Andrea Ippolito is a Lecturer in the Engineering Management Program at Cornell University as well as the founder and Director of Women Entrepreneurs Cornell (W.E. Cornell). Prior to joining Cornell, she served as the Director of the Department of Veterans Affairs Innovators Network within the VA Center for Innovation. Ms. Ippolito completed her M.S. in Engineering and Management at MIT. Prior to MIT, she worked as a research scientist within the Corporate Technology Development group at Boston Scientific. Ms. Ippolito obtained both her B.S. in Biological Engineering in 2006 and Master’s of Engineering in Biomedical Engineering in 2007 from Cornell University.
Working in the tech field, you will undoubtedly encounter sales and your internal sales team on some level. If you don't have much experience in the field of sales, however, it can feel overwhelming. In this course, you will develop a foundation in core sales concepts to enable you to manage an internal sales process. You will be introduced to the key roles within a sales team, the steps in the sales process, what makes a sales lead qualified or unqualified, and how to identify your target customer persona. From there, you will identify the different aspects of sales negotiations and best practices for them. How do you manage all of the information for your sales? You will explore customer relationship management (CRM) systems, how they help with your sales process, and how best to select and manage one for your needs. Finally, you will delve into how to compensate your sales team, what the roles and responsibilities of the sales team are, and how to keep them motivated.
KEY COURSE TAKEAWAYS
- Discuss the sales process for a technology-based company
- Examine a typical negotiation process
- Manage the sales pipeline using tools like the customer relationship management (CRM) system
- Define your options for staffing and compensation
How It Works
3-5 hours per week
100% online, instructor-led
Who Should Enroll
- Tech industry professionals
- Researchers and academics
- Graduate and Ph.D. candidates seeking to move into business
- Individual contributors looking for career advancement opportunities