1. Cómo se aprende mejor S. Schmelkes
1.1. Participación activa en clase
1.2. Aprendizaje por descubrimiento
1.3. Reflexión sobre lo aprendido
1.4. Acceso al conocimiento de múltiples maneras
1.5. Crear lo suyo propio
1.6. Ambiente de respeto en el aula
1.7. Confianza en si mismos
2. Qué y cómo aprender Rosa María Torres
2.1. Lenguaje
2.1.1. Expresión (productiva)
2.1.1.1. What is driving us to do this?
2.1.1.2. SWOT Analysis
2.1.1.2.1. Strengths
2.1.1.2.2. Weaknesses
2.1.1.2.3. Opportunities
2.1.1.2.4. Threats
2.1.1.3. Customer Findings - What have we learned from customers?
2.1.2. Comprensión (receptiva)
2.1.2.1. Do we have competitors and threats in these target markets with the proposed offerings?
2.1.2.2. What are our competitors doing and how are they positioning?
2.1.2.3. How do we position against each competitor?
2.2. Lectura y escritura
2.2.1. Compresión
2.2.1.1. What are we selling?
2.2.1.2. Product Definition
2.2.1.3. Pricing
2.2.1.4. Packaging
2.2.1.5. Positioning
2.2.2. Objeto social
2.2.2.1. What is the Value Proposition to the Customer?
2.2.2.2. What pain are we solving?
2.3. Expresión oral
2.3.1. Destreza
2.3.1.1. Revenue and P&L Forecast (5 Years)
2.3.1.2. Revenue should be split out quarterly
2.3.2. Opiones y dudas
2.3.2.1. P&L for the offer to include gross margin, net income and break even analysis.
2.4. Matemáticas
2.4.1. Capacidades cognoscitivas
2.4.1.1. Abstractas
2.4.1.2. Formales
2.4.2. Razonamiento
2.4.2.1. Channel Strategy
2.4.2.1.1. What 3rd party channels should we consider for reselling this service?
2.4.2.2. Technology Partnerships
2.4.2.2.1. What technology vendors (if any) do we need to work with to execute on this plan?
2.4.2.3. Solutions Partners
2.5. Enseñar a pensar
2.5.1. Pensamiento critico
2.5.1.1. What is the key messaging and positioning for the service offer? (Pain, alternatives, solution)
2.5.1.2. How do we communicate internally?
2.5.1.3. How do we communicate externally?
2.5.2. Solución de problemas
2.5.2.1. Marketing Programs (Installed base versus new prospects)
2.5.2.2. Advertising (Publications, etc.)
2.5.2.3. Analyst Relations (Target Analysts)
2.5.2.4. Public Relations
2.5.2.5. Events (Trade shows, SEO/SEA, Seminars)
2.5.2.6. Webinars
2.5.3. Meta-cognición
2.5.3.1. How do we generate and qualify new leads for the target offer?
2.5.3.2. Prospect Lists
2.5.3.3. Key Questions to Ask
2.5.3.4. Sales Collateral
2.5.3.5. Presentations
2.5.3.6. Data Sheets
2.5.3.7. White Papers
2.5.3.8. ROI Tools
2.5.3.9. Other Sales Tools (web site, etc.)
2.6. Aprender a enseñar
2.6.1. Numbers, budget, waterfall, break-even (cost>leads>trials>deals)
2.6.2. Sales Programs
2.6.3. Accelerated Learning Strategy, Controls, Metrics
2.6.4. Include feedback loops
2.6.5. Include financial metrics (definition of success)
2.6.6. Pipeline reports, etc…
2.7. Recuperar el conocimiento
2.7.1. M&A?
2.7.2. Risk Analysis & Mitigation
2.8. Aprender a aplicar lo aprendido
2.9. Concimiento científico
2.10. Disciplina, valores y actitudes
3. Necesidades básicas de aprendizaje
3.1. Herramientas escenciales
3.1.1. Lectura y escritura
3.1.2. Expresión oral
3.1.3. Cálculo
3.1.4. Solución de problemas
3.2. Conocimientos básicos
3.2.1. Teóricos y practicos
3.2.2. Valores y actitudes
3.3. Enriquecer herencia
3.3.1. Cultural
3.3.2. Lingüística
3.3.3. Espiritual
3.4. Transmisión de valores
3.4.1. Culturales
3.4.2. Morales