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Sell on Value

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Gain insight into a topic and learn the fundamentals.
Intermediate level

Recommended experience

2 hours to complete
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
Intermediate level

Recommended experience

2 hours to complete
Flexible schedule
Learn at your own pace

Build your subject-matter expertise

This course is part of the B2B Sales Foundations: Pipeline, Process & Communication Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
  • Learn new concepts from industry experts
  • Gain a foundational understanding of a subject or tool
  • Develop job-relevant skills with hands-on projects
  • Earn a shareable career certificate

There are 2 modules in this course

Sell on Value is for B2B professionals who need to move beyond feature-focused selling and build a clear, defensible business case for their solution. In this course, you will learn how to move beyond feature-focused messaging and develop a defensible business case for your solution. Using practical frameworks, you will analyze and reframe messaging around quantified value, apply the Four Pillars of Value: revenue, cost, risk, and speed, and practice communicating ROI, risk reduction, and strategic impact in a way that earns executive trust.

In this module, you learn how to distinguish between features, benefits, and measurable business outcomes, and why outcome-value framing strengthens executive negotiations. You practice converting feature-based messaging into quantified business impact statements.

What's included

2 videos2 readings1 assignment

2 videos•Total 9 minutes
  • Introduction and Welcome •4 minutes
  • Why Executive Buyers Respond to Business Outcomes•5 minutes
2 readings•Total 11 minutes
  • From Features to Outcomes: How Buyers Hear Value in B2B Sales •6 minutes
  • HOL Walkthrough : Reframing Drill: Convert 5 Features into Measurable Business Outcomes•5 minutes
1 assignment•Total 15 minutes
  • Hands-On Learning: Reframing Drill: Convert 5 Features into Measurable Business Outcomes•15 minutes

In this module, you will learn how to structure a value proposition centered on measurable outcomes. You apply a practical framework to rewrite product messaging so it clearly demonstrates financial, strategic, and executive-level impact.

What's included

2 videos2 readings2 assignments

2 videos•Total 8 minutes
  • Structuring an Outcome-Driven Value Proposition•5 minutes
  • Your Next Steps•3 minutes
2 readings•Total 11 minutes
  • Using a Structured Worksheet to Turn Features into Executive-Ready Outcomes •6 minutes
  • HOL Walkthrough: Complete the “Value Proposition Builder” Worksheet•5 minutes
2 assignments•Total 35 minutes
  • Graded Assignment: Value Selling Mastery Assessment•20 minutes
  • Hands-On Learning: Complete the “Value Proposition Builder” Worksheet•15 minutes

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Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

Financial aid available,

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