Navigate Sales Funnel

About this course

Navigate Sales Funnel is an intermediate-to-advanced short course within the B2B Sales Negotiation: Leveraging AI Professional Certificate. In this course, you will develop disciplined, stage-based thinking across the full B2B sales lifecycle. You will see that in complex sales environments, deals often stall not because of poor execution, but because activities are misaligned with buyer readiness. You will build a clear understanding of the six core funnel stages - prospect, qualify, discover, propose, negotiate, and close—and examine how each stage supports a specific buyer decision. Moving beyond theory, you will apply this framework to realistic sales activities, placing actions such as demos, follow-ups, proposals, and negotiations into the correct stage based on intent and timing. Through videos, Coach discussions, funnel mapping, and scenario-based assessments, you will strengthen your ability to reason about pipeline flow, explain decisions professionally, and avoid sequencing mistakes. By the end of the course, you will be able to use the sales funnel as a practical decision tool to improve deal planning, negotiation alignment, and overall sales outcomes. Basic experience participating in or observing B2B sales conversations is adequate for taking this course, no formal sales training required.

Course objectives

• Develop a disciplined approach to the B2B sales process
• Improve decision-making in sales activities
• Avoid common mistakes in the sales funnel