Northwestern School of Continuing Studies Business Kellogg

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Advance Your Career in Sales

What do Warren Buffett of Berkshire Hathaway, Anne Mulcahy of Xerox and Cisco's Chuck Robbins have in common? They are all Fortune 500 CEOs who started out in sales. Sales is the most sought-after capability in the global economy, and that need will never expire. Why? Because nothing happens in business until something gets sold.

The Kellogg Sales School is a one-of-a-kind program designed and delivered by the powerhouse faculty—Professor Craig Wortmann, who has helped the world's largest and most successful organizations in developing and fine-tuning their sales talent. Professor Wortmann is supported by a blockbuster lineup of distinguished industry experts, who impart their extensive knowledge and practical experience throughout the program.

Over the course of seven months, you will learn the sales process from scratch, including techniques to improve both conversions and customer relationships. Additionally, you will get a chance to specialize in one of three high-growth sales fields—entrepreneurial selling, selling healthcare, or selling technology.

$26 Trillion

The estimated value of global retail sales by 2022

Source: Statista

#3

"Salesperson" continues to rank among the most in-demand jobs, a distinction it has held for several years running

Source: LinkedIn

High-Level Program Takeaways

• Build your sales knowledge, skill, and discipline as a salesperson and create a roadmap to fast track your sales career and personal success now and in future roles.
• Build a personal Sales Toolkit to help you qualify fast, ask the right questions, and close the deal, giving you the confidence to show up and stand out in every room, every Zoom.
• Develop a powerful personal brand that is magnetic and unstoppable and produces your signature selling style.
• Model a mindset that will prioritize growth and help people make progress in their lives.

Who Is This Program For?

The Kellogg Sales School program from Kellogg Executive Education is for those who want to become exceptional salespeople and build on or formalize their sales expertise. The program will not only help you develop a deeper understanding of sales but will also help you develop customer-focused insights that are designed to drive impact. This program is ideal for the following categories of professionals:

• Sales and Business Development Professionals looking to boost their sales career and gain better growth trajectories.
• Entrepreneurs in small ventures looking to develop a strong sales engine and scale revenue.

Why Choose This Program?

• Gain access to a 50-Tool Personal Sales Toolkit that will help you create your unique selling style.
• Interact with world-renowned thought leaders, CEOs, and sales experts.
• Unlock networking opportunities with global peers, industry experts, and inspirational salespeople.

Program Modules

This program is organized into three main sections:

Section 1: Foundations of Sales Success
The first five modules of this program will introduce you to fundamental knowledge, skills, and disciplines of the sales profession, the Kellogg Sales Institute entrepreneurial sales process, and techniques for managing customer data and setting achievable goals.

Module 1: Cultivating a Growth Mindset

Module 2: Sales Is Progress

Module 3: Deliberate Practice

Module 4: Plan to Win

Module 5: Networking Readiness

Section 2: Skills and Tools for Pitching, Winning, and Maintaining Clients
The next six modules will focus on building and nurturing client relationships, developing and managing a matrix of stories to use throughout the sales process, and employing the powers and tools of persuasion in compelling sales presentations.

Module 6: Proactive Pursuit

Module 7: Running High-Impact Meetings

Module 8: Questions and Conversations

Module 9: Storytelling—What's Your Story?

Module 10: Storytelling—Tell Your Story

Module 11: Presenting With Panache

Section 3: Choose a Sales Specialization and Finalize a Sales Portfolio
In the final section of the program, participants will choose a sales specialization in selling technology, selling healthcare, or entrepreneurial selling for two modules. The remaining modules will focus on negotiating and closing sales, building a personal brand, and completing the capstone project: a customized sales portfolio.

