Sales Experience
Marketing and Sales, one experience
Connect your brand promise, lead generation, sales and the handoff to after-sales support. Design a consistent sales experience around what your customers need and expect.
Learn through
a case from your work.
Marketing, Sales, Business Development and Sales Operations leaders and teams.
Your starting point
Work in Marketing or Sales and have a process, segment or improvement opportunity to develop. This is an independent program; the other programs are not prerequisites.
Modules that build
your final project.
Each stage produces a concrete deliverable. Sessions combine concepts, application and progress reviews.
01Week 1Sales experience and brand promise
Assessment of the sales process, goals and consistency between what the brand communicates and what the customer experiences.
DeliverableAssessment and prioritized sales challenge.
02Week 2Understand the buyer
Needs, context, expectations, objections and decision criteria. Suitable segments and opportunities.
DeliverableBuyer profile and qualification criteria.
03Week 3Map the Sales Journey
Lead generation, contact, discovery, proposal, negotiation, decision and handoff to after-sales support. Friction across channels.
DeliverableCurrent Sales Journey with evidence and critical points.
04Week 4Align Marketing and Sales
Messages, expectations, opportunity quality, responsibilities, response times and feedback.
DeliverableWorking agreements and handoff standards.
05Week 5Customer-focused sales conversations
Listening, questions, discovery, value proposition, objections and negotiation aligned with the needs identified.
DeliverableConversation guide and proposal quality criteria.
06Week 6Design continuity and follow-up
Channels, CRM, follow-up, commitments, customer onboarding and coordination with after-sales support.
DeliverableFuture Sales Journey and follow-up and handoff protocol.
07Week 7Measure the sales experience
Conversion by stage, timelines, reasons for loss, opportunity quality, satisfaction and effort. Joint interpretation of data.
DeliverableDashboard and measurement plan with a baseline and owners.
08Week 8Activate and defend the proposal
Prioritization, team adoption, owners, testing and follow-up.
DeliverableFinal project and 90-day implementation plan.
Tools to
put into practice.
- Sales experience assessment.
- Customer profile and suitable opportunity criteria.
- Current and future Sales Journeys.
- Handoff agreements between Marketing, Sales and After-sales Support.
- Conversation guides and follow-up standards.
- Metrics dashboard and 90-day implementation plan.
A proposal you can defend
Redesign a specific sales journey, from first contact to the handoff to after-sales support, with agreements between Marketing and Sales, standards and metrics. The assessment considers the design’s quality and feasibility; no universal increase in sales is promised.
Use authorized information. If you use simulated data, label it explicitly and document the limitations of the case.
Show what you know.
Apply what you learn.
To pass, you need a minimum score of 80/100, at least 80% attendance and completion of all required assignments, the project and its defense.
The proposal must be grounded in customer evidence, connect Marketing and Sales, be feasible and define how its effect will be tested. An improvement in conversion alone does not replace assessment of the experience.
Attendance alone does not qualify you for certification. Participants who do not pass may receive a certificate of participation. This is a private certification issued by WIT.
Assessment breakdown
Let’s discuss
your path.
We review your goals and explain the format, schedule, time commitment and fees before you sign up.
Ask about this program
Tell us what you want to develop and the role or company you would participate from.
Ask via WhatsApp Use the contact form