HTE411
Sales as Science
Faculty
Ramin Salehi Jannati
Senior Manager Sales Development at Jamf
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
This course examines professional B2B sales as a blend of art and science, equipping students with a rigorous, data-driven approach to the sales process. Through 15 interactive sessions, students will learn how to build pipelines and close deals using proven frameworks, hands-on exercises, and real-world tools. We will cover the entire sales cycle from prospecting to objection handling, negotiation, and closing. The emphasis is on evidence-based techniques while also honing the human elements of sales like empathy, curiosity, and creativity. By the end of the course, students will have developed a personal sales playbook grounded in modern, repeatable methodologies and supported by real-world practice.
Learning highlights
- Prospecting Mastery: Crafting effective cold emails, conducting cold calls, and designing outreach sequences using proven modern frameworks.
- Consultative Selling: Techniques to diagnose customer needs and structure sales conversations based on curiosity and value delivery.
- Objection Handling & Rejection Resilience: Tools and techniques to handle resistance with confidence and empathy.
- Discovery & Negotiation: Running impactful discovery calls and negotiating with confidence using frameworks and psychological principles.
- Data-Driven Sales Strategy: Leveraging metrics and tools to optimize outreach, analyze conversations, and continuously improve performance.
Course outline
15 classes
The Science of Sales
Sales as a system. Understanding the funnel, metrics, and a repeatable process mindset.
Sell Me This Pen
Classic role-play to introduce needs-based selling, asking better questions, and focusing on buyer pain.
Buyer Research & Ideal Customer Profile
How to define your ICP and research pain points to write meaningful outreach and sales questions.
Cold Emailing Techniques
Learn frameworks for writing high-converting emails with clarity, simplicity, and personalization.
Cold Calling Frameworks
Openers, tone, objection handling, and call structure. Role-playing and coaching included.
Sequencing and Multi-Channel Outreach
Designing smart outreach sequences combining email, phone, and LinkedIn.
Social Selling & Video Messaging
Using LinkedIn and video to build trust, generate replies, and stand out in a crowded inbox.
Discovery Calls
How to lead a discovery call that uncovers pain, builds trust, and qualifies opportunity.
Objection Handling
Scripts, mindset, and role-play to reframe and respond to resistance confidently and calmly.
Negotiation & Closing Techniques
Learn closing strategies and value-based negotiation frameworks with mock scenarios.
Sales Metrics & Funnel Optimization
Using sales KPIs and pipeline forecasting to optimize activity and hit targets.
Sales Tech Stack
Overview of CRM, email tools, AI coaches, video tools, and conversation intelligence software.
Sales Playbook Lab
Hands-on workshop to build your final sales playbook. Peer review and instructor feedback.
Career & Growth in Sales
How to succeed and grow in a sales role. Leadership, mindset, and your long-term plan.
Final Presentations
Teams present their playbooks and strategies. Peer and instructor feedback and wrap-up.
Prerequisites
Students are expected to have strong English communication skills and an openness to role-play and live practice.
A basic understanding of business concepts is helpful but not required.
Methodology
This course is highly interactive, blending short lectures with hands-on role-play, workshops, and group exercises. Students will practice sales conversations, build their own prospecting cadences, analyze call recordings, and write email sequences. Content is reinforced through case studies, tools demos, and curated insights from top sales professionals. Throughout the course, students work in teams on a final sales playbook project for a real or imagined product, culminating in a team presentation.
Grading
Ramin has built and led international sales teams in the tech space and specializes in sales psychology, outbound strategy, and coaching. He’s known for blending emotional intelligence with data-driven sales processes. As a mentor and educator, he helps aspiring sales professionals build practical skills, confidence, and career momentum.
See full profileApply for this course
Sales as Science
by Ramin Salehi Jannati
Total hours
45 Hours
Dates
May 19 - Jun 06, 2025
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.