Based on the best-selling book, Deep Selling, by Graham Hawkins and Mark Micallef. In today’s fast-changing business landscape, mastering the art of Deep Selling is essential for professionals who want to thrive in the age of AI and digital transformation. This course introduces strategies that go beyond traditional sales methods, focusing on how technology and buyer behavior intersect to shape modern sales success.
Sales Strategy in the Age of AI
Gain insight into a topic and learn the fundamentals.
Intermediate level
Recommended experience
1 week to complete
at 10 hours a week
Flexible schedule
Learn at your own pace
What you'll learn
Conduct deep audits to identify sales gaps and opportunities
Align sales structures with evolving buyer needs and expectations
Design execution models that drive consistent performance and growth
Details to know
Shareable certificate
Add to your LinkedIn profile
Recently updated!
March 2026
Assessments
11 assignments
Taught in English
See how employees at top companies are mastering in-demand skills
There are 11 modules in this course
In this section, we examine how digitalisation transforms sales and buying processes through automation, social media influence, and e-commerce strategies, highlighting the shift from human interaction to digital systems.
What's included
2 videos4 readings1 assignment
In this section, we examine how generative AI enhances sales efficiency by reducing human involvement and integrating into business strategies, with a focus on adoption trends and productivity gains.
What's included
1 video3 readings1 assignment
In this section, we examine the evolution of buyer behavior, the impact of digitalisation, and the shift in power from vendors to buyers, highlighting strategies for value-driven, buyer-centric sales approaches.
What's included
1 video4 readings1 assignment
In this section, we examine the buyer-seller dynamic, the sales apathy loop, and strategies to enhance sales effectiveness in a buyer-led market.
What's included
1 video4 readings1 assignment
In this section, we explore buyer centricity, customer success, and deep selling strategies to adapt to modern buyer demands and enhance long-term value creation.
What's included
1 video5 readings1 assignment
In this section, we examine sales performance metrics, buyer behavior, and digital readiness to identify gaps and align strategies with evolving market demands.
What's included
1 video5 readings1 assignment
In this section, we explore buyer obsession, journey mapping, and AI insights to drive organisational change and better sales outcomes.
What's included
1 video6 readings1 assignment
In this section, we examine the need to restructure sales teams for buyer-centricity, focusing on optimizing roles, calculating capacity, and enhancing the buyer experience through aligned functions.
What's included
1 video5 readings1 assignment
In this section, we examine cross-functional sales alignment, buyer-centric models, and touchpoint optimization to improve performance and long-term value through cohesive, data-driven strategies.
What's included
1 video9 readings1 assignment
In this section, we examine how buyer-centric metrics and KPIs enhance performance tracking and align incentives with customer-focused outcomes for sustainable organisational success.
What's included
1 video7 readings1 assignment
In this section, we examine the limitations of financial metrics and introduce the balanced scorecard as a tool for holistic performance measurement and strategic decision-making.
What's included
1 video2 readings1 assignment
Instructor
Offered by
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
Advance your career with an online degree
Earn a degree from world-class universities - 100% online
Join over 3,400 global companies that choose Coursera for Business
Upskill your employees to excel in the digital economy
Frequently asked questions
To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.
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.
More questions
Financial aid available,