Course Level: Intermediate

Territory & Quota Planning

Design territories and quotas. Coverage models, capacity planning, and fair distribution.
Lead Management & Routing

Lead scoring, routing, and lifecycle management. MQL to SQL conversion optimization.
Competitive Technical Analysis

Analyze competitors technically. Battlecards, competitive demos, and displacement strategies.
Pre-Sales Process Management

Manage SE workload, deal prioritization, and pre-sales metrics and KPIs.
Security & Compliance in Sales

Navigate security questionnaires, SOC 2, and compliance requirements in enterprise sales.
Customer Onboarding & Implementation

Design onboarding programs. Time-to-value, implementation playbooks, and adoption milestones.
Churn Prevention & Retention

Identify churn risks early. Red flag detection, save plays, and renewal management.
Customer Health Scoring

Build predictive health score models. Usage data, engagement signals, and composite scoring.
Expansion & Upsell Strategy

Drive net revenue retention. Cross-sell, upsell, and expansion playbooks for CS teams.
CS Operations & Scaled CS

Scale CS with tech-touch, digital CS, and automation. One-to-many success programs.