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Advanced · 1h 53m · 15 lessons

Sales and Negotiation: Advanced

Map the stakeholders, counter hard tactics honestly, and lead the team that closes deals.

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What you'll learn

  • ✦Map the stakeholders in a large account by role and stance (economic buyer, champion, blocker) and write a 12-month plan for it
  • ✦Plan a pitch and a negotiation that speaks to a whole buying committee, not just one buyer
  • ✦Negotiate a deal that needs more than one decision-maker to agree, and manage a coalition or a side deal honestly
  • ✦Keep a multi-party deal from stalling by resolving disagreement between the buyer's own stakeholders
  • ✦Negotiate calmly under a real deadline, and name and counter four hard negotiation tactics honestly
  • ✦Protect the business relationship after a tough round of negotiation
  • ✦Defend a price on a complex, multi-part deal using value, and structure a discount or a multi-year term without eroding margin
  • ✦Set a fair, motivating quota, coach a rep through a stuck deal, and run a pipeline review that actually helps

Certification projects

Build 3 projects to earn your certificate

Hands-on work that proves you can apply what you learned — part of the certificate requirements.

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Syllabus

Module 1 · 20m
Enterprise and Key-Account Selling Free
What you'll be able to do
  • Can map the stakeholders in a large account by role and stance (economic buyer, champion, blocker)
  • Can plan a pitch that speaks to a whole buying committee, not just one buyer
  • Can write a 12-month account plan with a goal, the key stakeholders and the next three moves
Module 2 · 20m
Multi-Party Negotiation Locked
What you'll be able to do
  • Can plan a negotiation where more than one decision-maker must agree, each with their own BATNA
  • Can spot a coalition or a side deal forming inside a buying group and respond honestly
  • Can keep a multi-party deal moving by resolving disagreement between the buyer's own stakeholders
Module 3 · 21m
High-Stakes Negotiation Locked
What you'll be able to do
  • Can negotiate calmly under a real deadline or time pressure, without giving away more than needed
  • Can name and counter four hard negotiation tactics honestly
  • Can protect the business relationship after a tough round of negotiation
Module 4 · 26m
Pricing and Structuring Deals Locked
What you'll be able to do
  • Can defend a price on a complex, multi-part deal using value, not apology
  • Can structure a discount so it protects margin, by trading volume, term or scope for it
  • Can negotiate a multi-year or renewal deal's term, price step-ups and exit terms
Module 5 · 26m
Leading a Sales Team Locked
What you'll be able to do
  • Can set a quota for a rep that is fair and still motivating, based on their real pipeline and territory
  • Can coach a rep through a stuck deal by asking questions instead of taking over
  • Can run a pipeline or deal review that helps a rep move a deal forward, not just report its status

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