Kellogg Sales School: Professional Certificate in Sales

Kellogg Sales School: Professional Certificate in Sales is one of the only programs of its kind in the world, conceptualized and developed by the Kellogg Sales Institute, a center dedicated to the science of sales. In this five-month program, participants develop a sales growth mindset and learn to amplify their impact in any setting. Participants develop their personal brand and build a Sales Toolkit to scale revenue. Participants master the sales process from scratch, including CRM practices, sales storytelling and customer engagement. Modules completed during this program include: Module 1: Cultivating a Growth Mindset Define a growth mindset and recognize how it supports successful learning and selling. Distinguish the three pillars of sales performance: knowledge, skill, and discipline. Apply research-based techniques for effective studying and transferable learning. Module 2: Sales is Progress Discover the history of sales, the best-known sales processes, the unique characteristics of the sales role, and the Entrepreneurial Sales Process used in Kellogg Sales School. Module 3: Deliberate Practice Recognize the difference between deliberate practice and repetitive practice, the necessity of feedback and coaching, and how to create achievable sales goals. Module 4: Plan to Win Create a plan to win prior to customer engagement. Practice managing raw customer data and transitioning it into a deliberate approach for one precise customer persona, complete with a new elevator pitch and competitive talking points. Module 5: Networking Readiness Cultivate powerful networking skills and techniques to drive meaningful conversations with potential customers. Develop readiness for networking situations and codify the follow-up process for capturing insights in your personal or professional CRM database. Module 6: Proactive Pursuit Identify the planning process for a successful sales pitch and for creating and maintaining client relationships (cold calling, cold emailing and competitive talking points). Module 7: Running High-Impact Meetings Learn valuable strategies for running high-impact, memorable meetings, both with customers and internally. Practice the discipline of running sales meetings that yield tangible value and strengthen relationships. Module 8: Questions and Conversations Design and lead conversations that leave your customers feeling heard and respected. Make space for trust by differentiating between the three levels of listening and learning how to effectively handle customer objections. Module 9: Storytelling — What's Your Story? Recognize the powerful influence of stories and how they can be used throughout your sales process. Organize stories you currently use and find future stories that can be adopted as effective tools of persuasion. Module 10: Storytelling — Tell Your Story Sharpen your storytelling techniques to allow for precise messaging, clarity about the business arc, and a smooth listener journey. Practice infusing your stories with emotion while keeping them crisp and impactful. Module 11: Presenting with Panache Employ elements of persuasion in powerful and compelling sales presentations. Create captivating visuals to accompany impactful sales presentations. Identify and practice performance characteristics that enhance your ability to share your message. Module 12: Show Up, Stand Out, Break Through Build sales tools that will help you stand apart as a seller—within a company and with clients. Create a plan for team selling situations and networking within an organization. Module 13: Negotiating and Closing Employ negotiation strategies to build trustworthiness and overcome bumps and obstacles along the way when closing a sales deal. Module 14 & 15: Entrepreneurial Selling, Selling Healthcare, or Selling Technology Specializations Design specialization-specific tools under the guidance of industry experts to become an exceptional entrepreneur, healthcare sales professional, or salesperson who sells technology. Module 16: Building Your Personal Brand Identify the impressions and impact you want to make through your personal brand. Develop practical strategies for encompassing your personal brand via in-person and virtual professional relationships. Module 17: Generating Positive Energy Develop tools to harness your positive energy, a power asset necessary for driving growth and effective sales solutions. Module 18: Putting It All Together (Capstone) Mark the end of your Kellogg Sales School journey by completing your capstone project: a ready-to-go sales portfolio consisting of Win Book records, Interview Readiness Tools, and a demonstration of growth and sharpened presentation skills.