Customer Acquisition for Startups
Faculty
Fil Guijarro
Business Development & Sales Consultant, Mentor & Speaker
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
Methods for direct acquisition of businesses as clients, or of business partners, or of businesses on the supply side of the model. Not a mass-marketing course.
The course will be an invasive and hands-on deep dive into each student’s sales process. Each student must be ready to implement a legitimate direct sales effort, and be ready to uphold activity levels of their sales process. Students will be made to think and feel like someone directing a sales team, but must also conduct sales calls in the background. Final grade will depend on how many clients acquired in the three weeks.
Learning highlights
- Sales is an essential component of the daily work of a business. It is not an area to be taken lightly and may sometimes not be enough to wait for opportunities to come you way. This course teaches how to set up from A to Z a sales process that is targeted, engineered and meant to have recurring daily activities. It reveals that setting up a sales effort correctly requires strategic concentration and that the sales process itself implies more participants than only the designated sales staff.
Course outline
4 classes
Session 1
Introductions – individual company pitches and book presentations
Session 2
Fundamental role of a sales team (sales habits)
Session 3
Foundations to a sales process
Session 4
Sales message creation
Prerequisites
This course is one of three in a wholistic series.
Students that have already taken MSL-111 and those with prior experience with HTML, CSS, and Javascript building simple web pages will be good candidates for this module.
Fil has spent over 10 years in the startup scene in Berlin. At the start, he worked to internationalise startups once they had found success in the German market. Today Fil specializes in helping digital companies in various countries to acquire, train, and manage multinational sales teams, in order to position themselves strategically. From his point of view, internationalisation is 5% localization – 95% sales!
As a sales expert, Fil delivers workshops to empower founders on the topic of sales, and he also acts as an interim sales director for selected clients. Fil has helped dozens of companies over the years, and actively participates as a mentor in a handful of accelerator programmes and as a speaker at startup events.
See full profileApply for this course
Customer Acquisition for Startups
by Fil Guijarro
Total hours
45 Hours
Dates
Nov 27 - Dec 15, 2017
Fee for single course
€1500
Fee for degree students
€750
How to secure your spot
Complete the form below to kickstart your application
Schedule your Harbour.Space interview
If successful, get ready to join us on campus
FAQ
Will I receive a certificate after completion?
Yes. Upon completion of the course, you will receive a certificate signed by the director of the program your course belonged to.
Do I need a visa?
This depends on your case. Please check with the Spanish or Thai consulate in your country of residence about visa requirements. We will do our part to provide you with the necessary documents, such as the Certificate of Enrollment.
Can I get a discount?
Yes. The easiest way to enroll in a course at a discounted price is to register for multiple courses. Registering for multiple courses will reduce the cost per individual course. Please ask the Admissions Office for more information about the other kinds of discounts we offer and what you can do to receive one.