Building and Tuning the Sales Engine with Chicago Booth Professor Craig Wortmann
April 14, 2010: 6:15 PM - 9:00 PM
Not all selling is the same - especially for growth companies working with new customers, products, or markets. Join us for a unique session on entrepreneurial selling taught by Professor Craig Wortmann.
450 N. Cityfront Plaza Drive
Driving Directions:Chicago Booth has arranged with the AMC Theater-River East Self parking
Garage to provide discounted parking:
300 East Illinois Street (AMC Theater-River East Self Park Garage) $6.00
Garage: Self Park Facility
Payment: Automated; at pay-stations by cash or credit card or upon exit pay
by credit card only.
To receive discounted rate: There is a card validator at the first floor
security desk of the Gleacher Center.
Garage is located next to PJ Clarks and below the AMC Theater.
a) When traveling east on Illinois cross over Columbus and enter the Garage
on the left (north) side of the street.
b) If driving west on Grand (north of Theater), you can enter the garage ½
block before Columbus on the left (south) side of the street.
Professor Wortmann brings his 20 years of experience in sales and marketing strategy to the classroom through his Entrepreneurial Selling course (Bus 34111) at Chicago Booth. The class has quickly become very popular and Craig has taken a condensed version of the course to groups across the country.
Craig has distilled his full “Entrepreneurial Selling” course at Chicago Booth into a two-hour seminar designed to drive immediate application of key selling tools and insights. Join us for an opportunity to tune your sales engine and gain sales velocity.
In this Sales Leaders’ Roundtable session, we will explore and discuss several critical components of the sales engine:
The key phases of the Entrepreneurial Selling Process
The sales toolkit needed to construct a sales strategy for a set of clients and channels
The most common failure points in the Entrepreneurial Selling Process
NOTE EARLIER START TIME
Here is an Overview of his course which will be discussed in his March 10th Sales Leaders' Roundtable presentation - The biggest challenge to growing a successful entrepreneurial venture is selling. Entrepreneurs must build a strong sales pipeline to ensure profitable growth as they tackle other pressing issues like staffing, infrastructure, and financing. In the Entrepreneurial Selling course, you will learn how to acquire customers, target sales through different channels, manage the sales function, and use the key tools required for success in selling.
Learning Objectives You will be able to: • Understand the key phases of the selling process • Use the sales toolkit to construct a sales strategy for a set of clients and channels • Identify the most common failure points in an entrepreneurial sales process • Put to use a set of sales skills that will serve you in any career context
6:15 PM-6:30 PM: Registration and Networking
6:30 PM-8:30 PM: Program
8:30 PM-9:00 PM: Cash Bar and Networking in the Midway Club
Craig Wortman (Speaker)
Adjunct Associate Professor of Entrepreneurship, University of Chcago Booth School of Business
Craig Wortmann is the CEO of Experience, a firm that helps companies build their sales and marketing engine. In 2009, Craig executed a turnaround of an interactive marketing agency by immediately building a sales engine and developing a new web presence as well as trimming significant costs. Craig then sold the company at a high valuation to a much larger agency.
Craig also served for nine years as the CEO of WisdomTools, an e-learning software and consulting firm. While at WisdomTools, his clients ranged from McDonalds to the New York Stock Exchange to Walgreens and beyond. Furthermore, Craig’s background includes strategic sales and marketing experience at IBM, a Dean Witter company, and The Forum Corporation, a leading global training consultancy.
Craig brings his 20 years of experience in sales and marketing strategy to the classroom through his Entrepreneurial Selling course at Chicago Booth. The class has quickly become very popular and Craig has taken a condensed version of the course to groups across the country.
Outside of the classroom and the office, Craig is both a writer and a professional speaker. He authored a book about using stories as performance tools which is titled What's Your Story?, and speaks on the subjects of leadership, selling and entrepreneurship.
Ken Nordine, Jr. '97
Other InformationThe mission of the Chicago Booth Sales Leaders' Roundtable is to help both Chicago alumni and a broader community of sales professionals learn more, meet other colleagues and resolve sales issues. Our vision is to be the first choice for learning and sharing new sales leadership ideas. Visit the Chicago Booth alumni website for more information about the Sales Leaders' Roundtable, to view upcoming events and to subscribe to our email list.