Marketing e vendas B2B: Fechando novos negócios from Coursera

Aprenda a aumentar as vendas em negócios B2B com técnicas e estratégias de Marketing. Este curso introdutório oferece conteúdos teóricos e práticos dados pelos profissionais das maiores startups brasileiras, como Lean Survey, looqbox, Colaboradores, entre outras.

Neste curso serão abordados os seguintes temas:

Princípios básicos de Marketing

Interação entre Marketing e vendas

Como entender o seu cliente

Leads

Etapas de conversão

Inbound

Novas práticas em Outbound

Métricas e Metas

Como vender

Customer success e Como fidelizar o cliente

Ferramentas e suas aplicações

Ao final desse curso, esperamos que você esteja familiarizado com os principais conceitos, ferramentas e metodologias de concepção da melhor estratégia de marketing e vendas para o seu negócio.

Não deixe de ver as perguntas frequentes antes de se inscrever

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- UX / UI: Fundamentos para o design de interface

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- Consolidando empresas: Estrutura jurídica e financeira

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- Marketing Digital

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- Inove na gestão de equipes e negócios: o crescimento da empresa

https://www.coursera.org/learn/gestao-equipes-negocios

What's inside

Syllabus

Introdução + Clientes

Bem-vindos! Nesta primeira semana do Curso de Marketing e Vendas B2B, você aprenderá sobre os seguintes assuntos: (i) o que é marketing, (ii) os 4P's do marketing, (iii) a relação do marketing e das vendas, (iv) a diferença do marketing para negócios B2B e B2C, (v) o que é inbound e outbound e (vi) marketing online e offline. Para isso, ao longo deste módulo, contaremos com a presença da Stella Wilderom, diretora de operações e sócia fundadora da BunnyCo, do Fernando Salaroli, fundador da Lean Survey, do Matheus Fernandes, coordenador do time de operações e vendas na Social Miner, e do Edson Renel, sócio fundador da Oxiot.

Leads e Fluxo

Nesta segunda semana do Curso de Marketing e Vendas B2B, você aprenderá sobre os seguintes assuntos: (i) o que são e como aumentar o número de leads no seu negócio, (ii) o que são canais e quais são os melhores para negócios B2B, (iii) como funciona a busca orgânica e como usá-la, (iv) como qualificar leads e como mantê-los e (v) como qualificar leads e estruturar uma estratégia. Ao longo dessa jornada, no módulo 2, contaremos com a presença do Matheus Fernandes, coordenador do time de operações e vendas na Social Miner, da Renata Malagoli Rocha, especialista em vendas, e do Rodrigo Murta, co-fundador e CEO da Looqbox.

Vendas

Nesta terceira semana do Curso de Marketing e Vendas B2B, você aprenderá sobre os seguintes assuntos: (i) como funcionam as vendas modernas, (ii) como lidar com a previsibilidade, (iii) como obter informações dos clientes, (iv) como fazer uma apresentação de vendas e (v) o que são e como fazer inside sales e field sales. Para isso, ao longo do módulo 3, contaremos com as presenças de Fernando Salaroli, fundador da startup Lean Survey, de Guilherme Ruggiero, especialista em vendas, da Stella Wilderom, diretora de operações e sócia fundadora da BunnyCo, e do Rodrigo Murta, co-fundador e CEO da startup Looqbox.

Pós-vendas + Complementos

Nesta última semana do Curso de Marketing e Vendas B2B, você aprenderá sobre os seguintes assuntos: (i) o que é customer success e como fazer, (ii) como funciona a área de suporte, (iii) como ter um portfólio pode ajudar nas vendas, (iv) ferramentas para a área de vendas e (v) ecossistema. Para auxiliar ao longo desse processo, contaremos com as presenças de Rodrigo Murta, cofundador e CEO da Looqbox, de Rogério Nogueira, fundador, CEO e customer success da Colaboradores, e do Guilherme Ruggiero, especialista em vendas.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Ensina sobre estratégias e técnicas de Marketing e Vendas B2B, o que é essencial para profissionais que atuam nessa área

Conduzido por profissionais experientes de startups brasileiras renomadas, como Lean Survey e looqbox, o que garante conteúdo de qualidade e prático

