Featured Faculty
Clinical Professor of Innovation & Entrepreneurship; Executive Director of the Kellogg Sales Institute
Innovation Dec 10, 2020
Podcast: A 3-Step Process for Selling (Anything) Virtually
Tip: It’s not over when the Zoom call ends. Learn more on this episode of The Insightful Leader.
0:00
/
16:19 
We are all adjusting to the realities of the new world.
Kellogg’s Craig Wortmann has thought a lot about how selling products and services has been impacted by the shift to a virtual environment. Handshakes have been replaced by mouse clicks and a wave. Looking someone in the eye really means looking into a camera or a screen. Human connection has changed. But that doesn’t mean it’s gone. In fact, new challenges bring new opportunities.
On this episode of The Insightful Leader, Wortmann, a clinical professor of innovation and entrepreneurship at Kellogg and executive director of the Kellogg Sales Institute, describes a three-step process for making the most of any virtual selling opportunity—whether it is products and services or ideas and innovations.
Note: The Insightful Leader is produced for the ear and not meant to be read as a transcript. We encourage you to listen to the audio version above. However, a transcript of this episode is available here.
Featured Faculty
Most Popular This Week
-
Will AI Eventually Replace Doctors?Maybe not entirely. But the doctor–patient relationship is likely to change dramatically.
-
What Is the Purpose of a Corporation Today?Has anything changed in the three years since the Business Roundtable declared firms should prioritize more than shareholders?
-
What Happens to Worker Productivity after a Minimum Wage Increase?A pay raise boosts productivity for some—but the impact on the bottom line is more complicated.
-
3 Tips for Reinventing Your Career After a LayoffIt’s crucial to reassess what you want to be doing instead of jumping at the first opportunity.
-
Why You Should Skip the Easy Wins and Tackle the Hard Task FirstNew research shows that you and your organization lose out when you procrastinate on the difficult stuff.
-
Why We Can’t All Get Away with Wearing Designer ClothesIn certain professions, luxury goods can send the wrong signal.
-
Which Form of Government Is Best?Democracies may not outlast dictatorships, but they adapt better.
-
How Are Black–White Biracial People Perceived in Terms of Race?Understanding the answer—and why black and white Americans may percieve biracial people differently—is increasingly important in a multiracial society.
-
6 Takeaways on Inflation and the Economy Right NowAre we headed into a recession? Kellogg’s Sergio Rebelo breaks down the latest trends.
-
When Do Open Borders Make Economic Sense?A new study provides a window into the logic behind various immigration policies.
-
How Has Marketing Changed over the Past Half-Century?Phil Kotler’s groundbreaking textbook came out 55 years ago. Sixteen editions later, he and coauthor Alexander Chernev discuss how big data, social media, and purpose-driven branding are moving the field forward.
-
How Old Are Successful Tech Entrepreneurs?A definitive new study dispels the myth of the Silicon Valley wunderkind.
-
Why Do Some People Succeed after Failing, While Others Continue to Flounder?A new study dispels some of the mystery behind success after failure.
-
How to Get the Ear of Your CEO—And What to Say When You Have ItEvery interaction with the top boss is an audition for senior leadership.
-
Immigrants to the U.S. Create More Jobs than They TakeA new study finds that immigrants are far more likely to found companies—both large and small—than native-born Americans.
-
Understanding the Pandemic’s Lasting Impact on Real EstateWork-from-home has stuck around. What does this mean for residential and commercial real-estate markets?
-
What Went Wrong at AIG?Unpacking the insurance giant's collapse during the 2008 financial crisis.
