Craig Wortmann
Clinical Professor of Marketing, Founder and Academic Director of the Kellogg Sales Institute
How to Talk About What You Do (without Being Boring)
The key is not to say too much—or too little. Here are some exercises to get you started.
Researchers: Craig Wortmann
June 1, 2024
Podcast: Why You Need a Killer Answer to “So, What Do You Do?”
A great response to this question can open doors. On this episode of The Insightful Leader: we’ve got tips for fine-tuning your answer.
Researchers: Craig Wortmann
May 17, 2024
Take 5: How to Sell Your Startup from the Start
Advice from our experts on pitching your idea—and yourself.
Researchers: Neal J. Roese, Carter Cast, Craig Wortmann, Rick Desai and Efosa Ojomo
September 6, 2023
Take 5: Learn to Love Networking (or at Least Tolerate It)
First, you got to nail the basics.
Researchers: Ellen Taaffe, Craig Wortmann, Edward (Ned) Smith, Leigh Thompson, Brian Uzzi and and coauthors
July 29, 2022
Podcast: How Can Entrepreneurs Develop a Stellar Sales Pitch?
On this episode of The Insightful Leader’s “Ask Insight,” two seasoned entrepreneurs share wisdom from the trenches.
Researchers: Carter Cast and Craig Wortmann
July 6, 2022
Podcast: Managing Up, Managing Across, and Retaining Your Best Employees
On this episode of The Insightful Leader’s “Ask Insight”: you asked and our faculty answered. We dig into a mailbox of listener questions on leadership and management.
Researchers: Carter Cast and Craig Wortmann
June 29, 2022
Podcast: What People Get Wrong about Setting Goals
On this episode of The Insightful Leader, we hear how leaders can help their teams—and themselves—turn ambitious goals into reality.
Researchers: Craig Wortmann
May 2, 2022
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.
Researchers: Craig Wortmann
December 10, 2020
How to Sell in a Virtual World
From a “pre-flight checklist” to handwritten thank-you notes, here’s how to sell both your products and your ideas via video.
Researchers: Craig Wortmann
September 11, 2020
How to Coach Your Sales Team through the Pandemic (and Beyond)
The founder of the Kellogg Sales Institute offers tips for adapting to this high-stakes moment.
Researchers: Craig Wortmann
June 2, 2020
Take 5: The Upside of Failure
A look at the surprising benefits of striking out, and how to make the most of your mistakes.
Researchers: Dashun Wang, Benjamin F. Jones, Yang Wang, Craig Wortmann, Edward (Ned) Smith, Col. Brian Halloran and Eric T. Anderson
February 10, 2020
Podcast: Be Bold and Get What You Want
Done playing it safe? On this episode of The Insightful Leader, a three-time CEO offers advice on how to make difficult requests.
Researchers: Craig Wortmann
November 20, 2019
Take 5: How to Be Prepared for Important Career Moments
Expert advice on getting ready to network, negotiate, or make your case to the CEO.
Researchers: Timothy Calkins, Craig Wortmann, Victoria Medvec, Rob Apatoff and Ellen Taaffe
November 4, 2019
Podcast: How to Maintain Your Social and Professional Connections
Plus, sending a regular “letter to the boss” can help you when you need it most.
Researchers: Neal J. Roese and Craig Wortmann
October 4, 2017
Take 5: How to Tell a Great Story
Storytelling is a key business skill. Here’s how to make your narratives more persuasive.
Researchers: Craig Wortmann, Michelle L. Buck, Steven Franconeri, Mitchell A. Petersen and Liz Livingston Howard
October 3, 2017
Want to Network Like a Pro? Get Your Story Straight
You will meet hundreds of people this year. Are you ready?
Researchers: Craig Wortmann
May 8, 2017