Module 12: Show Up, Stand Out, Break Through

Module 13: Negotiating and Closing

Modules 14 and 15: Entrepreneurial Selling, Selling Healthcare, or Selling Technology Specializations

Module 16: Generating Positive Energy

Module 17: Building Your Personal Brand

Module 18: Putting It All Together (Capstone)

For more information on the full syllabus, download our brochure

Capstone Project

Create a ready-to-go sales portfolio consisting of an interview preparation checklist to codify your skills and unique value you bring to the interview; a Win Book that records testimonials, emails, stories, and journal entries about the program experience; a narrated video of a success story and a failure story; and a five-minute video presentation teaching a concept of the program to someone else.

Build Your Own Personal Sales Toolkit

2x2 Feedback Model Tool

Plan to Win Tool

Story/Matrix Tool

Sales Agenda Tool

Impact Questions Tool

Team Selling for Impact Tool

Proposal as Prototype

C-Suite Conversation Tool

Proactive Pursuit Checklist

Certificate

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 complete 75% in order to obtain the certificate of completion.

Download Brochure

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 the Kellogg School of Management.

Sales Specializations

Unique to the learning experience in the Kellogg Sales School is the highly specialized training you receive for your particular field or business line of interest. Led by industry experts, specialization tracks prepare you to develop a signature selling style that will yield you more wins and deepen your industry relationships. Select one of the three specialization tracks ahead of time.

Selling Healthcare Track

Analyze forces that impact consumer behavior in the healthcare industry to develop an effective sales strategy. Outline key elements that drive demand for patient-centric healthcare to better understand the needs of the organization. Identify key stakeholders and opportunities for strategic partnerships to enhance healthcare sales. Identify a strategy to gain key skills to land a range of healthcare sales jobs.

Selling Technology and SaaS Track

Identify how digital transformation priorities rise to the level of business transformation priorities. Master the customer-buyer interaction in the context of the role of selling in technology. Practice using a three-pronged selling approach specific to technology. Discover and develop your unique skills for selling successfully in the technology space.

Entrepreneurial Selling Track

Design specific sales tools under the guidance of Kellogg's renowned sales expert to become an exceptional entrepreneur.

Career Support and Guidance

Pivoting and accelerating your career in sales takes grit, determination, lots of skill, and discipline. It is a combination of a variety of skills, both hard and soft. This experience will guide you in elevating your career in sales, your leadership of sales teams, or navigating a path into sales. The support team includes program leaders who help you reach your learning goals and career coaches who guide you through your job search. Qualified candidates may receive introductions or referrals to open positions with our hiring partners upon program completion; However, job placement is not guaranteed.

Career preparation services include:

• Nailing your elevator pitch
• LinkedIn profile guidance

• Resumes and cover letters that pop
• Navigating your job search

• Interview tips and preparation
• Negotiating your package

Career exercises focused on launching a career in sales include:

• Job search for sales roles and exceptional interview readiness
• Building your personal brand and promoting that brand
• Powerful communication in conversation, presentation, and storytelling

To know more about the program:

Program Faculty

Craig Wortmann

Founder and Academic Director, Kellogg Sales Institute and Clinical Professor of Innovation and Entrepreneurship, Founder and CEO, Sales Engine, Inc., Author of "What's Your Story?", Operating Partner, Pritzker Group Venture Capital

Craig Wortmann is a Clinical Professor of Innovation and Entrepreneurship at Northwestern's Kellogg School of Management and is the Founder and Academic Director of the Kellogg Sales Institute… More info

Founder and Academic Director, Kellogg Sales Institute and Clinical Professor of Innovation and Entrepreneurship, Founder and CEO, Sales Engine, Inc., Author of "What's Your Story?", Operating Partner, Pritzker Group Venture Capital

Craig Wortmann is a Clinical Professor of Innovation & Entrepreneurship at Northwestern's Kellogg School of Management and is the Founder & Academic Director of the Kellogg Sales Institute. Since joining Kellogg in 2017, Craig has been a top five finalist as nominated by students for the Lavengood Outstanding Professor of the Year award. In 2018, 2019 and again in 2020, Craig won the "Outstanding Professor" distinction awarded by Kellogg's Executive MBA students.

