initial sales call stage up to advanced negotiations.  The course is divided into three main topics:

  • Conduct an effective sales call
  • Drive value beyond price
  • Negotiate to maximize value

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

Learn how to drive performance improvement in your organization by tracking what matters and taking an active management approach.

Course Description

During this course, you’ll learn the importance of having a clear blueprint for sales success.  This course is divided into three main topics:

  • Establish clear sales metrics, accountabilities, and targets
  • Track and manage sales performance
  • Coach to the sales metrics

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.