Is financial aid available?

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

Can I take the course for free?

No, you cannot take this course for free. When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. If you cannot afford the fee, you can apply for financial aid.

Will I earn university credit for completing the Specialization?

This Specialization doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. Check with your institution to learn more.

Technology & Software Sales Fundamentals Specialization

Ends soon: Gain next-level skills with Coursera Plus for $199 (regularly $399). Save now.

Technology & Software Sales Fundamentals Specialization

Build Skills in Tech and Software Sales. Learn to sell technology products, manage accounts, and leverage AI for client engagement.

Instructors: Fatimata Hane

Included with

Learn more

6 course series

Get in-depth knowledge of a subject

Intermediate level

Recommended experience

4 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

6 course series

Get in-depth knowledge of a subject

Intermediate level

Recommended experience

4 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

What you'll learn

Apply fundamental and consultative selling techniques to engage prospects, overcome objections, and close technology sales.
Develop strategic account and territory management plans using market analysis and CRM tools.
Leverage generative AI and predictive analytics to personalize client engagement and automate sales workflows.

Details to know

Shareable certificate

Add to your LinkedIn profile

Taught in English

See how employees at top companies are mastering in-demand skills

Learn more about Coursera for Business

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

Advance your subject-matter expertise

Learn in-demand skills from university and industry experts
Master a subject or tool with hands-on projects
Develop a deep understanding of key concepts
Earn a career certificate from Coursera

Specialization - 6 course series

This Specialization prepares learners to excel in technology and software sales by building a comprehensive skill set from foundational selling techniques to advanced AI-powered client engagement strategies. Through six courses, you will develop expertise in the complete sales cycle—from lead generation and cold calling to strategic account management and territory optimization—with a specialized focus on selling technology products by articulating ROI and co-creating solutions with clients. You will also learn to leverage modern CRM tools, predictive analytics, and generative AI to personalize client interactions, automate workflows, and drive sustainable business growth in competitive tech markets.

Applied Learning Project

Throughout this Specialization, learners will engage in practical, real-world projects that simulate authentic technology sales scenarios. Projects include developing cold calling scripts and objection-handling strategies, calculating and presenting ROI for technology products, creating strategic territory management plans using market data analysis, and designing AI-powered client engagement workflows. Learners will apply consultative selling techniques to analyze client needs, build tailored solutions, and develop comprehensive account strategies that drive customer success and long-term business partnerships.

How to Sell: An Overview of Fundamental Selling Techniques

Course 12 hours

What you'll learn

Analyze the sales process and its alignment with the buyer's journey.
Demonstrate effective cold calling techniques using social media, telephone, and email.
Apply listening and questioning skills to discover customer needs and build rapport.
Master strategies for overcoming objections and maintaining momentum in sales conversations.

Skills you'll gain

Category: Overcoming Objections

Category: Selling Techniques

Category: Closing (Sales)

Category: Sales Process

Category: Communication Strategies

Category: Active Listening

Category: Lead Generation

Category: Customer Relationship Building

Category: Sales

Category: Sales Prospecting

Category: Telephone Skills

Category: Customer Engagement

Category: Sales Presentation

Category: Cold Calling

Introduction to Tech Sales

Course 22 hours

What you'll learn

Master the fundamentals of calculating and articulating the return on investment (ROI) for technology products.
Learn to collaborate with customers to create tailored, mutually beneficial solutions.
Develop strategies to build and maintain customer relationships based on value rather than price.
Become adept at shifting sales conversations from price to the value proposition of technology products.

Skills you'll gain

Category: Return On Investment

Category: Value Propositions

Category: Sales Process

Category: Technical Sales

Category: Sales Presentation

Category: Stakeholder Engagement

Category: Consultative Approaches

Category: Solution Selling

Category: Customer Relationship Building

Category: Customer Analysis

Category: B2B Sales

Software Sales

Course 32 hours

What you'll learn

Explain the fundamentals of the software market.
Develop and implement effective sales strategies.
Demonstrate essential sales techniques and establish lasting customer relationships.

