El AI-powered Business Efficiency Program It is designed for sales professionals, business executives, entrepreneurs, and technology-related profiles seeking to integrate artificial intelligence into their business processes.
Throughout the program you will learn to apply AI with a practical and results-oriented approach, improving operational efficiency, optimizing data-driven decisions and boosting business growth opportunities.
ALEJANDRO HAYNAL: CO-DIRECTOR
Industrial Engineer, UCA. Master of Business Administration, MBS, Australia. More than 25 years of executive experience in companies in Argentina, Latin America, Australia and New Zealand.
He worked in commercial areas, business development and commercial strategy, at Mondelez, Philip Morris, TheNotCompany, among others.
He currently works as an independent consultant for SMEs and also at YPF in the Customer Experience and Learning department. He is a guest lecturer for the Universidad Austral in undergraduate and postgraduate programs
ERNESTO SALA: CO-DIRECTOR
Master in Business Administration (MBA) taught by IAE with a specialization in Marketing from London Business School. He also holds a law degree from the University of Salvador. Leveraging his expertise in marketing and innovation, he has taught these subjects for over 15 years both abroad (Complutense University of Madrid) and in his home country (University of Palermo). Universidad Austral and the University of Buenos Aires).
His professional career encompassed multiple fields and businesses, from multinationals such as Coca-Cola and Cadbury Schweppes to his own ventures at the entrepreneur and SME level.
• Entrepreneurs and business executives that seek to transform their organizations
and businesses with efficient and productive processes.
• Sales and business planning professionals who are looking to update their tools
while developing AI and applying it in their organizations, as well as young professionals
analysts or professionals who want to incorporate these capabilities to enhance their development
in the commercial area.
• Business consultants who wish to recommend innovative solutions to their
customers.
• Profiles linked to digital disciplines and technology that seek to strengthen their
contribution to commercial management.
Module 1: Introduction to the Program | AI in Business Strategy
• Introduction to the Program
• Introduction to AI and its impact on business strategy and organizations. Trends in AI solutions for sales. Data: the heart and soul of AI. Examples of uses and applications in organizations.
Module 2: Commercial Operation and Administrative Automation with AI
• Sales management and AI. How to eliminate bureaucracy and automate processes. Examples of tools, uses, and applications in organizations.
• CRM: Much more than the automation of business processes for Administration and Service. Tools, examples and applications in organizations.
Module 3: AI in Customer Relations | Intelligent Prospecting and Lead Scoring | After-Sales and Customer Service
• Automation of contacts and touchpoints. Prospecting and qualification of potential clients. AI for prioritizing opportunities and personalizing sales proposals.
• After-sales and Customer Service: AI agents and virtual assistants in sales. Sentiment analysis and feedback. After-sales service.
Module 4: Sales Forecasting and Performance Measurement | Dynamic Pricing and Optimized Bids
• AI for business scenario simulation. Predictive models for closing rates and volume. AI for target and territory planning. Data visualization and scorecards.
• Adaptive and dynamic pricing. Optimized offers and tools for competitive analysis. Examples of uses and applications.
Module 5: Change Management: Impacts of AI on People, Processes and Culture | Ethics and responsible use of commercial data
• Resistance to Change. Positive Impacts. Cultural change in sales teams.
• Effective Change Management. Examples and applications of change management in organizations. Ethics in the use of business data.
Module 6: Application Workshop and Final Project | Program Closure
• Presentation of an AI Application Project in one of the students' organizations/SMEs. Development of an AI solution for sales. Presentation to faculty, specialists, and peers. Evaluation of projects based on commercial impact.
• Program Closure
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