Kellogg School of Management Mastering Sales: A Toolkit for Success

Master Sales Through Knowledge, Skill, and Discipline

The way to reach breakout performance in sales is the same formula for becoming adept at anything, from playing piano to programming Python. It's about mastering performance through knowledge, skill, and discipline. Organizations are clamoring for high-impact sellers and we know what it takes to become one.

27%

The U.S. national sales closing rate is just 27%, and 48% of sales calls end without an attempt to close the sale.

SOURCE: SPOTIO

53%

Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to a recent World-Class Sales Practices Study.

SOURCE: CSO INSIGHTS

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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

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

To maximize impact, sales teams are encouraged to join as a team. Special pricing is available for group enrollments, contact group-enrollments@emeritus.org

Program Topics

In this online program by Kellogg Executive Education, you'll gain an end-to-end perspective of the modern marketing process.

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 and 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 Toolkit into Action

Module 1:

Enhancing your Selling and Persuasion Skills: Knowledge, Skill, and Discipline

Module 6:

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

Module 2:

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

Module 7:

Team Selling, Getting Deals Unstuck, and Closing The Deal

Module 3:

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

Module 8:

Going Above and Beyond and Delighting Clients

Module 4:

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

Module 9:

Giving Feedback, Optimizing Your Weekly One-On-One, and Building a Sales Culture

Module 5:

Telling the Right Story at the Right Time for the Right Reasons

Module 10:

Putting Your Powerful Sales Toolkit into Action

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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

Guest Speakers 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 cold call into warmer territory. His session is often cited as among the most impactful sessions among MBAs who take this program.

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 podcast, The Big Payoff. Suzanne addresses gender differences in sales, dynamics of mixed-gender sales teams, as well as sharing frameworks for introverts and extroverts who thrive in sales.

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, and the four main characteristics she hires for.

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 time, with more than 20 million views. Dan shares the scientific secrets to timing from his best-selling book, When: The Scientific Secrets of Perfect Timing in regards to the sales process.

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-responsible leaders and teams. In his session, he tackles how to handle objections in a role play with Craig Wortmann.

Thomas K.R. Stovall

Founder of Intention Mastery and Google Entrepreneur-in-Residence

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

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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 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... More info

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.

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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.

Mastering Sales: A Toolkit for Success

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DURATION

PROGRAM FEE

Special pricing for group enrollments

Welcome

Master Sales Through Knowledge, Skill, and Discipline

27%

SOURCE: SPOTIO

53%

SOURCE: CSO INSIGHTS

Key Takeaways

Program Experience

Who Is This Program For?

Program Topics

Module 1:

Module 2:

Module 3:

Module 4:

Module 5:

Module 6:

Module 7:

Module 8:

Module 9:

Module 10:

Module 1:

Module 6:

Module 2:

Module 7:

Module 3:

Module 8:

Module 4:

Module 9:

Module 5:

Module 10:

Sales Toolkit

Guest Speakers Include

Jim McAvoy

Suzanne Muchin

Helen Calvin

Dan Pink

Prof. Andrew Sykes

Thomas K.R. Stovall

Program Faculty

CRAIG WORTMANN

Clinical Professor of Innovation and Entrepreneurship, Executive Director of the Kellogg Sales Institute

CRAIG WORTMANN

Certificate

Certificate

Early registrations are encouraged. Seats fill up quickly!