{"id":1148,"date":"2022-03-01T08:12:51","date_gmt":"2022-03-01T07:12:51","guid":{"rendered":"http:\/\/www.jossis.unizd.hr\/?page_id=1148"},"modified":"2023-02-17T15:53:36","modified_gmt":"2023-02-17T14:53:36","slug":"course-02-sales-summer-school-2022","status":"publish","type":"page","link":"https:\/\/www.jossis.unizd.hr\/index.php\/program\/course-02-sales-summer-school-2022\/","title":{"rendered":"Course 02: B2B Sales (2022)"},"content":{"rendered":"<div id=\"pg-gb1148-69f5cd76bd0b4-0\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-0-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p>This course will be held in 2022.<\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-1\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-1-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" ><h2 style=\"font-style: normal;\"><span>Info<\/span><\/h2><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p>Dates: 29th August \u2013 9th September 2022<\/p>\n<ul>\n<li>Lecturer: Manuel Hartmann<\/li>\n<li>Course responsibility: Armando Sch\u00e4r<\/li>\n<li>Course type: Compulsory Optional Subject (Summer School)<\/li>\n<li>Related degree levels and programs: BA\/MA\n<ul>\n<li>BA\/MA in Information Science<\/li>\n<li>BA\/MA in Digital Business Management<\/li>\n<\/ul>\n<\/li>\n<li>Workload: 120 hours<\/li>\n<li>Credits: 4 ECTS<\/li>\n<li>Course abbreviation: SSS-DBM<\/li>\n<\/ul>\n<\/div>\n\t\t<\/div><\/div><div id=\"pgc-gb1148-69f5cd76bd0b4-1-1\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" ><h2 style=\"font-style: normal;\"><span>Manuel Hartmann<\/span><\/h2><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p><img loading=\"lazy\" decoding=\"async\" class=\"size-thumbnail wp-image-1043 alignleft\" src=\"http:\/\/www.jossis.unizd.hr\/wp-content\/uploads\/2022\/02\/hartmann-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.jossis.unizd.hr\/wp-content\/uploads\/2022\/02\/hartmann-150x150.png 150w, https:\/\/www.jossis.unizd.hr\/wp-content\/uploads\/2022\/02\/hartmann-90x90.png 90w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>Manuel founded\u00a0<a href=\"https:\/\/thesalesplaybook.io\/\">https:\/\/thesalesplaybook.io<\/a>\u00a0to help B2B Tech Startups with entrepreneurial sales support. Before, he built the sales organisation for a Swiss B2B Machine Learning startup and co-led Salesforce.com projects. In addition, he teaches a Design Thinking and a Sales for Digital business course at FH Graub\u00fcnden. He holds a M.A. HSG in Business Innovation.<\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-2\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-2-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" ><div class=\"divider-top\"><a href=\"javascript:void(0)\" class=\"backtotop\">Top<\/a><\/div><\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-3\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-3-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" ><h2 style=\"font-style: normal;\"><span>Synopsis<\/span><\/h2><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p>Sales people are some of the most sought after positions by digital businesses.\u00a0This summer school elective will help you to acquire sound knowledge to start &amp; build your career in sales for digital business models in the areas of market validation, lead generation, customer acquisition and deal closing as well as feedback &amp; education to land a job at the intersection of business, technology and human relationships.<\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-4\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-4-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" ><div class=\"divider-top\"><a href=\"javascript:void(0)\" class=\"backtotop\">Top<\/a><\/div><\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-5\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-5-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"text-align: center !important;\" ><div class=\"animated start-fadeIn\" title=\"\"><div class=\"customtitle style5\"><h2 style=\"font-style: normal;\"><span>Course goal \/ Guiding idea<\/span><\/h2><\/div><\/div><div class=\"clearboth\"><\/div><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" >\t\t\t<div class=\"textwidget\"><p>Upon successful completion of the course students will be able to:<\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-6\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-6-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p><strong>Knowledge<\/strong><\/p>\n<p>Acquiring sound knowledge to manage products for digital business models in the areas of market validation, lead generation, customer acquisition and deal closing.