Sales & Business Development (Nights & Weekends)

offered by Startup Institute

The sales and account management track will prepare you to masterfully nurture a sales funnel, and to convert prospects into loyal customers.

Selling for high-growth requires resourcefulness. Salespeople at rapidly growing companies face very different challenges than their corporate counterparts. You may have to build your company’s sales process from scratch, or sell a product that is still in development. You may have to validate a market or industry on your own with few resources or guidance from leadership. Your role will demand an integrated approach, often working alongside marketing teammates to ensure a cohesive customer journey.

Our sales and account management track will train you to excel in the most critical revenue-driving role. From prospecting and lead generation to account management, you will learn that sales is both an art and a science.

The curriculum focuses on developing the essential skills for selling in the innovation sector, and provides tools and processes for managing the sales cycle. Lesson delivery emphasizes a practical and interactive approach, as salespeople from local companies share their expertise and lessons from their own experience. Instructional presentations are supported by hands-on challenges that invite students to engage with the tools, strategies, and problem-solving techniques that make it possible for salespeople to exceed their quotas.

Key Skills and Capabilities:

Customer engagement throughout the sales cycle
Objection handling and closing techniques
Inbound and outbound sales strategies and best practices
Managing long-term client relationships
Defining expectations and relationship building with your sales manager and team