Sales And Business

Program Description

All too often sales calls become an interrogation, leaving the prospects wondering where the conversation is leading. In this course, author and Fortune 500 sales coach Jeff Bloomfield provides an alternative, based on the principle that effective sales start with focusing on the issues that matter most to your customers. Jeff helps you gain insight into your customer’s business problems, and use those insights to guide your sales questions. He teaches you how to create and ask effective, probing questions; validate the business impact of your solution; and dig deeper when necessary. He also provides advice on maintaining the right tone throughout the conversation leading to a more successful sales interaction and a long-lasting relationship with the customer.

Course Duration

34 Minutes

Program Description

Ethical behavior starts at the top. If leadership sets a good example, the rest of the organization will follow. Yet while most managers try to run ethical organizations, the headlines are rife with stories of corporate corruption. In this course, Bob McGannon helps you understand what business ethics is and why it is critical to the success of your business (especially in the era of social media). He also describes some of the behaviors and expectations you can put in place at your company today to promote ethical behavior from top to bottom .Bob also discusses ethics in relationship to specific business scenarios: working with suppliers and vendors, organizational decision-making, and doing business internationally. He addresses how to handle business ethics violations and provides a checklist of items for staff to evaluate if something is ethical.

Course Duration

4 Hours and 30 minutes

Program Description

Learn the foundational concepts underlying all businesses, small to large. ASU professor Eddie Davila covers all the basics, explaining concepts such as business goals, stakeholders, profits, and various types of businesses. He then outlines what you need to think about if you were to start your own business, such as determining what your product or service will be, making and delivering your product or service, and funding your business. He also reviews the basics of the people side of business: managing employees and developing customer relationships. Last, he covers the financial and information management aspects of business and provides a basic explanation of economics, so that you can understand the relationship of your business to the bigger picture.

Course Duration

8 Hours

Program Description

Discover the secrets to effective business writing and crafting messages that others want to read and act on. Judy Steiner-Williams, senior lecturer at Kelley School of Business, introduces you to the 10 Cs of strong business communication and provides you with before-and-after writing samples that give you the opportunity to apply each principle and sharpen your communication skills. Judy also points out common grammar and writing mistakes and shares special considerations for formats like emails and reports.

Course Duration

1 Hour and 32 minutes

Program Description

Looking to build a business or expand one you are already running? You will need to build a business plan before you do. Experienced entrepreneur and consultant Mike Figliuolo walks through the process of defining your business, researching the market, and determining your product. Once you have figured out what your product or service will be, Mike provides guidance for thinking through your sales strategy, day-to-day operations, staffing, and financial forecasting. A sample business plan is provided, so you can follow along with the development of a real-world company.

Course Duration

5 Hours

Program Description

Having business acumen means understanding how your business operates. If you are interested in moving up in an organization, you need to understand what your organization’s competitive advantage is, what drives performance, and how you compete against other organizations. This knowledge helps you exercise good judgment when making business decisions. In this course, leadership expert Mike Figliuolo explains the most common business topics and terms you need to be familiar with—business models, financials, strategy, sales and marketing, R&D, P&L, EBITDA, and other key concepts. He leads you through a series of questions that will help you understand your business better, such as:

1. What business are you in?
2. What’s your market and who is your competition?
3. What problem does your business solve?
4. How are your products and services created?
5. What are your pricing and growth strategies?
6. How do you measure performance?

Course Duration

3 Hours

Program Description

There’s an abundance of sales methodologies and theories out there. That said, no matter how they’re packaged, each theory is based around the same basic principles of planning, assessing need, and either presenting a product or offering a service. This course outlines these commonalities and distills them into 11 essential steps. Learn about how gathering information to evaluate potential clients can help you determine how your products or services can solve their problem. Once you’ve done your homework, discover how to present and sell your product, follow up with your customer, and continually hone your sales process.

Course Duration

2 Hours and 1 Minute

Topics Include

1. Gathering information.
2. Assessing needs.
3. Presenting and selling your product or service.
4. Delivering on your promises.
5. Following up with your customer.
6. Reporting and communicating back to your company.
7. Improving your process continually.
8. Learning from other sales processes.
9. Applying your sales process to other aspects of your life.

Program Description

Competitive advantage is not about how good you are but about whether you’re faster, better, or cheaper than competitors in your particular market. In this course, global strategy expert Anil Gupta, a professor at the University of Maryland, provides an overview of the sources of competitive advantage. He explains how and why companies are always simultaneously competing in two arenas—onstage and backstage—and how competitive advantage is dynamic; an advantage you have today may not be an advantage tomorrow.