Skills you'll gain

Category: Competitive Analysis

Category: Market Analysis

Category: Customer Relationship Building

Category: Market Opportunities

Category: Sales

Category: Sales Strategy

Category: Market Dynamics

Category: Selling Techniques

Category: Customer Insights

Category: Sales Process

Category: Sales Presentation

Category: Company, Product, and Service Knowledge

Category: Customer Relationship Management

Category: Technical Sales

B2B and Territory Sales Strategies and Techniques

Course 42 hours

What you'll learn

Gain the ability to analyze market data and geographic information to segment territories strategically.
Develop skills in applying advanced sales methodologies, specifically in B2B environments.
Learn to conduct thorough assessments of client needs through direct interaction, observation, and the use of analytical tools.
Acquire proficiency in using modern CRM software and analytics platforms.

Skills you'll gain

Category: Customer Relationship Management

Category: Sales Strategy

Category: Sales Territory Management

Category: Consultative Selling

Category: Selling Techniques

Category: Sales

Category: Market Research

Category: Sales Management

Category: Regional Sales

Category: Market Analysis

Category: Competitive Intelligence

Category: Sales Training

Category: B2B Sales

Category: Negotiation

Category: Sales Process

How to Develop an Account Strategy

Course 52 hours

What you'll learn

Understanding and implementing an effective account strategy is crucial because it enables organizations to focus their resources efficiently, enhancing profitability and ensuring long-term customer loyalty. The goal of an account strategy is to maximize the value of the account for both the customer and the company, leading to increased revenue and long-term partnership.

Designed for account managers, customer success managers, customer service professionals, and business leaders, this course aims to foster predictable and sustainable business growth through proactive customer-centric strategies. By completing this course, you'll be equipped to: -Use the core tenets of effective account strategy to build trust and drive tangible results. -Maximize customer value by implementing a customer engagement strategy tailored to their needs. -Set clear customer expectations using milestones, which is crucial for tracking progress and ensuring alignment with strategic goals. This short course is unique in its combination of customer success strategies, tactics, and practical lessons from industry leaders. To succeed, you will need an eagerness to learn, a commitment to both team and customer success, and strong problem-solving skills—all essential for mastering account strategy.

Skills you'll gain

Category: Needs Assessment

Category: Account Strategy

Category: Data-Driven Decision-Making

Category: Relationship Management

Category: Expectation Management

Category: Goal Setting

Category: Customer Success Management

Category: Customer Engagement

Category: Customer Relationship Management

Category: Drive Engagement

Category: Milestones (Project Management)

Category: Account Management

Category: Customer Relationship Building

Category: Growth Strategies

GenAI for Account Managers: Personalizing Client Engagement

Course 62 hours

What you'll learn

Explore the foundational concepts of GenAI and evaluate its role in transforming client engagement for account managers.
Apply GenAI for personalized client communication and assess its effectiveness across channels.
Assess GenAI’s impact on client insights and develop strategies for stronger relationships using predictive analytics.
Develop scalable GenAI personalization strategies and assess automation for optimized, consistent client engagement.

Skills you'll gain

Category: Business Process Automation

Category: AI Personalization

Category: Customer Relationship Management (CRM) Software

Category: Automation

Category: Customer Communications Management

Category: Predictive Analytics

Category: Customer Insights

Category: Prompt Engineering

Category: Customer Engagement

Category: Generative AI

Category: Analytics

Category: Scalability

Category: Email Automation

Category: Responsible AI

Category: Communication

Category: Account Management

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructors

Fatimata Hane

Coursera

1 Course9,871 learners

Starweaver

Coursera

523 Courses945,204 learners

Karlis Zars

32 Courses54,266 learners

Offered by

Coursera

Why people choose Coursera for their career

Felipe M.

Learner since 2018

"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."

Jennifer J.

Learner since 2020

"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."

Larry W.

Learner since 2021

"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."

Chaitanya A.

"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."

Open new doors with Coursera Plus

Unlimited access to 10,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription

Learn more

Advance your career with an online degree

Earn a degree from world-class universities - 100% online

Explore degrees

Join over 3,400 global companies that choose Coursera for Business

Upskill your employees to excel in the digital economy

Learn more

Frequently asked questions

This course is completely online, so there’s no need to show up to a classroom in person. You can access your lectures, readings and assignments anytime and anywhere via the web or your mobile device.

If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.

Yes! To get started, click the course card that interests you and enroll. You can enroll and complete the course to earn a shareable certificate. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. Visit your learner dashboard to track your progress.