PAUL 670 (06) - BiP-Analytical Intelligence Topics

BiP:A/Unlock Deal:QualifySales

Durham Paul College of Business&Econ::Paul College Business & Econ
Credits: 2.0
Class Size: 25 
Term:  Fall 2025 - Full Term (08/25/2025 - 12/08/2025)
CRN:  16370
Grade Mode:  Credit/Fail Grading
Business in Practice: Analytical Intelligence develops students' abilities to analyze ideas, solve problems and make decisions. An emphasis is placed on experiential learning and instruction from business professionals. Rotating topic courses are offered to meet the needs of the ever-changing business environment. Cr/F, unless noted as letter graded n the section or additional course details.
Repeat Rule: May be repeated for a maximum of 8 credits.
Only listed campus in section: Durham
Only listed colleges in section: Paul College of Business&Econ
Classes not allowed in section: Freshman
Instructors:  Kimberly Clark , Susan Mattioni

Times & Locations

Start Date End Date Days Time Location
8/25/2025 12/8/2025 M 5:10pm - 6:30pm STOKE 150

Additional Course Details:

Unlock the Deal: Qualify Sales with Confidence

 Salespeople need to have an analytical and strategic approach to developing the most promising sales opportunities–they need to know where to focus efforts and how to avoid wasting time on leads who are unlikely to convert. The process of evaluating whether a prospect is a good fit for your product or service is crucial to being successful. Effective sales qualification enables you to increase close rates and maximize sales productivity.  

Student teams will develop skills and techniques to effectively qualify sales leads using the MEDDPICC framework—a methodology for identifying high-potential prospects and ensuring alignment between sales teams and customer needs. Through hands-on activities and real-world scenarios, students will apply the components of MEDDPICC and gain confidence in navigating B2B sales to drive higher conversion rates. Student teams will utilize analytical, critical-thinking, and collaboration skills to analyze a potential B2B sales lead, create a strategic sales proposal, and pitch the team’s sales approach to key stakeholders.