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Course Description
This course is 35 learning hours. It is recommended that students spend an average of 7 hours per week on this course.
This is a comprehensive communication and influence course tailored for both new business development reps (Hunters) and account management reps (Farmers). Unlike a traditional presentation skills course, this training program shares best practices specifically for crafting and delivering compelling sales pitches. It offers a unique perspective on a variety of high-impact sales scenarios.
Course Outline
Scenario 1: Business Development Pitches
This section includes:
- Pitch 1: Cold Call Messaging
- Pitch 2: Buying Group Presentations for Lead Generation
- Pitch 3: Strategic Sales Calls
- Pitch 4: Client Onboarding Conversations
Scenario 2: Account Management Pitches
This section includes:
- Pitch 5: Internal Review Briefings for Management and Support Teams
- Pitch 6: Account Review Meetings with Clients
What You Will Learn
- When strategic sales pitches typically occur
- Who you are pitching to and what matters most to them
- What psychological and persuasive principles should be applied during your pitch
Notes
By enrolling in this course, you will be automatically enrolled in the Certificate in Principles of Professional Selling.The Faculty of Open Learning and Career Development recommends an intermediate level of English language proficiency for the most effective learning and participation in our online and face-to-face courses. A list of the minimum recommended scores on some common English tests can be found on our website. If you have questions about your English language proficiency and ability to succeed in this course, please contact openlearning@dal.ca.
Prerequisites
Recommended For
- Individuals beginning a career in sales
- Those in client-facing roles who want to strengthen their selling skills
- Professionals in business development, account management, or entrepreneurship who are looking for a structured, proven approach to engaging customers and generating business growth.
Applies Towards the Following Certificates
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and the CEO of Sales Training Experts, one of Canada’s leading sales consulting firms. With a track record of driving revenue growth, building high-performance teams, and navigating complex enterprise sales cycles, Matthew brings a unique blend of practical experience and strategic insight to the world of professional selling.