Course Duration

5 Hours

Program Description

Having business acumen means understanding how your business operates. If you are interested in moving up in an organization, you need to understand what your organization’s competitive advantage is, what drives performance, and how you compete against other organizations. This knowledge helps you exercise good judgment when making business decisions. In this course, leadership expert Mike Figliuolo explains the most common business topics and terms you need to be familiar with—business models, financials, strategy, sales and marketing, R&D, P&L, EBITDA, and other key concepts. He leads you through a series of questions that will help you understand your business better, such as:

1. What business are you in?
2. What is your market and who is your competition?
3. What problem does your business solve?
4. How are your products and services created?
5. What are your pricing and growth strategies?
6. How do you measure performance?

With the answers in hand, you can be assured you have the knowledge to make the best decisions for your business.

Course Duration

3 Hours and 30 minutes

Program Description

While the life of a remote field representative can be difficult for some, others thrive when faced with the challenge of working independently. In this course, sales coach Dean Karrel explores the challenges and rewards of working from the field. He explains the basics of managing your sales territory, including the importance of being organized and managing your time well. He also covers how to best work with your manager, as well as how to manage the challenges and opportunities you may encounter when working remotely. Plus, Dean helps you understand the psychology of a field sales representative, so you can assess for yourself if this is the right career for you.

Course Duration

46 Minutes

Program Description

Pitching a big idea can be a daunting prospect if you’re unsure where to start. Gathering data and presenting facts isn’t always sufficient. Leadership consultant Mike Figliuolo knows how to help you turn the ideas in your head into clear and compelling proposals. His Structured Thought and Communication method is designed to help you clearly articulate the value of your big idea and align it with the needs of stakeholders. While going through the method, you’ll get to see how to build an architecture for your idea, create a story that highlights the benefits of your idea, and identify the data that helps prove the value of your idea. By the end of this course, you’ll be ready to define, test, and communicate your idea to get the support and buy-in you seek. This course is based on Mike’s highly successful Structured Thought and Communication instructor-led training and his book, The Elegant Pitch: Create a Compelling Recommendation, Build Broad Support, and Get it Approved.

Course Duration

6 Hours

Program Description

Inside sales professionals face a noisy, crowded, and fast-paced marketplace with distracted and risk-averse decision makers. In this course, best-selling author and global inside sales expert Josiane Feigon helps you build the trust you need to capture the interest from today’s buyer. She helps you understand what attributes you need to be successful, what your customer expects from you, what tools you should use, and how to establish your plan, set your goals, and do your pre-call research. Once you are prepared, she walks you through the specific techniques of the sale, including getting past gatekeepers, overcoming objections, and closing the sale.

Course Duration

1 Hours and 18 minute

Program Description

Hear from Jeff Weiner, the CEO of LinkedIn, about the rationale for exercising compassion in leadership. Jeff shares how he turned his past experiences into valuable lessons that influence the way he approaches business today. He tells about realizations he had during his career regarding effective and ineffective management styles and how his gradual awareness, coupled with a desire for improvement, led to transformation and change. Then, he conveys ways that organizations benefit from establishing a considerate culture including reduced conflict and increased productivity. Thoughts on coaching and leveraging the strengths of individuals are also voiced.

Course Duration

30 Minutes

Program Description

In order to grow and expand, a company must protect its most important asset, its base of loyal customers. Some of these customers require special attention in order to retain them and acquire more business. In this course, marketing professor Drew Boyd shows you how to determine who your key customers are, and a strategy for managing your customers and your organization. Drew dives into the basics of key account management, explaining what it is, why it’s important, and how to tackle the key account management process. He also shares how to select key accounts, develop a key account strategy, hire and train key account managers, and measure key account results.

Course Duration

2 Hours and 15 minutes

Program Description

Lean Six Sigma combines the principles of lean enterprise and lean manufacturing with Six Sigma to improve performance and systematically remove waste. Supply chain expert and professor Steven Brown explains the basics of using Lean Six Sigma as a structure for your improvement efforts. Steven outlines the process stages in Six Sigma (define, measure, analyze, improve, and control), along with the Lean toolkit: the 5s principles, kanban (scheduling), downtime, poka-yoke (error proofing), and kaizen (continuous improvement). He also explains how leadership works within Lean Six Sigma, the principles of project execution, and how Lean Six Sigma is applied to the service sector and supply chain management.

