Sales Execution: Pipeline, Discovery & Deal Influence

Strong sales performance doesn’t come from activity alone — it comes from clear pipeline ownership, sharp discovery, and the ability to guide complex conversations. In this course, you’ll learn how experienced sales professionals manage their book of business, uncover real business problems, and move deals forward with confidence. Using practical frameworks and real-world examples, you’ll build skills in pipeline planning, stakeholder discovery, business case development, active listening, and persuasive storytelling. Across four modules, you’ll learn how to run better discovery calls, navigate multi-stakeholder conversations, turn insights into compelling business cases, and deliver demos that resonate with both technical and executive audiences. By the end of the course, you will: • Build and manage a balanced sales pipeline aligned with quota • Run deeper discovery conversations with multiple stakeholders • Translate customer conversations into clear business cases • Guide meetings using questioning, listening, and indirect influence • Deliver tailored demos and follow-ups that move deals forward This course is ideal for: • Account Executives and sales professionals with 2–5 years of experience • B2B sellers managing active pipelines and complex deals • SDRs transitioning into closing roles • Customer-facing professionals involved in discovery or demos Disclaimer: This is an independent educational resource created by Board Infinity for informational and educational purposes only. This course is not affiliated with, endorsed by, sponsored by, or officially associated with any company, organization, or certification body unless explicitly stated. The content provided is based on industry knowledge and best practices but does not constitute official training material for any specific employer or certification program. All company names, trademarks, service marks, and logos referenced are the property of their respective owners and are used solely for educational identification and comparison purposes

• Build a personal sales pipeline plan aligned with quotas and deal stages
• Run structured discovery conversations with multiple stakeholders
• Create clear business cases based on discovery insights
• Deliver demos that advance deals and engage personas

• Basic familiarity with sales terminology and concepts
• Willingness to engage in applied exercises or case studies