APS1035 - The Science of Persuasion

Develop Your Go-to-Market Strategy

Course Syllabus here:APS1035, Winter 2021, enrollment open until Jan 18, 2021

Instructor:     Professor Steve Treiber

e-mail: steve.treiber@utoronto.ca

APS1035, “Technology Sales for Entrepreneurs”, winter term. Asynchronous & Synchronous. At some point in their careers engineers and scientists find themselves needing to convince their boss, their company, their co-workers, or a client to try some new idea. That new idea, product or service might be so novel that there are no easy comparisons to be made to something existing and proven, and some of  the deciders have little relevant technical knowledge. The science of persuasion will help you overcome this challenge.  Enrollment begins August 2020. Watch here to learn what this course is all about.

Learn the Science of Persuasion. If you are frustrated by your inability to get people to listen and see things your way this is the course for you.  APS1035 is a course on How to develop a successful Go To Market Strategy for Tech Start-ups. Students will learn how to find a market for their idea, identify the people who are persuadable in that market, and sell them on ther idea.  Students will learn how to negotiate a contract and then turn that success into more opportunities.  Learn from success, see Professor Treiber’s linkedin, and watch this.  All lectures are pre-recorded and live classroom time will be problem solving webinars and student presentations, also recorded. Guest speakers who are leaders in the world of sales will make short presentations about their experiences.  Learn how to make a pitch to a VC from a successful tech VC.  Enrollment is open via ACORN or if you only want to see the guest speaker recordings contact Professor Treiber at steve.treiber@utoronto.ca.

The course learning objectives are delivered via lectures, exercises, role playing, group presentations and homework assignments, based on real start-up sales pursuits of the creators and teacher of the course. Students will learn how to organize and communicate their thoughts and facts in a way that will increase their probability of succeeding in convincing the decision makers that they should take a chance on a new idea or innovation.