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URL: https://www.coursera.org/learn/sell-outcomes-not-features

⇱ Sell Outcomes Not Features | Coursera

Sell Outcomes Not Features

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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 Advanced Selling with AI & Emotional Intelligence 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

This course helps B2B sales professionals experienced in creating or presenting sales decks and participating in B2B sales conversations to shift from feature-led presentations to outcome-driven value conversations. You will practice converting product-centric decks into KPI-focused value decks, then evaluate and defend those decks using peer feedback and buyer decision criteria. Through short videos, readings, coach dialogues, and hands-on activities, you will build the skills needed to make value clear, credible, and defensible—so buyers can justify decisions internally and move forward with confidence.

In this module, you shift from feature-led selling to value-outcome selling. You examine why feature-heavy presentations slow buyer decisions and learn how quantified outcomes reduce effort and increase clarity. Through guided reflection and a hands-on deck conversion activity, you translate product capabilities into measurable business impact aligned to buyer KPIs.

What's included

3 videos2 readings1 assignment

3 videos•Total 15 minutes
  • Welcome Video•3 minutes
  • Features vs. Outcomes vs. Value•7 minutes
  • Turning Features into ROI Statements Using AI•6 minutes
2 readings•Total 13 minutes
  • Value-Based Selling - Choosing the KPIs That Matter to Your Buyer•6 minutes
  • Walkthrough - How to Convert a Feature Deck into a Value-Outcome Deck•7 minutes
1 assignment•Total 15 minutes
  • Hands-on Learning: Convert a Feature Deck into a Value-Outcome Deck•15 minutes

In this module, you move from creating value-based content to evaluating and defending it. You explore how buyers assess value and why confidence alone does not secure commitment. Using structured criteria, peer feedback, and deck comparisons, you practice selecting and defending a KPI-focused sales deck based on evidence.

What's included

2 videos2 readings2 assignments

2 videos•Total 8 minutes
  • Running a Side-by-Side Deck Comparison •4 minutes
  • Course Completion and Next Steps•4 minutes
2 readings•Total 13 minutes
  • Buyer Alignment and Value Evaluation•6 minutes
  • Walkthrough for Acing Your Deck Evaluation and Defense•7 minutes
2 assignments•Total 35 minutes
  • Graded Assessment: Defend the Outcome-Led Deck•20 minutes
  • Hands-on Learning: Side-by-Side Deck Evaluation and Defense•15 minutes

Earn a career certificate

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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,

¹ Some assignments in this course are AI-graded. For these assignments, your data will be used in accordance with Coursera's Privacy Notice.