The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
Courtlyn
Promotion and Events Specialist
August 18, 2022
10 weeks, online
4-6 hours per week
US$2,600 or get US$260 off with a referral
Our participants tell us that taking this program together with their colleagues helps to share common language and accelerate impact.
We hope you find the same. Special pricing is available for groups.
The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
Courtlyn
Promotion and Events SpecialistBased on the information you provided, your team is eligible for a special discount, for Mastering Sales: A Toolkit for Success starting on August 18, 2022 .
We’ve sent you an email with enrollment next steps. If you’re ready to enroll now, click the button below.
Have questions? Email us at group-enrollments@emeritus.org.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.
The U.S. national sales closing rate is just 27%, and 48% of sales calls end without an attempt to close the sale.
Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to a recent World-Class Sales Practices Study.
Guest Star Interviews with Global Sales Experts
5 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
Mobile Learning App
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:
To maximize impact, sales teams are encouraged to join as a team. Special pricing is available for group enrollments.
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.
Jumpstart your sales skills, sharpen your sales language, and learn to draft a solid pitch.
Identify target audiences with concentrated filters, prepare competitive conversation topics, map out an ideal work week and spend less time due to lack of preparation.
Draft a prospecting script, increase your conversion rate from call to meeting, build a more diverse, powerful network, and break through the first conversation with potential clients.
Qualify prospects faster, become an expert listener, run powerful meetings to differentiate yourself from competitors, and learn to defuse even the toughest objections.
Tell stories to increase your positive impact, deepen your influence by connecting to people’s emotions, and learn to identify stories to use as selling points.
Boost your personal impact when presenting to make a persuasive first impression, save time in preparing presentations, and accelerate your sales process.
Form a high-performing unit, accelerate your sales cycle by getting your deals unstuck and increase your chances of closing the sale.
Smooth your transition to the post-sale phase, gain opportunities for follow-on sales, generate testimonials and referrals, and promote positive word-of-mouth from customers.
Use feedback to improve your selling skills, become more coachable (and a better coach to others), and become a better leader while building a strong, positive, and powerful sales culture in your organization.
Define your brand, build a measurement system to measure your success, and set self-improvement and sales goals to establish the degree of success you want.
Jumpstart your sales skills, sharpen your sales language, and learn to draft a solid pitch.
Boost your personal impact when presenting to make a persuasive first impression, save time in preparing presentations, and accelerate your sales process.
Identify target audiences with concentrated filters, prepare competitive conversation topics, map out an ideal work week and spend less time due to lack of preparation.
Form a high-performing unit, accelerate your sales cycle by getting your deals unstuck and increase your chances of closing the sale.
Draft a prospecting script, increase your conversion rate from call to meeting, build a more diverse, powerful network, and break through the first conversation with potential clients.
Smooth your transition to the post-sale phase, gain opportunities for follow-on sales, generate testimonials and referrals, and promote positive word-of-mouth from customers.
Qualify prospects faster, become an expert listener, run powerful meetings to differentiate yourself from competitors, and learn to defuse even the toughest objections.
Use feedback to improve your selling skills, become more coachable (and a better coach to others), and become a better leader while building a strong, positive, and powerful sales culture in your organization.
Tell stories to increase your positive impact, deepen your influence by connecting to people’s emotions, and learn to identify stories to use as selling points.
Define your brand, build a measurement system to measure your success, and set self-improvement and sales goals to establish the degree of success you want.
The Mastering Sales program features over 30 distinct sales tools participants can add to their skill set. These sales tools include:
Jim McAvoy
Suzanne Muchin
Helen Calvin
Dan Pink
Prof. Andrew Sykes
Thomas K.R. Stovall
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.
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.
Download BrochureAfter 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.
After reviewing the information on the program landing page, we recommend you submit the short form above to gain access to the program brochure, which includes more in-depth information. If you still have questions on whether this program is a good fit for you, please email learner.success@emeritus.org, and a dedicated program advisor will follow-up with you very shortly.
Some programs do have prerequisites, particularly the more technical ones. This information will be noted on the program landing page, as well as in the program brochure. If you are uncertain about program prerequisites and your capabilities, please email us at learner.success@emeritus.org for assistance.
Note that, unless otherwise stated on the program web page, all programs are taught in English and proficiency in English is required.
More than 50 percent of our participants are from outside the United States. Class profiles vary from one cohort to the next, but, generally, our online certificates draw a highly diverse audience in terms of professional experience, industry, and geography — leading to a very rich peer learning and networking experience.
Check back to this program web page or email us at learner.success@emeritus.org to inquire if future program dates or the timeline for future offerings have been confirmed yet.
Each program includes an estimated learner effort per week. This is referenced at the top of the program landing page under the Duration section, as well as in the program brochure, which you can obtain by submitting the short form at the top of this web page.
We have designed this program to fit into your current working life as efficiently as possible. Time will be spent among a variety of activities including:
The program is designed to be highly interactive while also allowing time for self-reflection and to demonstrate an understanding of the core topics through various active learning exercises. Please contact us at learner.success@emeritus.org if you need further clarification on program activities.
More than 250,000 professionals globally, across 80 countries, have chosen to advance their skills with Emeritus and its educational learning partners. In fact, 90 percent of the respondents of a recent survey across all our programs said that their learning outcomes were met or exceeded.
A dedicated program support team is available 24/5 (Monday to Friday) to answer questions about the learning platform, technical issues, or anything else that may affect your learning experience.
Peer learning adds substantially to the overall learning experience and is an important part of the program. You can connect and communicate with other participants through our learning platform.
Each program includes an estimated learner effort per week, so you can gauge what will be required before you enroll. This is referenced at the top of the program landing page under the Duration section, as well as in the program brochure, which you can obtain by submitting the short form at the top of this web page. All programs are designed to fit into your working life.
This program is scored as a pass or no-pass ; participants must complete the required activities to pass and obtain the certificate of completion. Some programs include a final project submission or other assignments to obtain passing status. This information will be noted in the program brochure. Please contact us at learner.success@emeritus.org if you need further clarification on any specific program requirements.
Upon successful completion of the program, you will receive a smart digital certificate. The smart digital certificate can be shared with friends, family, schools, or potential employers. You can use it on your cover letter, resume, and/or display it on your LinkedIn profile. The digital certificate will be sent approximately two weeks after the program, once grading is complete.
No, only verified digital certificates will be issued upon successful completion. This allows you to share your credentials on social platforms such as LinkedIn, Facebook, and Twitter.
No, there is no alumni status granted for this program. In some cases, there are credits that count toward a higher level of certification. This information will be clearly noted in the program brochure.
You will have access to the online learning platform and all the videos and program materials for 12 months following the program start date. Access to the learning platform is restricted to registered participants per the terms of agreement.
Participants will need the latest version of their preferred browser to access the learning platform. In addition, Microsoft Office and a PDF viewer are required to access documents, spreadsheets, presentations, PDF files, and transcripts.
Yes, the learning platform is accessed via the internet, and video content is not available for download. However, you can download files of video transcripts, assignment templates, readings, etc. For maximum flexibility, you can access program content from a desktop, laptop, tablet, or mobile device.
Video lectures must be streamed via the internet, and any livestream webinars and office hours will require an internet connection. However, these sessions are always recorded, so you may view them later.
Yes, you can register up until seven days past the published start date of the program without missing any of the core program material or learnings.
The program fee is noted at the top of this program web page and usually referenced in the program brochure as well.
Yes, you can do the bank remittance in USD via wire transfer or debit card. Please contact your program advisor, or email us at learner.success@emeritus.org for details.
Yes! Please email us at learner.success@emeritus.org with the details of the program you are interested in, and we will assist you.
Please email learner.success@emeritus.org with your invoicing requirements and the specific program you’re interested in enrolling in.
Yes, the flexible payment option allows a participant to pay the program fee in installments. This option is made available on the payment page and should be selected before submitting the payment.
Yes, the program fee is inclusive of any taxes, except for GST for Singapore residents.
Please email us at learner.success@emeritus.org for assistance.
You may request a full refund within seven days of your payment or 14 days after the published start date of the program, whichever comes later. If your enrollment had previously been deferred, you will not be entitled to a refund. Partial (or pro-rated) refunds are not offered. All withdrawal and refund requests should be sent to admissions@emeritus.org.
After the published start date of the program, you have until the midpoint of the program to request to defer to a future cohort of the same program. A deferral request must be submitted along with a specified reason and explanation. Cohort changes may be made only once per enrollment and are subject to availability of other cohorts scheduled at our discretion. This will not be applicable for deferrals within the refund period, and the limit of one deferral per enrollment remains. All deferral requests should be sent to admissions@emeritus.org.
Flexible payment options available.