Aborda temas abrangentes, desde princípios básicos até ferramentas e aplicações, fornecendo uma base sólida para iniciantes e profissionais experientes

Oferece uma visão geral do ecossistema de Marketing e Vendas B2B, incluindo abordagens de inbound e outbound, o que é valioso para quem busca uma compreensão mais ampla

Inclui discussões sobre Customer Success e fidelização do cliente, destacando a importância de construir relacionamentos sólidos com os clientes

Requer conhecimento prévio de conceitos básicos de Marketing, o que pode ser uma barreira para iniciantes absolutos

Reviews summary

Marketing b2b excelling

The "Marketing e vendas B2B: Fechando novos negócios" course is comprehensively acclaimed by learners. Reviewers describe the course as superb, highlighting its effectiveness in driving business development. With its up-to-date content and real-world examples, the course has proven valuable to professionals seeking to enhance their marketing and sales strategies. Additionally, the course structure and teaching methods are lauded for their simplicity and effectiveness. Overall, this course is highly recommended for individuals aiming to boost their business performance through robust marketing and sales techniques.

Clear and captivating instructional videos make learning enjoyable.

"Curso com uma excelente didática e ministrado por profissionais engajados e com total domínio do assunto."

The course offers practical techniques to enhance sales performance.

"Excelente curso! Gostei muito do conteúdo e da didática dos professores apresentando os temas nas vídeo aulas. "

"O curso é muito bom. Notei que os participantes que falaram nos vídeos são atuantes no mercado o que faz terem mais segurança na hora de falarem sobre o assunto, ficando claro que toda parte teórica que mencionavam era respaldada por menções á autores é bibliografias."

Experienced professionals lead the course, bringing practical expertise.

"Curso com conteúdo muito relevante para todo o profissional que atua na carreira comercial. Ferramentas, Insight's e muito aprendizando em todo o roteiro do curso e nos materiais complementares!"

"Excelente curso, para ser aplicado na área comercial! Curso direto , prático , objetivo que aprendi técnicas que venho aplicando em meu dia a dia.."

"Amei, incrível aprender com diversos profissionais de mercado super qualificados e empreendedores porque são temas complexos e que quem tem essa expertise do dia a dia consegue passar detalhes tão valiosos."

The course provides current and pertinent content.

"Curso bastante interessante com informações relevantes e atuais."

"Informações super atuais que auxiliam muito a ter sucesso em vendas e aprimorar todo o processo comercial"

"gostei muito, entendi que os fundamentos aqui aplicados serao muito util no decorrer do meu trabalho"

Some reviewers suggest incorporating more visual aids for improved understanding.

"O conteúdo do curso é muito bom, está atualizado, e os professores e profissionais convidados dominam o assunto, porém só não sou 5 estrelas pois os vídeos são um pouco monótonos."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Marketing e vendas B2B: Fechando novos negócios with these activities:

Revise Marketing Principles

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Prepare for the course by refreshing your understanding of fundamental marketing concepts, including the 4P's.

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Review definitions of marketing and its key terms
Identify how the 4P's (product, price, place, promotion) influence marketing strategy
Read industry articles or watch videos on current marketing trends

Lead Generation Exercises

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Enhance your understanding of lead generation techniques and best practices.

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Explore different lead generation channels and their effectiveness
Practice using marketing automation tools to capture and qualify leads
Develop a lead nurturing strategy to nurture leads through the sales funnel

Industry Case Studies Analysis

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Gain practical insights into real-world marketing and sales strategies by analyzing industry case studies.

Browse courses on Marketing Case Studies

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Identify case studies that are relevant to your industry and learning objectives
Read and analyze the case studies, paying attention to the marketing and sales techniques used
Discuss the case studies with classmates or industry professionals to gain diverse perspectives

Four other activities

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Peer Mentoring and Knowledge Sharing

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Connect with classmates and delve deeper into course concepts by facilitating peer discussions or mentoring sessions.

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Identify a topic or area where you have expertise or interest
Create a study group or offer one-on-one mentorship to share your knowledge and insights
Encourage active participation and facilitate discussions to foster a collaborative learning experience

B2B Sales Techniques Workshop

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Attend a workshop that provides hands-on practice and expert insights on B2B sales techniques, such as negotiation and relationship building.

