Sales is hard, but crucial to succeed for startups. You will learn in this course how to improve your product market fit, validate and build sales channels and make your sales organisation more effective so you hit your sales targets and not run out of money. In three hours you will lean to master and understand the following topics: Problem (Why): Which problem exactly do you solve? Why does the customer have this problem at all? What happens if the customer does nothing? Solution (What): What exactly do you do for your customer? How do you fit into the customer setup? Who: Which person at the customer needs you for which reasons? "What's in for me" for CEO, CFO, Head of R&D, Purchasing, Sales, Customer Support, ... Objections (Resolve): Why don't customers buy you? How can Objections be identified and overcome before an operational test? Testimonials (Trust): How can you as a company ensure social and technical trust with the customer without an operational test? Risk Reversal: How can the sales process from initial contact to long-term licensing be accelerated by minimizing risk for the customer? Differentiator (How): What is your secret sauce that generates a sustainable competitive advantage for the customer? What do you do better than your competitors? Thanks to the cooperation with the Hartmann Ventures GmbH, the course worth CHF 300 is free of charge for you.