<\/p>\n<\/div>\n\t\t<\/div><\/div><div id=\"pgc-gb1148-69f5cd76bd0b4-6-1\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p><strong>Skills<\/strong><\/p>\n<p>Analysis of digital sales approaches on how to gain market share, analyze sales models, drive customer acquisition and deliver on sales strategies<\/p>\n<\/div>\n\t\t<\/div><\/div><div id=\"pgc-gb1148-69f5cd76bd0b4-6-2\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p><strong>Competencies<\/strong><\/p>\n<p>Application of knowledge and skills in independently conceived digital business products and concepts, their planning as well as concrete implementation and lessons learnt from the developed materials. Independent further development of the own competence by means of suitable training methods.<\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-7\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-7-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" ><div class=\"divider-top\"><a href=\"javascript:void(0)\" class=\"backtotop\">Top<\/a><\/div><\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-8\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-8-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" ><div class=\"animated start-fadeIn\" title=\"\"><div class=\"customtitle style5\"><h2 style=\"font-style: normal;\"><span>Course content<\/span><\/h2><\/div><\/div><div class=\"clearboth\"><\/div><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><ul>\n<li>Why sales is crucial for any digital business<\/li>\n<li>Application of common sales methods &amp; techniques<\/li>\n<li>Crafting of a sales playbook<\/li>\n<li>Practical development of a sales action plan for real use cases<\/li>\n<\/ul>\n<\/div>\n\t\t<\/div><\/div><div id=\"pgc-gb1148-69f5cd76bd0b4-8-1\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" ><div class=\"animated start-fadeIn\" title=\"\"><div class=\"customtitle style5\"><h2 style=\"font-style: normal;\"><span>Learning outcomes<\/span><\/h2><\/div><\/div><div class=\"clearboth\"><\/div><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><ul>\n<li>Independent development and implementation of digital sales strategies and action plans<\/li>\n<li>Reflective handling and use of learned methods &amp; tools<\/li>\n<li>Customer-oriented understanding of sales<\/li>\n<\/ul>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-9\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-9-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" ><div class=\"divider-top\"><a href=\"javascript:void(0)\" class=\"backtotop\">Top<\/a><\/div><\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-10\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-10-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" ><div class=\"animated start-fadeIn\" title=\"\"><div class=\"customtitle style5\"><h2 style=\"font-style: normal;\"><span>Execution<\/span><\/h2><\/div><\/div><div class=\"clearboth\"><\/div><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p>Contact lessons (60h):<\/p>\n<ul>\n<li>Theory teaching (everybody)<\/li>\n<li>Development of sales strategy &amp; action plan (groups)<\/li>\n<li>Presentation of sales strategy &amp; initiative outcomes (groups)<\/li>\n<\/ul>\n<p>Accompanied self-study (40h):<\/p>\n<ul>\n<li>Development of a sales strategy 20h<\/li>\n<li>Development &amp; partial implementation of a sales action plan 20h<\/li>\n<li>Total 40h<\/li>\n<\/ul>\n<p>Free self-study (20h)<\/p>\n<\/div>\n\t\t<\/div><\/div><div id=\"pgc-gb1148-69f5cd76bd0b4-10-1\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" ><div class=\"animated start-fadeIn\" title=\"\"><div class=\"customtitle style5\"><h2 style=\"font-style: normal;\"><span>Teaching &#038; Learning methods<\/span><\/h2><\/div><\/div><div class=\"clearboth\"><\/div><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><ul>\n<li>Interactive contact event<\/li>\n<li>Literature study and reflection<\/li>\n<li>Content research<\/li>\n<li>Project work<\/li>\n<li>Presentation<\/li>\n<\/ul>\n<\/div>\n\t\t<\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" ><div class=\"animated start-fadeIn\" title=\"\"><div class=\"customtitle style5\"><h2 style=\"font-style: normal;\"><span>Proof of performance<\/span><\/h2><\/div><\/div><div class=\"clearboth\"><\/div><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><ul>\n<li>70% Documentation of sales strategy &amp; implementation<br \/>\n(group work)<\/li>\n<li>30% Presentation (group