Browse courses on Sales Techniques

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Identify relevant B2B sales workshops offered by industry organizations or training institutes
Register and actively participate in the workshop, taking notes and engaging in discussions
Implement the learned techniques in your own sales practices

B2B Sales Pitch

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Develop a compelling sales pitch tailored to B2B audiences by incorporating knowledge from the course.

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Identify the target audience, their pain points, and business goals
Craft a clear and concise value proposition that resonates with the audience
Structure the sales pitch to flow seamlessly and engage the audience
Practice delivering the sales pitch confidently and persuasively

Marketing and Sales Plan

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Synthesize your learnings by developing a comprehensive marketing and sales plan that integrates key concepts covered in the course.

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Conduct market research to understand the target audience, competition, and industry trends
Establish clear marketing and sales goals and objectives
Develop a detailed marketing strategy outlining your target audience, value proposition, and marketing channels
Create a sales strategy that includes lead generation, qualification, and sales closing techniques

Career center

Learners who complete Marketing e vendas B2B: Fechando novos negócios will develop knowledge and skills that may be useful to these careers:

Social Media Manager

A Social Media Manager is a professional who plans, executes, and analyzes social media marketing campaigns. This course may help a Social Media Manager develop a better understanding of creating and maintaining a successful online presence.

See salaries and explore the career path for Social Media Manager

Market Research Analyst

A Market Research Analyst is a professional responsible for gathering, analyzing, and interpreting market data. This course may assist a Market Research Analyst by adding to their toolkit for analyzing business metrics and customer data.

See salaries and explore the career path for Market Research Analyst

Sales Manager

A Sales Manager is a professional who oversees a team of Sales Representatives and similar personnel. With the skills taught in the syllabus, a Sales Manager may be able to develop and lead a team sales strategy, while also supervising and training team members.

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Digital Marketing Manager

A Digital Marketing Manager may use their skills to plan, execute, and analyze digital marketing campaigns. This course may help a Digital Marketing Manager by adding to their toolkit for analyzing business metrics and customer data.

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Customer Success Manager

A Customer Success Manager is responsible for ensuring the satisfaction and retention of customers. This course helps Customer Success Managers to enhance their communication skills and their understanding of customer support and customer service.

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Business Development Manager

A Business Development Manager is a professional who is primarily responsible for building relationships with potential or current customers. This course can assist a Business Development Manager by teaching the skills to qualify leads and develop a customer relationship management (CRM) system.

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Marketing Manager

A Marketing Manager may lead teams that include creatives such as Graphic Designers and Content Writers. This course helps the Manager in charge of Marketing lead their team by defining and clarifying the function of each team member. Business etiquette and best practices in Communication, as taught in the syllabus, help Marketing Managers collaborate with other departments and teams within the business.

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Marketing Consultant

A Marketing Consultant is an independent professional who provides marketing advice and services to clients. This course may assist a Marketing Consultant by providing a framework for understanding marketing principles and developing marketing plans.

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Content Writer

A Content Writer is a professional who writes marketing and advertising materials. This course can assist a Content Writer by building their understanding of target audiences, brand guidelines, and effective communication.

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Account Executive

An Account Executive is a sales professional who builds relationships with existing or prospective clients. This course helps build the communication and leadership skills which may be necessary for success as an Account Executive.

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Sales Engineer

A Sales Engineer is a technical professional who works with sales teams to provide technical expertise to customers. This course may help a Sales Engineer understand the sales process, different types of customers, and the role of marketing in the sales cycle.

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Brand Manager

A Brand Manager is responsible for building and maintaining a brand's image and reputation. This course can provide a foundation for Brand Managers as they learn about marketing principles and establishing a marketing strategy.

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Salesforce Administrator

A Salesforce Administrator is a technical professional who is responsible for managing and maintaining the Salesforce customer relationship management (CRM) system. This course can help a Salesforce Administrator gain insight into end-to-end business processes and customer success strategies.

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Business Analyst

A Business Analyst is a professional who analyzes business needs and develops solutions to improve business processes. This course may assist a Business Analyst by adding to their toolkit for analyzing business data.

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Product Manager

A Product Manager is responsible for the development and management of a product or product line. This course may assist a Product Manager by adding to their understanding of marketing principles and developing a marketing plan.

See salaries and explore the career path for Product Manager