About this Course
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Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Beginner Level

Approx. 9 hours to complete

Suggested: 4 Weeks, 5-7 hours per week...

English

Subtitles: English, Vietnamese

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Beginner Level

Approx. 9 hours to complete

Suggested: 4 Weeks, 5-7 hours per week...

English

Subtitles: English, Vietnamese

Syllabus - What you will learn from this course

Week
1
2 hours to complete

Week 1: It All Starts With a Goal

8 videos (Total 12 min), 8 readings
8 videos
Meet Craig Wortmann1m
Course 1 Introduction30s
Setting a Sales Goal1m
Salesperson Vs. Advisor2m
Knowledge, Skill, Discipline Framework2m
Barter Exercise54s
Role Play: Barter Exercise2m
8 readings
Meet The Team10m
How Do I Get The Most Out Of This Course?10m
FAQ10m
The 3 Clear Points of Week 15m
Worksheets and Readings30m
Final Project Prep Assignment: Setting a Sales Goal30m
Final Project Prep Assignment: Knowledge Skill Discipline Framework - Course 130m
Capstone Prep Assignment - Barter Project5m
Week
2
3 hours to complete

Week 2: Selling is a Contact Sport

5 videos (Total 9 min), 4 readings, 1 quiz
5 videos
Preparation - Targeting2m
Lead Generation2m
Meeting Preparation Checklist53s
Email Introductions2m
4 readings
The 3 Clear Points of Week 210m
Worksheets and Readings30m
Final Project Prep Assignment: Targeting1h
Capstone Prep Assignment - Barter Project10m
1 practice exercise
Final Project Prep Assignment: Writing an Introductory Email30m
Week
3
2 hours to complete

Week 3: Selling Happens in a Conversation

6 videos (Total 16 min), 4 readings
6 videos
Working a Room6m
The Sales Trailer1m
The 3rd and 4th Gears59s
Role Play: Working a Room5m
Building an Exit53s
4 readings
The 3 Clear Points of Week 310m
Readings30m
Final Project Prep Assignment: The Art of the Sales Conversation1h
Capstone Prep Assignment - Barter Project10m
Week
4
5 hours to complete

Week 4: Qualify, Hard and Early

5 videos (Total 6 min), 3 readings, 2 quizzes
5 videos
When it Doesn’t Work (How You Exit a Conversation)1m
When it Works (How You Solidify a Lead)1m
Qualify1m
Course 1 Closing55s
3 readings
The 3 Clear Points of Week 45m
Readings30m
Capstone Prep Assignment - Barter Project10m
1 practice exercise
Final Project Prep Assignment: The Art of the Sales Conversation2h
4.8
42 ReviewsChevron Right

43%

started a new career after completing these courses

40%

got a tangible career benefit from this course

Top reviews from Customer Segmentation and Prospecting

By LLJul 20th 2018

I learned so much from Craig in this course about how to improve my sales efforts. I'm excited to take the entire series of courses, and to further improving. Thank you to him and the team.

By SJMar 22nd 2019

Great information for sales professionals. Some of the things you will learn include sending compelling emails to prospects and how to qualify a lead fast. I highly recommend this class.

Instructor

Avatar

Craig Wortmann

CEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management

About Northwestern University

Northwestern University is a private research and teaching university with campuses in Evanston and Chicago, Illinois, and Doha, Qatar. Northwestern combines innovative teaching and pioneering research in a highly collaborative environment that transcends traditional academic boundaries. ...

About the The Art of Sales: Mastering the Selling Process Specialization

Close more deals and improve the performance of any sales team. The Art of Sales Specialization is designed to make you more effective and efficient as you pursue your sales goals. Understand how to stand out in the crowd, attract customers, and build support for your initiatives within your company. Knowing how to “get to yes” is a crucial skill that can improve many facets of your life. Prepare to be tested, taught, and transformed as you learn to locate new customers and get great results....
The Art of Sales: Mastering the Selling Process

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.