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Craig Wortmann
In Course 4, we are quite literally “putting it all together”. We will review the insights we gained from our barter experiment and use the tools we created each week to curate your Sales Toolkit.
Register for this course and see more details by visiting:
OpenCourser.com/course/6p33e8/building
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Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Develops a unique strategy to optimize sales
Guides students through a barter experiment
Suitable for individuals looking to enhance their sales toolkit
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Save Building a Toolkit for Your Sales Process to your list so you can find it easily later:
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Reviews summary
Sales toolkit essentials wrap-up
This course, the final installment of the Art of Sales Specialization, is highly recommended by students. Students found the course to be a valuable way to assemble all of the tools and worksheets from the specialization into a cohesive toolkit for use in the field.
Compact and Manageable
"Compact, Doable and Precise"
Suitable for All Levels
"Great course and will be very useful."
"Very fun and informative, even if you do not have a sales background."
Engaging and Magnetic Instructor
"He is the Professor for whole course and the full Specialization, he is magnetic, he allowed me to understand concepts that I was unable to learn by reading books."
Valuable Tools and Worksheets
"It provides complementary tools to keep fine-tuning and perfecting your own Sales Toolkit, and also guides you as to how you can keep improving and growing the skills and disciplines covered throughout the rest of the courses."
Highly recommended
"This course is the perfect wrap-up for the Art of Sales Specialization."
"As the last course of the Specialisation, I highly recommend it, it helped me to put together all the tools and complete my sales Toolkit."
"Honestly. I am a different person after this course."
Activities
Be better prepared
before
your course. Deepen your understanding
during
and
after
it. Supplement your coursework and achieve mastery of the topics covered
in Building a Toolkit for Your Sales Process with these
activities:
Read "The Elements of Style" by Strunk and White
Show steps
Provides clear and concise guidelines for effective writing, enhancing your ability to express ideas clearly.
View
The Elements of Style, Fourth Edition
on Amazon
Show steps
-
Read through the book, taking notes on key principles.
-
Apply the principles to your own writing, seeking feedback to improve.
Review Quoting and Paraphrasing
Show steps
Review how to quote and paraphrase sources correctly to use them effectively in academic writing.
Show steps
-
Review course materials on quoting and paraphrasing.
-
Find examples of good quotes and paraphrases in articles or books.
-
Practice quoting and paraphrasing short passages.
Practice Summarizing Articles
Show steps
Regular practice in summarizing articles improves your ability to identify and extract main ideas.
Show steps
-
Choose articles from reputable sources related to your field of study.
-
Read the articles carefully, identifying key points and supporting evidence.
-
Write summaries that capture the main ideas and key supporting points.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Develop a Thesis Statement
Show steps
This activity helps you formulate a clear and concise thesis statement for your academic papers.
Show steps
-
Brainstorm ideas and research your topic.
-
Write a rough draft of your thesis statement.
-
Refine and revise your thesis statement based on feedback.
Join a Writing Workshop or Critique Group
Show steps
Seek feedback on your writing from peers, providing valuable insights and perspectives.
Show steps
-
Find a writing workshop or critique group that aligns with your interests.
-
Attend regular meetings and actively participate in discussions.
-
Share your work for feedback and be open to constructive criticism.
Start a Blog or Website for Your Writing
Show steps
Creating a platform for your writing provides an opportunity to share your ideas, receive feedback, and improve your writing skills.
Show steps
-
Choose a topic or niche for your blog or website that aligns with your interests and expertise.
-
Set up and design your blog or website using a platform like WordPress or Wix.
-
Create high-quality content that is informative, engaging, and well-written.
Mentor Younger Students in Writing
Show steps
By guiding and supporting others in their writing journey, you reinforce your own understanding and develop valuable teaching skills.
Show steps
-
Identify opportunities to mentor younger students through programs or organizations.
-
Provide guidance and feedback on their writing assignments and projects.
-
Share your knowledge and experience to help them improve their writing skills.
Contribute to Open Source Writing Projects
Show steps
Collaborating on open-source writing projects allows you to learn from others, contribute to a wider community, and improve your writing skills.
Show steps
-
Identify open source writing projects that align with your interests.
-
Join the community and start contributing in areas such as writing documentation or creating tutorials.
Read "The Elements of Style" by Strunk and White
Show steps
Provides clear and concise guidelines for effective writing, enhancing your ability to express ideas clearly.
View
The Elements of Style, Fourth Edition
on Amazon
Show steps
Show steps
Show steps
- Read through the book, taking notes on key principles.
- Apply the principles to your own writing, seeking feedback to improve.
Review Quoting and Paraphrasing
Show steps
Review how to quote and paraphrase sources correctly to use them effectively in academic writing.
Show steps
Show steps
Show steps
- Review course materials on quoting and paraphrasing.
- Find examples of good quotes and paraphrases in articles or books.
- Practice quoting and paraphrasing short passages.
Practice Summarizing Articles
Show steps
Regular practice in summarizing articles improves your ability to identify and extract main ideas.
Show steps
Show steps
Show steps
- Choose articles from reputable sources related to your field of study.
- Read the articles carefully, identifying key points and supporting evidence.
- Write summaries that capture the main ideas and key supporting points.
Five other activities
Expand to see all activities and additional details
Show all eight activities
Develop a Thesis Statement
Show steps
This activity helps you formulate a clear and concise thesis statement for your academic papers.
Show steps
Show steps
Show steps
- Brainstorm ideas and research your topic.
- Write a rough draft of your thesis statement.
- Refine and revise your thesis statement based on feedback.
Join a Writing Workshop or Critique Group
Show steps
Seek feedback on your writing from peers, providing valuable insights and perspectives.
Show steps
Show steps
Show steps
- Find a writing workshop or critique group that aligns with your interests.
- Attend regular meetings and actively participate in discussions.
- Share your work for feedback and be open to constructive criticism.
Start a Blog or Website for Your Writing
Show steps
Creating a platform for your writing provides an opportunity to share your ideas, receive feedback, and improve your writing skills.
Show steps
Show steps
Show steps
- Choose a topic or niche for your blog or website that aligns with your interests and expertise.
- Set up and design your blog or website using a platform like WordPress or Wix.
- Create high-quality content that is informative, engaging, and well-written.
Mentor Younger Students in Writing
Show steps
By guiding and supporting others in their writing journey, you reinforce your own understanding and develop valuable teaching skills.
Show steps
Show steps
Show steps
- Identify opportunities to mentor younger students through programs or organizations.
- Provide guidance and feedback on their writing assignments and projects.
- Share your knowledge and experience to help them improve their writing skills.
Contribute to Open Source Writing Projects
Show steps
Collaborating on open-source writing projects allows you to learn from others, contribute to a wider community, and improve your writing skills.
Show steps
Show steps
Show steps
- Identify open source writing projects that align with your interests.
- Join the community and start contributing in areas such as writing documentation or creating tutorials.
Career center
Learners who complete Building a Toolkit for Your Sales Process will develop knowledge and skills
that may be useful to these careers:
Sales Manager
Sales Manager
As a Sales Manager, you would be responsible for leading a team of salespeople and developing sales strategies to achieve company goals. This course would provide you with the tools and knowledge you need to succeed in this role, such as how to build relationships with customers, negotiate deals, and close sales. Additionally, the course would help you to develop your leadership and management skills.
Sales Engineer
Sales Engineer
As a Sales Engineer, you would be responsible for providing technical support to customers and helping them to understand and use your company's products or services. This course would provide you with the knowledge and skills you need to succeed in this role, such as how to communicate effectively with customers, understand their needs, and troubleshoot technical problems.
Business Development Manager
Business Development Manager
As a Business Development Manager, you would be responsible for developing new business opportunities and building relationships with potential customers. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to identify and qualify leads, develop marketing materials, and close deals.
Account Manager
Account Manager
As an Account Manager, you would be responsible for managing relationships with existing customers and ensuring that they are satisfied with your company's products or services. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to build relationships with customers, understand their needs, and resolve issues.
Marketing Manager
Marketing Manager
As a Marketing Manager, you would be responsible for developing and executing marketing campaigns to promote your company's products or services. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to create marketing plans, develop marketing materials, and track marketing campaigns.
Product Manager
Product Manager
As a Product Manager, you would be responsible for managing the development and launch of new products or services. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to conduct market research, develop product specifications, and manage product development.
Project Manager
Project Manager
As a Project Manager, you would be responsible for planning and executing projects to achieve specific goals. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to develop project plans, manage project teams, and track project progress.
Operations Manager
Operations Manager
As an Operations Manager, you would be responsible for overseeing the day-to-day operations of a business or organization. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to manage teams, develop processes, and improve efficiency.
Customer Success Manager
Customer Success Manager
As a Customer Success Manager, you would be responsible for ensuring that customers are satisfied with your company's products or services and that they are getting the most value from their investment. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to build relationships with customers, understand their needs, and resolve issues.
Sales Operations Manager
Sales Operations Manager
As a Sales Operations Manager, you would be responsible for managing the sales process and ensuring that the sales team is operating efficiently and effectively. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to develop sales processes, implement CRM systems, and track sales performance.
Salesforce Administrator
Salesforce Administrator
As a Salesforce Administrator, you would be responsible for managing and customizing Salesforce CRM systems. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to configure Salesforce, create reports, and manage users.
Marketing Analyst
Marketing Analyst
As a Marketing Analyst, you would be responsible for analyzing marketing data to measure the effectiveness of marketing campaigns and to identify opportunities for improvement. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to collect and analyze data, develop marketing reports, and make recommendations based on data.
Data Analyst
Data Analyst
As a Data Analyst, you would be responsible for analyzing data to identify trends, patterns, and insights that can be used to improve business decisions. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to collect and analyze data, develop data visualizations, and make recommendations based on data.
Business Analyst
Business Analyst
As a Business Analyst, you would be responsible for analyzing business processes and identifying opportunities for improvement. This course would provide you with the skills and knowledge you need to succeed in this role, such as how to conduct business analysis, develop business process models, and make recommendations for improvement.
Financial Analyst
Financial Analyst
As a Financial Analyst, you would be responsible for analyzing financial data to make recommendations for investment and business decisions. This course may provide you with some of the skills and knowledge you need to succeed in this role, such as how to analyze financial statements and make recommendations based on data.
For more career information including salaries, visit:
OpenCourser.com/course/6p33e8/building
Reading list
We've selected 12 books
that we think will supplement your
learning. Use these to
develop background knowledge, enrich your coursework, and gain a
deeper understanding of the topics covered in
Building a Toolkit for Your Sales Process.
This classic sales book introduces the SPIN (Situation, Problem, Implication, Need-Payoff) method, a proven framework for asking questions that uncover customer needs and drive sales conversations. It complements the course's focus on developing effective sales questions and building a sales toolkit.
Delves into the psychological aspects of selling, providing insights into customer behavior and motivations. It helps sales professionals understand how to build rapport, overcome objections, and close deals more effectively. It can provide valuable background knowledge and enhance the course's discussion of sales techniques.
Shares the author's insights and experiences in building a high-growth sales organization at HubSpot. It covers topics such as data-driven decision-making, inbound marketing, and sales automation. While it may not directly align with the course's focus on building a sales toolkit, it offers valuable insights into modern sales practices.
Save
Provides an introduction to predictive analytics and its applications in business. While it may not directly align with the course's focus on sales, it offers valuable insights into data analysis and its potential to enhance sales processes.
Save
This textbook provides a comprehensive overview of sales management principles and practices. It covers topics such as sales planning, forecasting, motivation, and performance management. While it may be more comprehensive than the course, it offers valuable background knowledge and can serve as a reference tool for further exploration.
Explores the theory of disruptive innovation and its implications for business strategy. While it may not directly align with the course's focus on sales, it offers valuable insights into market dynamics and the challenges of adapting to new technologies.
Save
Challenges traditional work and sales models and provides strategies for increasing productivity, automating processes, and building a lifestyle of freedom. While it may not directly align with the course's focus on specific sales techniques, it can offer inspiration and insights into alternative approaches to sales.
Provides a guide to the lean startup methodology, which emphasizes iterative development, testing, and validation. While it may not directly align with the course's focus on sales, it offers valuable insights into product development and customer-centric approaches.
Explores the challenges of bringing technology products to mainstream markets. While it may not directly align with the course's focus on sales, it offers valuable insights into market segmentation, customer adoption, and marketing strategies.
Save
Provides a practical guide to customer acquisition for startups. While it may not directly align with the course's focus on sales techniques, it offers valuable insights into building a customer base and driving growth.
Save
Provides a framework for developing effective business strategies. While it may not directly align with the course's focus on sales, it offers valuable insights into strategic planning and decision-making.
Provides a comprehensive overview of essential business concepts and skills. While it may not directly align with the course's focus on sales, it offers valuable background knowledge and insights into various aspects of business management.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/6p33e8/building
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Time
28 hours
Via
Coursera
Institution
Northwestern University
Instructor
Craig Wortmann
This course belongs to a
collection
called
The Art of Sales: Mastering the Selling Process. It's comprised of four courses:
- Connecting with Sales Prospects
- Customer Segmentation and Prospecting
- Sales Pitch and Closing
- Building a Toolkit for Your Sales Process (viewing)
Good to know
Develops a unique strategy to optimize sales
Guides students through a barter experiment
Suitable for individuals looking to enhance their sales toolkit
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