Over the past 21 years, Sales Talent Agency has helped over 1,500 companies hire top performing sales professionals throughout North America. And you know what we consistently hear that's missing from junior hires? The ability to cold call. This presentation will walk educators through a how-to session on cold calling and includes takeaways that can be implemented into a classroom learning activity.
SESSION #2: Something Awesome TBC
Someone Awesome TBC
Details of something awesome!
SESSION #3: MBTI Reimagined
Jeff MacKeigan, Professor and MBTI Certified Practitioner
Michael Ryan, Program Co-ordinator - Corporate Account Management
Could the use of the familiar Myers-Briggs tool help to address some of the challenges we face in sales education, specifically with international students? A lack of self-awareness, a gap in interpersonal skills, little exposure to interactive learning environments and an empathy/being of service gap are some of the barriers to success. We have integrated MBTI into our Solution Selling courses and have data and real student examples of the positive results.
SESSION #4: The Live Capstone Project
Mike Ford, Professor
Capstone projects are meant to be challenging, immersive and as close to "real life" as possible in order to give the students an opportunity to apply their program learning. ENTR4140 at Kwantlan is full course dedicated to a "real life" sales project that provides a learning environment for students to experience the trials and tribulations of a sales career first hand. I'll offer the details of my project and teaching strategies and encourage you to bring your Capstone ideas to share with others in the session.
SESSION #5 and #12: LinkedIn Bootcamp
Scott J Hubert, Coordinator, Business Marketing
Lawrence Kinlin School of Business, Fanshawe College
B2B Sales Performance Coach & CEO SelltoWin
This industry and academic partnership delivers experiential learning, coaching and tangible takeaways for students using this important sales tool. We'll walk you through the Fanshawe case study and provide implementation best practices. The session wouldn't be complete without us throwing you in the deep end as we review and provide recommendations to improve your LinkedIn profile on the spot
SESSION #6: Teaching the Tech Stack
Jeremy Legg, Professor & Coordinator
Every business uses some combination of tools to manage the sales process - the tech stack. It can be easy to get caught in the weeds so it's important to have a strategy to address this subject with students. What exactly is a tech stack? What types of tools are included? What do they do? Which matters more:understanding what a certain type of tool in the stack does or the tool itself? We'll look at some real world sales tech stacks and give you some great content to make your students go Wow!
SESSION #7: The Sales Lab Pilot
Rose Mastnak, Director Conestoga Entrepreneurship Collective
Michael Downing, Lead Sales Coach, Sales Lab
Sales Lab Pilot Student Panel
What would happen if keen students applied to be a part of an experiment? What if they were high-performers, loved sales,wanted to make it a career? What if we coached them one-on-one, developed their individual skill sets and exposed them to sales industry mentors? What if industry were dying for candidates like these? We'll walk you through our Sales Lab Pilot Experiment and you'll hear from the students themselves!
SESSION #8: Something Awesome TBD
Someone awesome TBD
SESSION #9: Leveraging Tech Sales Tools
Bill Garbarino, Professor, Algonquin College
Patrick Charlton, Professor & Entrepreneur in Residence
Learn how to incorporate specific functionalities from a variety of platforms that enhance the sales process and connect with your learning outcomes. Discuss and learn how affiliations to certain platforms can increase opportunity for meaningful employment for your students. You will walk away from this session with a confident understanding of how to include these tools in your classroom. Platforms include: Hubspot (LMS and CRM), Tableau (Data Visualization), Trailhead by Salesforce (LMS and CRM) and Adobe Creative Suite (Creative Collateral).
SESSION #10: Transforming the Student Mindset
James Voulakos, Professor
Dr. Andy Ohemeng Asare, Professor
George Brown College
How can we get our students to think, behave and feel like sales professionals? In this session we'll discuss teaching and learning activities and strategies to deepen student communication skills and confidence in selling. Experience first hand how to use video recordings to create a learning environment where students transform their mindset from being passive to active, self-directed learners - in and outside of the classroom. We'll share our results as well as challenges associated with this approach.
SESSION #11: Supercharge a Single Sales Course
Robert Eirich, Professor
If you've only got one sales course in your program, you've got to make it count! We'll discuss how to supercharge your one and only sales course to emulate the commercial sales process in your classroom using industry documents and processes, project learning and industry mentorship. You'll experience what the students experience in this applied workshop format and be empowered to implement this yourself with a comprehensive toolkit of resources.