October 13, 2021
10 weeks, online
4-6 hours per week
US$1,950 or get US$195 off with a referral
Special pricing up to 20% discount is available if you enroll with your colleagues. Please send an email to group-enrollments@emeritus.org for more information.
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 a target population with focusing filters, draft competitive talking points, map an ideal work week, and waste 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.
Decide what your brand is, build a measurement system to evaluate your success, and draft self-improvement and sales goals to decide how successful you want to be.
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 a target population with focusing filters, draft competitive talking points, map an ideal work week, and waste 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.
Decide what your brand is, build a measurement system to evaluate your success, and draft self-improvement and sales goals to decide how successful you want to be.
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.
Flexible payment options available.
