Harvard University · edX
Data Science: Building Machine Learning Models
4.4133 ratingsBuild a movie recommendation system and learn the science behind one of the most popular and successful data science techniques.
Overview
Learn essential concepts to align marketing and sales strategies, find and qualify customers, and conduct sales conversations.
What you'll learn
- Understanding of the role of marketing and how business unit decisions impact the marketing function
- Compare and contrast enterprise buyer behavior versus consumer buyer behavior
- Understand how enterprise buyer behavior and marketing plan decisions dictate the selling effort
- Understand the sales funnel concept and how opportunity management drives revenue
- Explain the processes of demand generation and customer acquisition
- Conduct prospecting exercises using industry-proven methodologies and cadences
- Understand the enterprise sales conversation framework
- Explain the keys to success in the first few minutes of a sales conversation
- Understand the various questioning & discovery methodologies
- Explain the keys to successfully presenting value proposition
- Explain the processes and methods for handling objections and gaining commitment
- Analyze and conduct enterprise sales conversations
Skills you'll practise
Advantages and disadvantages
Advantages
- University courses you can audit for free, with lectures, readings and practice quizzes.
- A verified certificate from the university if you pay for it.
- Self-paced: start any time.
Disadvantages
- Graded assignments and the certificate need the paid track.
- Audit access can expire a few weeks after the course ends.
- Learning is free, but the certificate costs money.
- Some parts (graded work, certificate) are paid.
Some points apply to every course of this kind; see how we rank.
Free to audit
- Free: Choose "Audit this course" when you enrol: lectures, readings and practice are free.
- Paid: Graded assignments and the verified certificate (Certificate $189). Audit access may end after the course closes.
Before you start
None
Taught by
- Jim HamiltonDistinguished Faculty Fellow of Sales Management
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