Scale Your Organization With a Focused Growth Approach
10 weeks | 4-6 hours/week | Self-paced Videos + webinars + cohort
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*** 2024 Cohort Enrolment dates: 22 August, 21th October and 11th December ***
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Kellogg’s Mastering Sales program delivers a comprehensive set of sales tools and techniques to enable individuals and teams to reach their full selling potential.
No one will argue that marketing, operations, and finance aren’t important, but nothing happens until something gets sold. If sales are vital to a business, then individuals who can sell – themselves, ideas, product, solutions – are the key to success. Organizations are clamouring for high-impact sellers, and we know what it takes to become one.
The Kellogg School of Management at Northwestern University has created a centre that is dedicated to the science of sales, The Kellogg Sales Institute.
Craig Wortmann is a clinical professor of innovation and entrepreneurship at Kellogg and founder of the Kellogg Sales Institute. He brings more than 25 years of sales experience, having advised many of the world’s leading organizations, such as Google, Kraft, and Starbucks, helping them build their sales teams into high-performing sales cultures.
If you operate in a sales capacity – or you are making a move into a sales career – you need to learn to become as efficient and as effective as possible. You need the knowledge, skill, and discipline to use every moment wisely. Over the course of this program, you’ll get a comprehensive look at the entire sales process – from the preparation phase through the contact phase, and finally, how to scale your sales by building the right sales and management habits.
Kellogg’s Mastering Sales program delivers a comprehensive set of sales tools and techniques to enable individuals and teams to reach their full selling potential. You will not only improve your individual selling skills, but also learn best practices for recruiting, training, building, and managing high-performing sales teams.
Who should attend:
This program is designed for sales professionals who are individual members of a team and for those who manage a team or the sales function of a business. However, since we all need to sell ourselves and our ideas in one capacity or another, any professional who wants to become a more effective, confident seller will benefit from these techniques, including:
- Sales managers or executives looking to effectively coach your team and build a high-performing sales engine
- Entrepreneurs looking to build a sales team and acquire customers
- Business leaders who would like to be more persuasive and influential
- Business development professionals who play a role in sales and managing relationships
- Professionals making a horizontal career shift into sales from another functional role.
About the course:
Every successful organisation requires a differentiating marketing and brand challenges.
Topics covered:
- Enhancing your Selling and Persuasion Skills: Knowledge, Skill, and Discipline
- Targeting: Stakeholder Mapping, Creating Personas, Planning Your Week, and Talking About Your Competitors
- Lead Generation Tactics: Building Your Network, Cold Calls, Introductory Emails, and Proactive Pursuit
- Nurturing Prospects: Qualifying Prospects, Listening and Asking Questions, and Acing the Meeting
- Telling the Right Story at the Right Time for the Right Reasons
- Presenting Like a Pro: How to Engage Your Audience and Win Business
- Team Selling, Getting Deals Unstuck, and Closing The Deal
- Going Above & Beyond and Delighting Clients
- Giving Feedback, Optimizing Your Weekly One-On-One, and Building a Sales Culture
- Putting Your Powerful Sales Toolkit into Action.
Learning outcomes:
- Learn proven techniques for being an effective salesperson, based on our research at the Kellogg Sales Institute, and from our direct experience with some of the most successful companies in the world, both B2B and B2C
- Put more than 30 different tools into practice, building a personal Sales Toolkit designed to help you at each phase of your sales process: preparation, contact, and scale
- Participate in an assessment of your current knowledge, skill, and discipline as a salesperson, and get a roadmap for how to develop meaningful, lasting habits for you and your team
- Learn best practices for recruiting, training, building and managing high-performing teams
- Apply the lessons from the program immediately to your professional and personal interactions
Program Experience:
- Live sessions with Craig Wortmann
- Guest Star Interviews
- 30+ Tool for your Sales Kit
- Interaction Application exercises
- Knowledge/Skill/Discipline Personal Assessment
Certification - Upon successful completion of the program, you will earn a digital certificate of completion from Kellogg Executive Education. Participants must receive 80% to pass.
Duration: 10 weeks, 4-6 hours/week
Delivery: Online: Self-paced Videos + webinars, cohort
Pricing:
Non-Members US$2600
AMI Members US$2210 (15% discount)
CPD points: 200
Cohort Dates:
This course runs 3 - 4 times a year. The next cohorts are starting:
8th August 2024
7th November 2024
Trainers details
Craig Wortmann
Clinical Professor of Innovation and Entrepreneurship, Executive Director of the Kellogg Sales Institute
Craig has been a professor, salesperson, and entrepreneur for more than 25 years. From IBM Corporation as the #2 performer in his year-long classical style sales training class, to a Dean Witter company covering three-quarters of the country selling to large retailers, Craig is an expert in all things sales. After earning his MBA from Kellogg in 1995, Craig joined the Forum Corporation and quickly became the firm's new product launch and client recovery specialist. In 2000, Craig was recruited to join start-up WisdomTools as its CEO which he sold to a larger firm in 2008.
He is the founder and CEO of Sales Engine Inc., a tools and services firm based on the belief that a company should treat sales as the engine of their business. As a professional speaker and sales advisor, Craig helps companies develop the knowledge, skill, and discipline necessary to build a successful sales engine. He is an Operating Partner to Pritzker Group Venture Capital, advises the Driehaus Private Equity group and sits on the board of Innovative Health, a Phoenix-based reprocessor of medical devices.
Craig joined the faculty of the University of Chicago's Booth School of Business in 2008. He designed, developed and taught the award-winning program called Entrepreneurial Selling, recognized by Inc. Magazine as one of the "Top Ten" programs in the U.S. He also taught one of the core entrepreneurship programs, Building the New Venture, and he developed Chicago Booth's Building Leadership Capital program, a four-day, in-depth executive leadership program for senior executives. He joined the faculty at Kellogg in May 2017.
He is the author of What's Your Story?, a book that looks at how leaders and sales professionals use stories to connect, engage, and inspire. Craig is also a columnist for Inc.com on the subjects of sales and entrepreneurship.
Emeritus is an AMI Partner. We are happy to offer the course to our members with an exclusive discount.
