Mastering Sales: A Toolkit for Success

Transform Yourself into a High-Impact Salesperson for Business Profitability

Key Takeaways

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
Receive a Certificate of Completion from Kellogg School of Management for Mastering Sales

Program Experience

Guest Star Interviews with Global Sales Experts

Live Sessions with Craig Wortmann

30+ Tools for Your Sales Kit

Knowledge / Skill / Discipline Personal Assessment

Peer Learning & Feedback

Dedicated Program Support Team

Interactive Application Exercises

Who Is This Program For?

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

Note: To maximize impact, sales teams are encouraged to join as a team. Special pricing is available for group enrollments.

Proven results

See how our learners saw them grow

84%

Awarded promotions within org

83%

Saw improvement in salary

92%

Felt more effective at their work

*Emeritus impact survey, 2022

Program Topics

Each of the 10 modules breaks down elements of the sales process, so you’ll be ready at a moment’s notice for any sales conversation or opportunity to connect with a customer.

Module 1: Enhancing Your Selling and Persuasion Skills: Knowledge, Skill, and Discipline

Module 2: Targeting: Stakeholder Mapping, Creating Personas, Planning Your Week, and Talking about Your Competitors

Module 3: Lead Generation Tactics: Building Your Network, Cold Calls, Introductory Emails, and Proactive Pursuit

Module 4: Nurturing Prospects: Qualifying Prospects, Listening and Asking Questions, and Acing the Meeting

Module 5: Telling the Right Story at the Right Time for the Right Reasons

Module 6: Presenting Like a Pro: How to Engage Your Audience and Win Business

Module 7: Team Selling, Getting Deals Unstuck, and Closing the Deal

Module 8: Going Above & Beyond and Delighting Clients

Module 9: Giving Feedback, Optimizing Your Weekly One-on-One, and Building a Sales Culture

Module 10: Putting your powerful sales kit into practice

Sales Toolkit

The Mastering Sales program features over 30 distinct sales tools participants can add to their skill set. These sales tools include:

Filtering Your Target Market
Competitive Talking Points
Building Your Prospecting Script
The Perfect Sales Meeting Checklist
Getting a Deal Unstuck
Mapping Stakeholders
Plan the Work, Work the Plan: Weekly Cadence
Art of the Sales Conversation

Objections Matrix
Team Selling for Impact
Creating Personas & Qualifying Fast
Proactive Pursuit: Turning Cold Calls into Warm Leads
Asking the Right Questions
Closing Well
Giving (and Receiving) Feedback

Pathway to Becoming an Executive Scholar

Participants who successfully complete the Mastering Sales program will accrue points towards becoming an esteemed Kellogg Executive Scholar; a unique credential that provides you 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 that focus on practical application. More than about learning to lead, the path to becoming an Executive Scholar is about leading through learning.

Guest Stars Include

JIM MCAVOY

Founder and President of JWMcAvoy & Company, Ltd.

JWMcAvoy & Company, Ltd. is a firm that is solely focused on finding qualified leads for its clients. Jim is a cold calling expert. He'll reveal the secrets to converting a co...

SUZANNE MUCHIN

Clinical Professor at the Kellogg School of Management and Co-founder and CEO of Bonfire

Bonfire is a distinctive leadership development program that equips women with the skills, inspiration and clarity they need to Matter More. She is also host of a popular podc...

HELEN CALVIN

Chief Revenue Officer at Jellyvision

Jellyvision is a software company that helps employees make better decisions about benefits and finances. Helen shares her perspective on sales leadership, hiring salespeople,...

DAN PINK

Author

Dan Pink is the author of several best-selling books on business, work, and behavior. His TED Talk on the science of motivation is one of the 10 most-watched TED Talks of all ...

PROF. ANDREW SYKES

Adjunct Lecturer of Innovation and Entrepreneurship at the Kellogg School of Management.

Andrew holds over 25 years of leadership, organizational performance, and business development experience. He speaks on the art of creating high-impact habits for revenue-resp...

THOMAS K.R. STOVALL

Founder of Intention Mastery and Google Entrepreneur-in-Residence

Thomas conveys his powerful approach to attraction-based marketing and sales.

Program Faculty

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 clas...

Testimonials

“Craig's clear, energized presentations informed and motivated. Writing down the Knowledge, Skill, and Discipline (KSDs) we learned each week afforded reflection and helped pin down the takeaways. The...

Stuart Stogner

Director of Client Services, Womble Bond Dickinson (US) LLP

“The best part is that we learn and practice every week. The practical side of the program makes it really different.”

Sara Santos

Export Manager, Liquid Company

“This whole program was amazing. Learning the 10 steps of the sales process, what you need to do in each step and how knowledge, skill and discipline are essential to get to the finish line. At the sa...

Beverley Nelson

Sales Manager, CleanMark Labels

“Just the overall message and ways of really becoming a better salesperson and person in general, was very helpful, along with the number of tools and ways of improving yourself.”

Tyler Bates

Customer Development Representative, Martin Engineering

“The best part of the program was uncovering weaknesses and addressing how to improve them. Articulating subjects, skills, habits and providing relevant context to making them applicable.”

Deven Hennessey

Director of Life Insurance Marketing, Premium Finance and Life Settlements, EMG Insurance Brokerage

“The content was the most important part and was very helpful. I have already applied many learnings and continue to refer to it every day in the course of my job.”

Esther Galan

Business Development Consultant

“Honestly, this program gave me a whole new perspective on sales! I didn't know what to expect when I came in, but I absolutely loved that I could apply every single thing I learned to myself INSTANTL...

Zach Williams

Business Development Manager, Wise Hospice Options

“The concepts and guest speakers were the most impactful part of this program.”

Jeremiah Guernsey

Social Media Manager, Rocklin Irving Marketing Solutions

“A lot of what I have gained is confirmation of my instinctual process, and that's been tremendous. Now I know that I have some of all three of the pillars of success, that I can continue to build on ...

Paulette Jacobsmeier

Structured Settlement Consultant, Arcadia Settlements Group

Certificate

Upon successful completion of the program, Kellogg Executive Education grants a verified digital certificate of completion to participants.This program is graded as a pass or fail; participants must receive 80% to pass and obtain the certificate of completion.

After successful completion of the program, your verified digital certificate will be emailed to you in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of Kellogg Executive Education.

Note: This online certificate program does not grant academic credit or a degree from Kellogg School of Management.

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Credit Partners

Climb Credit*

We offer financing options with our partner, Climb Credit*. Click here to learn more.

*Applicable for US Residents

Financing details

Financing Details: Climb Credit

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)

Early registrations are encouraged. Seats fill up quickly!

Flexible payment options available.

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