HTE407
Sales as a Science Using Gen AI
Faculty
Mauro Carobene
Chief Operating Officer at Virta Global
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
The course combines classic sales techniques and processes with the transformative potential of Generative AI, preparing students to succeed in modern B2B and B2C business environments. Learning is hands-on and project-focused, incorporating group assignments, role plays, case studies, and technology demonstrations.
Learning highlights
- Master scientific and AI-powered sales methods for the entire sales life cycle.
- Understand buyer psychology and communication strategies.
- Apply GenAI tools in lead generation, qualification, engagement, and closing.
- Analyse sales metrics and performance through digital platforms and dashboards.
- Navigate ethical and legal considerations in tech-enabled sales practices.
Course outline
15 classes
Session 1
Introduction to the course.
Understanding Buyer Behaviour.
Session 2
Communication Skills in Sales.
Building relationships and trust.
Session 3
Sales Process and Methodologies.
Traditional Sales Process and Tools.
Session 4
Digital Sales Tools and CRM.
Prospecting and Lead Generation.
Session 5
Lead Generation with GenAI.
Lead Qualification: Scoring and Profiling with AI.
Session 6
Needs assessment and Consultative Selling.
Session 7
Customer Research & Discovery preparation with GenAI.
Presentation Skills and Value Proposition.
Session 8
Preparing and Delivering a Demo with GenAI.
Handling Objections.
Session 6
Negotiation with customers.
Closing techniques.
Session 10
Closing and Signature: Urgency, Docs, and Follow-up.
Post-sales relationship management.
Session 11
Onboarding and Customer Success with AI.
Session 12
Upselling and Cross-Selling with Gen AI.
Ethical and Legal Considerations in Sales.
Session 13
Sales Metrics and Performance Analysis.
Session 14
Sales Pitch Session 1.
Session 15
Sales Pitch Session 2.
Prerequisites
GenAI platform account (OpenAI, Claude, Gemini, Perplexity, etc.)
Methodology
Lectures (core concepts and frameworks).
Practical group projects.
Role-playing and scenario-based exercises.
Movie-based learning (case analysis).
Peer feedback, team presentations, and a capstone final project.
Grading
Mauro joined Virta Global in November 2025 as Chief Operating Officer. Virta is a leading European electric vehicle (EV) charging platform that has been recognized for its rapid growth by being listed on the Financial Times' FT 1000 list for six consecutive years as of 2025. Before Virta, Mauro served as Chief Executive Officer of Kaleyra till July 2025. Previously he spent most of his professional career as a software sales executive for several multinational companies, including Nokia, Comptel, and DigitalRoute (CRO, CBO, CCO). He also holds multiple advisory and board positions in various companies within the IT/Telco sector.
See full profileApply for this course
Sales as a Science Using Gen AI
by Mauro Carobene
Total hours
45 Hours
Dates
Feb 02 - Feb 20, 2026
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.