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Sales Skills: Selling Ideas to Senior Leadership
Rating: 4.3 out of 5(4 ratings)
19 students

Sales Skills: Selling Ideas to Senior Leadership

Executive communication & persuasive pitching skills for technical professionals, investors, VCs & C-suite leaders
Created byGordon Adelsberg
Last updated 3/2020
English

What you'll learn

  • Master Executive Communication: Learn to deliver clear, concise, and high-impact briefings that command respect in the boardroom.
  • Accelerate Career Advancement: Master the Influence and Persuasion skills necessary to get noticed, secure promotions, and drive organizational change.
  • Navigate Stakeholder Management: Identify key influencers and gatekeepers to build consensus and internal buy-in before your formal presentation.
  • Develop Executive Presence and Gravitas: Project confidence and authority through "Power Skills" that build immediate trust with senior stakeholders.
  • Build a Compelling Business Case: Structure your proposals to lead with ROI and Strategic Alignment, ensuring your ideas resonate with C-suite priorities.
  • Sales Training shouldn't be limited to the sales staff. The folks who support the sale need training, too.
  • Demonstrate Business Acumen: Show senior management that you understand the "big picture" by framing your ideas within the context of market trends and company.

Course content

7 sections • 8 lectures • 48m total length

  • 1. Introduction - Tech Talk and Jargon5:23

    Put your message in terms that are important to the listener...

    And that's the core of our communication skills training.

    Too much jargon and tech talk - it's a very common mistake and often prevents effective communication.  In this video, we demonstrate what it's like to be overwhelmed by jargon, acronyms and initialisms.  Good communication skills are based on understaning the listener, and we lay the foundation for understanding what's important to senior leadership.


Requirements

  • No prior management experience required—just a desire to have your ideas heard and a commitment to professional growth.
  • There are no pre-reqs, but consider reviewing "Become the Leader on Effective Workplace Communication."
  • This course is designed for techies, but the principles are universal.

Description

Communication 503: Selling Ideas to Senior Leadership.  You have a great idea. Now what? Whether you're pitching to your own management team, presenting a business case to C-suite executives, or approaching venture capitalists and private equity investors, the challenge is the same: how do you get decision-makers to say yes?

The answer isn't a better PowerPoint. It's learning to speak the language of leadership.

In this course, you'll master the art of executive communication — specifically, how to frame your idea as a business opportunity, not a technical proposal. When you approach investors or senior stakeholders, the key word is "business idea" — framed in market terms, financial terms, and strategic terms. You'll learn to sell the idea, not the tech.

Companies are getting leaner and flatter. The chain between technical experts and decision-makers is shrinking. As a subject matter expert, engineer, or specialist, you must be able to influence without authority — pitching your ideas directly to director-level and C-suite leadership, both inside your organization and externally. Stakeholder buy-in doesn't happen by accident. It requires persuasive communication, the right framing, and a deep understanding of what executives actually care about.

B2B communication is a team sport. Even if you're not the Account Executive, you are part of the sales process. This course uses real-world examples to help you build the executive presence and strategic communication skills to hold your own in any high-stakes conversation with senior leadership.

This is not a generic sales training or a standard "how to pitch to venture capital" course — though it has significant overlap with both. What sets it apart is the focus on understanding the buyer: learning to identify what matters at every level of an organization, refine your ideas for maximum impact, and ultimately influence decision-makers with clarity and confidence.


Who this course is for:

  • You're a professional, manager, or team leader who wants to master executive communication and get your ideas approved at the highest levels of your organization
  • You struggle with influencing without authority — you have great ideas but can't seem to get senior leadership buy-in
  • You've been told to "be more strategic" but want a concrete framework for strategic communication with C-suite executives
  • You're ready to stop being overlooked and start influencing up — turning your expertise into action by speaking the language of leadership
  • You want to build executive presence and learn how to frame a compelling business case that resonates with decision-makers
  • You want to master persuasive communication and executive storytelling to make your pitches clear, credible, and impossible to ignore
  • Career Changers: Individuals transitioning from other fields into sales or professional roles who need a strong foundation in techniques and best practices.
  • Advanced Individual Contributors: Seasoned AEs or Engineers seeking Advanced Sales Techniques and Modern Influence Strategies to improve Advanced Closing Rates.
  • Sales Leaders & Managers: Pros seeking a Sales Leader Guide for Sales Strategy Development
  • Internal Influencers: Technical or ops staff mastering Internal Business Dialogues and Executive Briefing to secure C-suite project approval.
  • Success & Account Managers: Pros focused on CRM Strategy, Client Retention, and Upselling to maximize high-tier account value.
  • This course is designed for technical specialists. Engineers, app developers, biochemists, statisticians and anyone else who has a technical background.
  • This course is designed for anyone who's job involves analyzing or presenting technical concepts.
  • It's sales training for those who support your sale. The techies have a role, too!
  • This course is great for technical people who want to build great careers.

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