From 2008 to 2016, Craig was Clinical Professor of Entrepreneurship at the University of Chicago's Booth School of Business. He designed, developed and taught the award- winning Entrepreneurial Selling™ course, recognized by Inc. Magazine as one of the "Top Ten" courses in the U.S. At Booth, Craig was the recipient of the 2012 Faculty Excellence Award, given to the professor who has the greatest positive impact on the students. After joining Kellogg's faculty in 2017, Craig designed and launched the MBA course called Selling Yourself & Your Ideas, which quickly became one of the most popular courses at Kellogg.

From selling tech for IBM early in his career, to financial services where he covered three-quarters of the United States, to consulting services, books and apps, Craig is an expert in sales across the B2B and B2C spectrum. He advises some of the world's largest and most successful companies on developing and fine-tuning their sales talent, as well as guiding some of the fastest-growing entrepreneurial firms on how to design and build a powerful revenue engine. In just the past ten years, Craig has been fortunate to teach tens of thousands of people how to sell, how to lead sales teams and how to lead companies.

After earning his MBA in marketing and finance from Kellogg in 1995, Craig has been a three-time entrepreneur and CEO, beginning with his first software company in 2000. After selling that firm in 2008, Craig conducted a successful turnaround of a struggling digital marketing agency, selling it to a larger French company only 11 months after joining as its CEO.

Currently, Craig is the Founder & CEO of Sales Engine Inc., a tools and services firm founded on the core belief that sales is the engine of any business. As a global speaker and virtual sales advisor, Craig helps people from every corner of the globe develop the knowledge, skill and discipline necessary to become magnetic and unstoppable sales people. In addition to growing his Sales Engine firm, Craig serves as Operating Partner for Pritzker Group Venture Capital where he helps grow the revenue engines of its portfolio companies.

Craig is the author of What's Your Story?, a book designed to equip you with the right story at the right time for the right reason. He is also an active angel investor, solely focused on companies that help people develop healthy habits and empower people to be their best. His portfolio currently includes sleep and food companies, as well as those creating the next generation of female leaders.

Craig and his family split their time between Illinois and Wisconsin where they can be found reading, running, and laughing.

Meet the Sales Experts For The Specialization Tracks

Tessa G. Misiaszek, PhD, MPH is the Subject Matter Expert for 'Healthcare Specialization'. Dr. Misiaszek completed her PhD at Simmons University in Boston and has taught with the Simmons School of Business since 2011. She also holds a Master of Public Health and a Bachelor of Science degree in Resource Economics from the University of Massachusetts Amherst. Dr. Misiaszek brings extensive experience developing human capital strategies to improve business communications. Prior to joining Hult International Business School, Dr. Misiaszek was CEO of Empathetics, Inc. – a company that developed empathic communications training for healthcare professionals, as well as a Principal Consultant with Korn Ferry International Company, where she worked with integrated health systems and health plans to develop diversity and inclusion strategies and broadly implement cultural competency training. Dr. Misiaszek teaches international marketing, strategic brand management, and entrepreneurship courses.

— TESSA G. MISIASZEK, PhD, MPH, Professor at Hult International Business School and Instructor with Harvard Professional Development Programs

Scott Simony is the Subject Matter Expert for the 'Selling Technology' specialization. He serves as the Director of Sales at Google Cloud, where he is responsible for building cross-functional sales teams and forging new business partnerships with Fortune 1000 enterprises headquartered in the midwest. Scott brings nearly twenty years of experience working at the intersection of business and technology. In his previous roles at Google, Scott led high-growth sales teams in the Automotive and Financial Services sectors. He was responsible for developing and executing strategies to connect data and digital experiences to tangible business results for his clients. Over his thirteen years at Google, Scott has crafted solutions across Video, Search, Mobile and Cloud. He started his career in New York at IPG and Publicis as a broadcast TV buyer. Scott is a graduate from the University of Michigan and active board member at Posse Foundation and Coming Up Rosies. He lives with his wife and two children near Chicago.

