Harvard University · edX
Exercising Leadership: Foundational Principles
4.71,590 ratingsMobilize people to tackle tough problems and build the capacity to thrive through the dangers of change
Overview
In this learning path, you'll develop the skills to succeed at every stage of the software sales cycle from pipeline closing deals. You’ll learn how to prospect with precision, uncover buyer needs, overcome objections, and negotiate deals that deliver value quickly.
What you'll learn
- Identify high-potential prospects and maintain a qualified sales pipeline
- Craft personalized cold outreach that earns buyer attention
- Conduct discovery conversations using established sales frameworks
- Position product value around buyer needs and business outcomes
- Respond to objections, rejection, and pricing pressure with resilience
- Negotiate reciprocal concessions while protecting deal value
- Close software deals with clear commitments and effective timing
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 $30). Audit access may end after the course closes.
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