work)<\/li>\n<\/ul>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-11\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-11-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" ><div class=\"divider-top\"><a href=\"javascript:void(0)\" class=\"backtotop\">Top<\/a><\/div><\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-12\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-12-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important; text-align: center !important;\" ><h2 style=\"font-style: normal;\"><span>Course readings<\/span><\/h2><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p>These are recommendations, not mandatory:<\/p>\n<p><strong>Get the right mindset:<\/strong><br \/>\nSpeed of Trust (Stephen M.R. Covey), Ego is the Enemy (Ryan Holiday), Invent and Wander (Jeff Bezos)<\/p>\n<p><strong>Tell a great story:<\/strong><br \/>\nTell to Win (Peter Guber), The Brain Audit (Sean D&#8217;Souza), Behind The Cloud (Marc Benioff)<\/p>\n<p><strong>Validate new markets:<\/strong><br \/>\nThe Mom Test (Rob Fitzpatrick), Sell Like Crazy (Sabri Suby), Traction (Gabriel Weinberg)<\/p>\n<p><strong>Generate outbound leads:<\/strong><br \/>\nHacking Sales (Max Altschuler), Predictable Prospecting (Marylou Tyler), Tech Powered Sales (Justin Michael)<\/p>\n<p><strong>Set up sales process:<\/strong><br \/>\nThe Qualified Sales Leader (John McMahon), Triangle Selling (Cory Bray), Let\u2019s Get Real Or Let\u2019s Not Play (Mahan Khalsa)<\/p>\n<p><strong>Negotiate Better:<\/strong><br \/>\nPitch Anything + Flip The Script (Oren Klaff), Never Split The Difference (Chriss Voss), Start With No (Jim Camp)<\/p>\n<p><strong>Hire a great sales team:<\/strong><br \/>\nHire Right, Higher Profits (Lee B. Salz), Hiring for Attitude (Mark A. Murphy), Topgrading (Bradford D. Smart)<\/p>\n<\/div>\n\t\t<\/div><div class=\"panel-widget-style\" ><h2 style=\"font-style: normal;\"><span>Course schedule and location<\/span><\/h2><\/div><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" >\t\t\t<div class=\"textwidget\"><p><span style=\"font-weight: 400;\">Rectorate building (<\/span><a href=\"https:\/\/goo.gl\/maps\/gYQf37aNjkgw5PKp8\"><span style=\"font-weight: 400;\">M. Pavlinovica 1, 23000, Zadar<\/span><\/a><span style=\"font-weight: 400;\">), <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ground floor<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Course schedule: from <b>9:00 to 16:00<\/b>.<\/span><\/p>\n<\/div>\n\t\t<\/div><\/div><\/div><\/div><div id=\"pg-gb1148-69f5cd76bd0b4-13\"  class=\"panel-grid\" ><div class=\"panel-grid-core\"><div id=\"pgc-gb1148-69f5cd76bd0b4-13-0\"  class=\"panel-grid-cell\" ><div class=\"panel-widget-style\" style=\"background: url(&quot;false&quot;) !important; background-position: left top !important; background-repeat: repeat !important; background-size: auto !important; background-attachment: scroll !important;\" ><div id=\"shuttleshortcodesshuttle_builder_calltoaction\" class=\"shuttleshortcodesshuttle_builder_calltoaction sc-action\"><div class=\"sc-action-core\"><div class=\"action-message three_fourth\"><div class=\"action-text\"><\/div><div class=\"action-teaser\"><p>Interested in attending this course?<br \/>\nMake sure to sure to apply on time.<\/p>\n<\/div><\/div><div class=\"action-link one_fourth last\"><a class=\"themebutton\" href=\"http:\/\/www.jossis.unizd.hr\/index.php\/registration\/\"current>Register<\/a><\/div><div class=\"clearboth\"><\/div><\/div><\/div><\/div><\/div><\/div><\/div>","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":0,"parent":79,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"categories":[12],"tags":[],"class_list":["post-1148","page","type-page","status-publish","hentry","category-archive"],"_links":{"self":[{"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/pages\/1148","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/comments?post=1148"}],"version-history":[{"count":21,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/pages\/1148\/revisions"}],"predecessor-version":[{"id":1681,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/pages\/1148\/revisions\/1681"}],"up":[{"embeddable":true,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/pages\/79"}],"wp:attachment":[{"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/media?parent=1148"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/categories?post=1148"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.jossis.unizd.hr\/index.php\/wp-json\/wp\/v2\/tags?post=1148"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}