— SCOTT SIMONY , Director of Cloud Sales, Google

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Guest Stars Include

Gary Fencik

Head of Business Development, Adams Street Partners

Gary Fencik is the Head of Business Development at Adams Street Partners, a Chicago-based private equity firm. Gary oversees all marketing and consultant related activities and relationships for the firm, and works closely with the Client Service and Investment Teams to develop private equity investment proposals and programs for institutional and high-net worth clients. Gary is also a member of Adams Street's Executive Committee, where he is actively involved in developing the strategic vision and initiatives for the Firm.

TIANA S. CLARK

United States Air Force veteran, Master of Science in Educational Leadership and Bachelor of Science in Political Science with a minor in African-American studies.

Tiana S. Clark is a United States Air Force veteran, mom of four, entrepreneur, creator & executive producer, multi-award-winner, wife, teacher, nonprofit founder, world traveler, corporate tech leader, and mentor. She's climbed the ladder in two Fortune Top 10 corporations over a span of 15 years, leading an international acquisition at Valero Energy Corporation and building the first-ever and best-in-class National Services Sales University at Microsoft. She's created her OWN positions — twice. She's led portfolios of millions and billions in revenue over the years and has liberated herself from so-called "imposter syndrome."

Franck Cespedes

Senior Lecturer, Harvard Business School

Frank Cespedes is a Senior Lecturer at Harvard Business School. For 12 years, he ran a professional services firm that won awards in the United States and in Europe for its work with companies. He has consulted to companies in many industries, is affiliated with PE and VC investors, has been a Board member of corporations and start-up firms, and the Education for Employment Foundation. At Harvard, he teaches Entrepreneurial Sales & Marketing, heads the executive program on Linking Strategy and Sales, and also teaches in the Owner-President Management program (OPM) for CEOs.

Kelly Amonte Hiller

Combe Family Head Lacrosse Coach, Northwestern University

Already a legend in the game as a player, Kelly Amonte Hiller has established herself as one of the sport's greatest coaches after building Northwestern Lacrosse into a dynasty. In May of 2005, Amonte Hiller etched her name in the annals of college athletics when she guided her upstart Northwestern team to an undefeated season and the first NCAA Lacrosse Championship ever won by a team outside the Eastern Time Zone, the first of an incredible seven national titles. After resurrecting a Northwestern program that had not competed at the varsity level in more than 10 years, Amonte Hiller led the Wildcats to the national semifinals 10 years in a row from 2005 to 2014 and tied an NCAA record with eight consecutive title game appearances in the process.

Brooke Olson Vuckovic

Clinical Professor of Leadership at the Kellogg School of Management

Brooke Olson Vuckovic is a Clinical Professor of Leadership at the Kellogg School of Management, where she teaches on a wide variety of leadership topics including the Moral Complexity in Leadership. Brooke takes great pride in receiving the Faculty Impact Award for multiple years from her MBA students for her outstanding contributions in the classroom. In addition to her teaching, Brooke is the Academic Director for "Leading the Family Enterprise," and the faculty director of coaching for Zell Fellows, Kellogg's highly selective venture accelerator program. Brooke's work at Kellogg reflects her deep interest in the complex tasks of leadership broadly speaking, but especially within multi-generational family enterprise and founder-led companies.

Dr. Steven G. Rogelberg

Organizational psychologist, Chancellor's Professor at UNC Charlotte for distinguished national, international and interdisciplinary contributions.

Dr. Steven G. Rogelberg, an organizational psychologist, holds the title of Chancellor's Professor at UNC Charlotte for distinguished national, international and interdisciplinary contributions. He is an award-winning teacher and recipient of the very prestigious Humboldt Award for his research on meeting. His latest book, "The Surprising Science of Meetings: How You Can Lead Your Team to Peak Performance" (Oxford) was recognized by the Washington Post as the "#1 Leadership Book to Watch for". He and the book were also featured on CBS This Morning Freakonomics, HBR, WSJ, BBC World to name a few. Adam Grant has called Steven the "worlds leading expert on how to fix meetings". He was the inaugural winner of the Society for Industrial and Organizational Psychology (SIOP) Humanitarian Award. He is also the current President of SIOP.

