Episode 31- Craig Wortmann Founder of Sales Engine and Sales Institute at Kellogg

Welcome back to the Digital Health Heavyweights podcast, today we are joined by Craig Wortmann, CEO of Sales Engine and founder of the Kellogg Sales Institute at Northwestern University for episode 31! Craig and our host Norm Volsky jump into the world of sales! He discusses the importance of sales education and the challenges faced by universities in recognizing sales as a discipline. He emphasizes the role of persuasion and influence in business leadership and highlights the significance of sales skills in the healthcare industry. Craig shares his own journey in sales and recommends three sales books for continuous learning. He also discusses the characteristics of a successful sales team and the importance of discipline in sales. Finally, he provides insights into the programs offered by the Kellogg Sales Institute. In this conversation, Craig Wortmann discusses the core skills and mindset needed for success in sales. He emphasizes the importance of telling the right story at the right time, handling tough conversations, and embracing healthy conflict. Craig also addresses the social acceptability of negotiating with salespeople and the need for sales professionals to create a positive reputation. He highlights the value of building a personal brand and simplifying complex value propositions. Additionally, Craig shares insights on taking sales teams from good to great and provides information on the programs offered by the Kellogg Sales Institute. Key Takeaways:💼 Sales education is often overlooked in universities, but it is a crucial discipline for business success.💡 Sales skills are essential for business leaders to influence and persuade others.🏥 Sales plays a significant role in the healthcare industry, where entrepreneurs need to sell their ideas and solutions to health systems.📚 Continuous learning is vital in sales, and there are several recommended books to enhance sales skills and knowledge.🌟 Successful sales teams require individuals with discipline, curiosity, and a focus on problem-solving. Telling the right story at the right time and handling tough conversations are core skills for success in sales.🤝 Embracing healthy conflict and negotiating effectively are essential in sales.🏆 Creating a positive reputation and building a personal brand are important for sales professionals.🔑 Simplifying complex value propositions and understanding the buyer's perspective are key to successful selling.💡 Knowledge, skill, and discipline are crucial for sales success.🎓 The Kellogg Sales Institute offers various programs for individuals interested in improving their sales skills.  Chapters00:00 Introduction and Background01:25 The Lack of Sales Education in Universities04:24 The Importance of Sales Skills05:52 The Role of Sales in Business Leadership06:49 The Ability to Persuade and Influence08:18 Sales in the Healthcare Industry10:02 Craig Wortmann's Sales Career12:26 Recommended Sales Books14:16 The Importance of Continuous Learning in Sales18:25 Characteristics of a Successful Sales Team19:22 The Importance of Discipline in Sales21:23 The Three Pillars of Sales: Knowledge, Skill, and Discipline22:22 The Kellogg Sales Institute and its Programs23:51 Core Skills for Success24:21 The Importance of Handling Heat25:24 Negotiating in Sales26:56 Creating a Positive Reputation28:11 Building a Personal Brand29:49 Gaining Respect in Sales31:13 The Importance of Knowledge, Skill, and Discipline33:14 Understanding the Buyer's Perspective34:18 Simplicity in Value Propositions38:24 Taking Sales Teams from Good to Great42:57 Kellogg Sales Institute Programs45:21 Practicing Discipline and HealthFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast