Mastering Sales: The Digital and AI Toolkit for Success

The 10-week Mastering Sales: The Digital and AI Toolkit for Success program from Kellogg Executive Education equips professionals to become high-impact sellers. True growth begins with sales, driven by professionals who translate strategy into action and sell with clarity, credibility and impact. Most sales strategy programs focus on tactics or leadership models, often overlooking the integration of artificial intelligence (AI) and data-driven selling. Led by the Kellogg Sales Institute under Professor Craig Wortmann, this structured research-backed program blends proven sales frameworks with digital and AI-enabled tools, equipping you with the structure, confidence and skills to accelerate performance, drive measurable outcomes and create sales ecosystems that adapt and thrive in dynamic markets.

You will gain:

• Proven techniques and frameworks for effective selling, based on Kellogg Executive Education’s research and industry practice

• A ready-to-use personalized sales toolkit with more than 30 tools

• Practical strategies to build confidence, structure and discipline in every sales interaction

• A set of tested digital and AI tools and insights to enhance sales efficiency

• Leadership insights for coaching teams, building high-performing sales engines and driving organizational growth

• A roadmap for developing lasting, measurable sales habits

The Mastering Sales program enables the application of AI seamlessly into your sales process to improve preparation, engagement and follow-through. Through practical activities using free generative AI tools and tested prompts, you will apply AI to key sales tasks in real-world scenarios designed to help you work smarter, not harder. You will learn to enhance preparation, strengthen client engagement, streamline workflows and apply AI skills in practical, actionable ways rather than through technical demos, building efficiency and measurable impact across the sales cycle.

AI-enabled tools across the curriculum:

• Module 1: GPT-based planner for deliberate practice​

• Module 2: AI Meeting Assistant for agendas and recaps​

• Module 3: AI for refining prospecting scripts​

• Module 5: AI for editing sales stories​

• Module 6: AI for improving presentation structure and visuals​

• Module 8: AI for diagnosing stuck deals

Throughout the learning journey, you will work on a program sales toolkit workbook and apply concepts, frameworks and tools from each module to real-world sales scenarios. This project will help you design a personalized, actionable sales playbook that enhances your ability to sell with clarity, credibility and impact.

By the end of this program, you will be able to:

• Assess your own sales mindset, habits and performance using proven techniques

• Analyze team performance using specific leadership tools and behaviors​

• Create persuasive sales stories using client context, buyer psychology and data insights

• Apply digital tools and AI insights to improve your sales preparation and engagement

• Identify strategies to build trust and credibility in professional networking and sales

• Build a personalized sales toolkit with tools for each step of the buyer’s journey

• Develop a repeatable process for self-coaching and peer coaching

The Mastering Sales: The Digital and AI Toolkit for Success program is designed for professionals ready to strengthen their sales capabilities, expand their influence and lead with confidence in a competitive technology-driven marketplace. It equips participants to enhance sales performance, integrate AI tools and drive business growth through strategic data-driven selling. This program is ideal for:

• Sales leaders and managers aiming to break performance plateaus, modernize processes, learn digital and AI-powered tools and scale results

• Early-career sales professionals seeking credibility and improved closing rates with a repeatable sales toolkit that turns activity into measurable conversions

• Entrepreneurs and founders looking to sharpen pitches, build structured sales engines and confidently acquire and grow customers

• Business development professionals and career shifters who need structured and proven sales techniques and engagement skills to pitch, close deals and build credibility

• Leaders and professionals outside sales who want to sell ideas, influence stakeholders and drive impact with structured strategies

Participants who successfully complete the Mastering Sales: The Digital and AI Toolkit for Success program will accrue points toward becoming an esteemed Kellogg Executive Scholar, a unique credential that provides the opportunity to customize your pathway to achieve your professional development goals.

Kellogg’s expansive program offerings allow you to build a variety of competencies focused on practical application. More than learning to lead, the path to becoming a Kellogg Executive Scholar is about leading through learning.

Didn't find what you were looking for? Write to us at learner.success@emeritus.org or Schedule a call with one of our Program Advisors or call us at +1 315 502 3308 (US) / +44 128 291 1923 (UK) / +65 3129 4131 (SG)