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THIS MODULE IS PART OF THE SALES & BUSINESS DEVELOPMENT CERTIFICATE

Sales Prospecting, Pitching, and Closing Deals

Refine your sales expertise by optimising the end-to-end process, from prospect sourcing, lead qualification, pitching, to nurturing partnerships and client development.
4 main lessons
1 exercise
Module length:180 minutes

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Why this module matters
Comprehensive Skill Development

Master every stage of the sales process from prospecting to closing, enhancing your ability to drive deals forward.

Strategic Optimizations

Gain practical tactics for optimizing each step of your sales strategy, improving efficiency and effectiveness.

Long-term Partnerships

Learn how to transform initial deals into lasting relationships, ensuring sustained revenue and growth.

Learning Goals

A detailed breakdown of the main learning goals for this module

  • Defining the steps of the sales cycle

  • Understanding the principles of optimising a sales process, including standardising, documenting, learning as a team

  • Identify key elements and optimisation opportunities for each step of the sales cycle

Practice with hands-on exercises

With this exercise, you will practise a key sales & business development competence: defining an end-to-end sales process.

Instructor

Auke Boersma

Sales and Business Development Expert

Auke is a progressive, results-driven executive with over 23 years of international experience in digital media, technology, and advertising across EMEA and APAC. He has a solid track record of managing and growing businesses in these regions, successfully launching and scaling four different startups. As the founder of Auke Boersma Consultancy, he works with a diverse portfolio of clients, helping them accelerate growth, optimize performance, and achieve their goals. Auke brings a no-nonsense, pragmatic approach to every project, fuelled by his passion for success and efficiency. Connect with Auke on LinkedIn to learn more. You can connect with Auke on LinkedIn via this link.

Next Steps

Consider studying one of the following topics after you finished this module: