Successful sales professionals know how to communicate with confidence, be attentive to customers, connect with decision makers, and turn opportunities into deals. Kickoff an influential career by developing skills in lead generation, prospecting, negotiating, and managing accounts.
Identify the key qualities of successful sales people.
Discover how to prospect and uncover leads with Sales Navigator.
Prepare Yourself for a Career in Sales with Dean Karrel
Prepare for a career in sales. Learn basic sales skills to develop professionally and build more successful relationships with others.
1h 9m • COURSE
Effective Listening with Brenda Bailey-Hughes
Communications experts Tatiana Kolovou and Brenda Bailey-Hughes help you assess your listening skills and develop more-effective listening behaviors.
1h 8m • COURSE
Learning to Be Assertive with Chris Croft
Management trainer Chris Croft helps you understand how you can interact more successfully with others by being assertive.
54m 21s • COURSE
Influencing Others with John Ullmen
Learn how to increase your influence and visibility in your organization.
1h 21m • COURSE
Building Resilience with Tatiana Kolovou
Kelley School of Business professor and professional communications coach Tatiana Kolovou explains how to bounce back from difficult situations, by building your "resiliency threshold," with these ten training techniques.
41m 25s • COURSE
Sales Foundations with Jeff Bloomfield
Find out what makes salespeople effective, and learn specific strategies for prospecting and product positioning and developing a sales process.
1h 1m • COURSE
Creating Your Sales Process with Dean Karrel
Learn about the essential steps that underlie nearly every sales process out there, and how to implement these steps into your sales workflow.
41m 54s • COURSE
Persuasive Selling with Brian Ahearn
In this course, Brian Ahearn draws on the work of social psychologists and behavioral economists to provide concrete, actionable items and transferrable ideas to each stage of the sales process. Learn the eight psychological concepts that play an integral role in the sales process, and how you can use these concepts to refine your sales approach.
1h 1m • COURSE
Learn LinkedIn Sales Navigator with Donna Alexander
Find more leads and build out your social sales strategy with the power of LinkedIn Sales Navigator.
55m 42s • COURSE
Asking Great Sales Questions with Jeff Bloomfield
Learn how to ask sales questions that lead to high-quality interactions with customers and clients.
27m 30s • COURSE
Customer Service: Creating Customer Value with Jill Griffin
Manage the relationship between your brand, your product/service, and your price, so that customers see why your offering is truly valuable and remain loyal.
33m 14s • COURSE
Sales Negotiation with Lisa Earle McLeod
Best-selling author and sales coach Lisa Earle McLeod explains what makes sales negotiations different and how to negotiate deals that stick.
1h 18m • COURSE
You'll learn sales strategies and techniques with these experts
Dean Karrel is an expert in executive coaching, career mentoring, sales training, and leadership development.
Dean has been in sales management and leadership positions for over three decades with some major global publishing companies. Most recently, he was senior vice president of sales of John Wiley & Sons based in Hoboken, New Jersey. His sales teams were focused on direct sales to major retailers such as Amazon, Barnes & Noble, Costco, and other national chains, along with initiatives aimed at B2B and B2C sales. Dean now has his own consulting business providing sales training programs along with career and executive coaching (www.theskyridgegroup.com). In addition, he is a Certified Professional Career Coach.
Brenda Bailey-Hughes is a Kelley School of Business senior lecturer who coaches executives on communication.
As a faculty member of the nationally ranked Kelley School of Business at Indiana University, Brenda teaches undergraduate communication courses, Kelley Direct MBA consulting and global leadership courses, and works on the Executive MBA partnership program between Kelley School of Business and Sungkyunkwan University in Seoul, South Korea. Professor Bailey-Hughes is an advocate of teaching global perspectives in the business environment and is a licensed mentor for students and business professionals seeking to improve their international competencies.
Brenda is a sought-after speaker who regularly presents at conferences and workshops on a variety of topics, including change management, presentation skills, intercultural communication, influential communication, and customer service. As co-owner of Team Performance, a consulting and training company, Brenda specializes in communication training and has coached many executives from Fortune 500 companies.
Brenda has a Master of Arts degree in Organizational Communication and Professional Development.
Lecturer turned thought leader Chris Croft has trained 80,000+ people in project management and leadership.
Chris has also provided instruction on time management and negotiation, and has trained six million people on Lynda.com and LinkedIn Learning. He comes from an operations background, having earned an engineering degree from Cambridge, qualified as a chartered engineer, and worked as a senior manager in manufacturing for 10 years. He earned an MBA and worked as a university lecturer at Bournemouth University Business School for four years before starting his own training company in 1992. Since then, he has been in constant demand as a speaker, and his free email tips are sent to over 20,000 people.
His website, www.chriscroft.co.uk, offers a free email tip of the month, a wide-ranging and unusual blog, and free instant guides. Chris has also created numerous free iPhone and Android apps, notably his Jobs To Do app and his Daily Happiness Tips app.
Dr. John Ullmen is an executive coach and professor at the UCLA Anderson School of Management.
John Ullmen, PhD, is an internationally acclaimed executive coach who oversees MotivationRules.com and is on faculty at the UCLA Anderson School of Management, where his course on interpersonal communication was voted by students as one of the "top 10" experiences in their graduate program.
Dr. Ullmen is a frequent keynote speaker on how to influence for results without resorting to authority or relying on rewards and penalties. His most recent book, Real Influence: Persuade without Pushing and Gain without Giving In (Amacom, 2013), coauthored with Mark Goulston, is in print in many languages, and was chosen as one of the 30 Best Books in Business for 2013 by Soundview Executive Book Summaries.
Spanning a wide range of industries, his clients include industry leaders such as Apple, Bain & Co., Cisco, Deloitte, Disney, Genentech, Frito-Lay, Johnson & Johnson, Merrill Lynch, NASA, Nike, Oreck, Raytheon, St. Jude Children's Research Hospital, UBS, Verizon, Yamaha, and many others.
Dr. Ullmen also works with senior leadership teams, and one of the programs he created for a leading global firm was featured in a Harvard Business School case study on successful strategic and human capital change.
He received a BS from the U.S. Air Force Academy, a Master in Public Policy from Harvard University, and a PhD in organizational behavior from UCLA. He began his career as an officer in the U.S. Air Force, where he served in a global top-secret intelligence program and later at the U.S. Air Force Academy's Center for Character and Leadership Development.
Tatiana Kolovou is faculty member at the top-ranked Kelley School of Business at Indiana University.
She came to the United States as an "academic immigrant" from Athens, Greece. Now she teaches business communication and cross-cultural effectiveness. Tatiana consults with executives and teams at large companies to develop effective communication skills for the global enterprise.
Jeff Bloomfield is a sales and leadership coach, and the author of Story-Based Selling.
Jeff Bloomfield spent the better part of his corporate career at Genentech, in various leadership roles ranging from sales and marketing to leadership development. He is the founder of two consulting companies, Braintrust and Apex Training & Development, and speaks to audiences of all sizes on the topics of leadership, communication, story-based selling, and the powerful impact of neuroscience on sales and marketing.
Jeff wrote the book Story-Based Selling, and has trained multiple Fortune 500 companies on story-based selling and coaching, acted as an executive coach to senior executives of Fortune 500 companies, consulted on strategy, sales and marketing, and leadership for companies ranging from ten to ten thousand employees.
Brian Ahearn is an expert trainer who specializes in applying the science of influence to everyday situations.
Brian Ahearn is the chief influence officer at Influence PEOPLE. A trainer, keynote speaker, coach, and consultant, he specializes in applying the science of influence and persuasion in everyday situations. He is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer® (CMCT®) designation. Brian earned this specialization in the psychology of persuasion directly from Robert B. Cialdini, PhD—one of the most cited living social psychologists in the world when it comes to the science of ethical persuasion.
Brian's passion is helping people achieve greater professional success and enjoy more personal happiness. He does this by teaching how to ethically move people to action through the science of persuasion.
A cum laude graduate of Miami University, Brian has been in the business world for 30 years and has been training people for 20 years. In addition to having his CMCT® certification, Brian is a Chartered Property Casualty Underwriter (CPCU®) and a Competent Toastmaster (CTM).
Brian is a prolific writer. His blog has readers in 200 countries and was named one of the Top 30 Psychology Blogs of 2012 by the Online Psychology Degree Guide. He's been cited in several books including Influence: Science and Practice, Yes! 50 Scientifically Proven Ways to Be Persuasive, The small BIG, and Introducing Persuasion: A Practical Guide.
Donna Alexander is a global program manager at LinkedIn who specializes in sales and training solutions.
Throughout her career, Donna has focused on building relationships and discovering new paths to success. In her current role, she serves as a trusted advisor on the InStruct group which manages a training program surrounding the LinkedIn Sales Navigator tool. She concentrates on defining customer requirements, managing project implementations, providing launch support, and driving further adoption of Sales Navigator features. Donna is skilled in social selling, customer success management, and customer education solutions.
Jill Griffin is a customer loyalty expert, speaker, and consultant.
Jill is the author of the business best-seller Customer Loyalty: How to Earn It, How to Keep It, which has appeared in Harvard Business School's Working Knowledge list and has been translated into six languages; Customer Winback: How to Recapture Lost Customers--And Keep Them Loyal, which earned Soundview Executive Book Summaries' 30 Best Business Books award; and Taming the Search-and-Switch Customer: Earning Customer Loyalty in a Compulsion-to-Compare World, which addresses how to build and sustain customer loyalty in the age of near-perfect buyer information. Since 2003, Jill has served on the board of directors of Luby's/Fuddruckers, Inc. (NYSE: LUB), and helped oversee the restaurant chain's critical turnaround. Jill speaks and consults with Fortune 500 companies such as Dell, Microsoft, Ford Motor Company, Subaru, Marriott Hotels, Hewlett-Packard, IBM, AMD, Wells Fargo, Western Union, Sprint, and Toyota. She is the recipient of the 2003 Distinguished Alumna Award (received alongside Larry Kellner, then chairman and CEO of Continental Airlines), from the University of South Carolina Moore School of Business, where she earned MBA and bachelor of science degrees, magna cum laude. In 2009, Jill was appointed to the USC Moore School Board of Trustees.
Sales leadership expert Lisa Earle McLeod is a popular keynote speaker, author, and consultant.
Lisa created the "noble purpose" concept and strategy after her research revealed that organizations driven by a noble purpose outperformed the market by over 350%. A sought-after keynote speaker who has rocked the house everywhere from Apple to Peterbilt Trucks, Lisa is known for her cutting-edge ideas, practical techniques, and inspirational humor. She is the author of four best-selling books on leadership, sales, and personal development. Her book Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud has been a game changer at global firms like Flight Centre, Hootsuite, and Roche. She is also the sales leadership expert for Forbes.com, and she has appeared on NBC Nightly News, The Today Show, Oprah.com, and Good Morning America.