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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.

Faculty Author

Adolfo Villagomez, Maria Valdivieso, Homayoun Hatami

Benefits to the Learner

  • Segment your customers to focus your search
  • Find pockets of growth in your market
  • Identify your top opportunities
  • Manage your sales funnel

Target Audience

  • Frontline sales representatives and managers
  • Organizational leaders interested in an overview of sales team strategies

Applies Towards the Following Certificates

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Samuel Curtis Johnson Graduate School of Management

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