Emeritus Institute of Management

Online Certificate in Mastering Sales: A Toolkit for Success

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.

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 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

Jumpstart your sales skills, sharpen your sales language, and learn to draft a solid pitch.

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

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.

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

Draft a prospecting script, increase your conversion rate from call to meet, build a more diverse, powerful network, and break through the first conversation with potential clients.

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

Qualify prospects faster, become an expert listener, run powerful meetings to differentiate yourself from competitors, and learn to defuse even the toughest objections.

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

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.

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

Boost your personal impact when presenting to make a persuasive first impression, save time in preparing presentations, and accelerate your sales process.

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

Form a high-performing unit, accelerate your sales cycle by getting your deals unstuck, and increase your chances of closing the sale.

Module 8: Going Above & Beyond and Delighting 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.

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

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.

Module 10: Putting your powerful sales kit into practice

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.

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