Jodi Glickman

CEO and founder of Great on the Job

Jodi Glickman is passionate about developing leaders— both seasoned executives and next generation talent. As the CEO and founder of Great on the Job, Jodi and her team have reached hundreds of thousands of the brightest minds across corporate America and academia—working with many of the most influential organizations and iconic brands—counting LinkedIn, JP Morgan, Abbott, and Harvard Business School among their longest standing clients. Jodi has appeared on the TEDx stage (Why You Should Stop Looking for Work You Love), she is the author of the critically acclaimed book Great on the Job, What to Say, How to Say It, The Secrets of Getting Ahead (St. Martin's Press), and she is a writer for the Harvard Business Review. Jodi lives in Boulder, CO with her husband and three children. She enjoys hiking, biking and eating hot fudge sundaes, not necessarily in that order.

Carter Cast

Michael S. and Mary Sue Shannon Clinical Professor of Entrepreneurship at Northwestern's Kellogg School of Management.

Carter is an operating partner at Pritzker Group Venture Capital and a senior advisor at Pritzker Group Private Capital. Carter was formerly the CEO of Walmart.com and prior to that, the founding chief marketing officer of Blue Nile, Inc. the leading seller of diamonds and jewelry on the Internet. Before that, Carter was the director of marketing at Frito Lay, where he and his team developed Tostitos Scoops and launched the salsa and dip product line. Carter teaches entrepreneurship courses at Kellogg and has been given the impact teaching award by his students six times. He is also the author of a book, The Right (and Wrong) Stuff: How Brilliant Careers are Made – and Unmade, which was released in 2018. Forbes named it one of the six best "self-help books to keep you motivated until 2020 (and beyond)." Carter has a bachelor's degree from Stanford University and received his MBA from Northwestern's Kellogg School of Management.

Dr. Bernard Banks

Associate Dean for Leadership Development and Inclusion (and a Clinical Professor of Management) at Northwestern University's Kellogg School of Management.

At Kellogg, Bernie is accountable for integrating leader development across the school's global portfolio of degree programs. He also serves as the institution's Chief Diversity, Equity and Inclusion Officer. Previously, Dr. Banks was the Department Head (Dean) of Behavioral Sciences & Leadership at West Point and he retired from the Army as a Brigadier General in August 2016. A dynamic speaker, Bernie has presented on a variety of topics related to leadership at notable institutions like the U.S. Army War College, the University of Pennsylvania's Wharton School of Business, Harvard's Kennedy School of Government, Yale University's School of Management, and General Electric's John F. Welch Leadership Center. He has also consulted to, and conducted training on behalf of, numerous corporate and government clients (e.g., Goldman Sachs, JP Morgan, U.S. Forest Service, Jones Lang LaSalle, Honeywell, P&G, Mercedes Benz, Wellpoint, Reckitt Benckiser, 7-Eleven, and IBM).

Amanda Russell

Leader in business, professor, author, and accomplished marketing consultant

Amanda is widely respected as a leader in business, professor, author, and accomplished marketing consultant. By the age of 32, she built and sold two thriving businesses. A former Olympic-level runner, her first company began with a fitness YouTube channel that she grew into one of the first digital fitness subscription programs. She went on to found a digital marketing company, the Interesting Agency, that specialized in the fitness industry and worked with some of the biggest names in fitness. Considered one of the most important voices in influencer marketing today, Amanda is a leading authority on Modern Influencer Marketing Strategy — the novel approach to marketing that is taking the world by storm.

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Source: https://online.em.kellogg.northwestern.edu/professional-certificate-sales

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