Course Duration

4 Hours

Program Description

Logistics play a critical role in a company’s success. In this course, professor Steven Brown explains the role (and importance) of logistics, from factory to customer and supplier to factory. He also covers some key decisions, processes, and strategies: Do you make products or buy them? What kind of transportation do you use? Where are your warehouses? How do you manage inventory? And what information system do you use?These lessons will help you understand the importance of logistics and help your company prepare for efficient delivery, distribution, and inventory. Plus, get insights on the latest logistics trends.

Course Duration

6 Hours

Program Description

Deliver more successful sales presentations. In this course, sales and marketing expert Jeff Bloomfield shows you how to deliver your value proposition in the right way and bring presentations to life. Learn how to make a connection with the listeners so that they are more receptive to what you have to say and discover how to conduct yourself in a more confident and professional manner. Jeff highlights key mannerisms that affect your delivery, such as eye contact, body language, and intonation, as well as your overall appearance.

Course Duration

34 Minutes

Program Description

Good managers drive their employees and their organization to success. They juggle a wide range of tasks and deadlines; know how to effectively manage people, their performance, and the business itself; and help others achieve their potential. Learn to become a manager your employees admire and respect and someone your boss can rely on. Britt Andreatta, director of learning and development for lynda.com, shows you how to choose the right style of management for you and your workplace, hire and onboard employees, address performance problems, resolve conflict, and manage time, budgets, and performance goals. Plus, learn how to handle tricky situations like transitioning from a peer to a manager, managing multiple generations, and letting employees go.

Course Duration

7 Hours

Program Description

Todd Dewett, PhD, shares the tips respected and motivated managers use to improve rapport, navigate tricky situations, build better relationships, and drive the business forward. Each week, we’ll release two tips ranging from avoiding the dreaded micromanagement to managing a multigenerational workforce, cultivating better listening skills, and developing an understanding of your organization’s politics.

Course Duration

18 Hours

Program Description

One of the most substantial problems with international projects is misunderstanding how cultures can differ from country to country. In this course, PM expert Bob McGannon helps leaders plan and deliver complex international projects with teams and products based in multiple countries. He helps leaders understand how culture, language, and time zone differences can hamper successful collaboration and how to adapt your communication style to bridge these gaps. Bob also shows how to find and nurture managers who will champion international projects, and shares tips to ensure the ongoing success of projects.

Course Duration

4 Hours

Program Description

In this course, Bob McGannon outlines the critical elements for successfully managing a technical team. Since you are dealing with highly skilled workers, it is important for you to focus on WHAT needs to be accomplished, rather than HOW to accomplish goals. Other critical skills include knowing your role and what decisions to make, balancing the needs of your stakeholders and customers while allowing for creativity within your team, supporting and rewarding differing creative styles, and much more. This course also includes a model for dividing, tracking, and sharing the accomplishments of your team.

Course Duration

5 Hours

Program Description

Group dynamics impact productivity and employee satisfaction, so it’s important for managers to cultivate positive relationships among coworkers. Join Todd Dewett as he explains how to effectively manage teams. This course covers motivating your team, managing team performance, establishing your identity and authority within a group, addressing conflict, and making work fun. Full of practical tips and useful strategies, this course is a great reference for first-time managers and for more experienced managers who may need to address a specific issue with their team.

Course Duration

5 Hours

Program Description

In this course, author, keynote speaker, and coach Dr. Todd Dewett shows how to manage your reputation and one of your most important work relationships: your rapport with your boss. Discover how to understand your manager’s world, preferences, and lingo; support your boss’s goals; be a help rather than a hindrance; and lead by offering solutions. Plus, learn how to manage particularly difficult types of bosses, such as the boss who’s never available, the mean boss, or the boss who acts better than everyone else.

Course Duration

7 Hours

Program Description

Having a sales process is critical to a salesperson’s success. But a process isn’t enough if you don’t follow it on each and every sales call. Turning your sales process into a habit that feels natural is the key. CEO and author Jeff Bloomfield helps you create a sales process that is easy to follow, keeps you on track, and helps consistently close sales. He also helps you identify what processes lie within your overall sales process already. What is your process for prospecting? For client education? For implementation and follow-up? Learn how to create your own winning formula to turn prospects into customers—one step at a time.

Course Duration

1 Hour and 30 Minutes

Program Description

Territory management helps salespeople ensure they are spending their time wisely: doing the right activities with the best customers. But as time goes on, even the most exciting territories can seem small or stale. This course focuses on how to get the most out of your territory to achieve maximum prospecting results and maintain proper coverage. Jeff Bloomfield helps you organize your territory by company size or geography, identify the right areas to prospect, and grow your territory via networking. Last, he addresses the importance of ongoing records management: keeping an updated record of who has moved into your territory, who has left, and more. These sales tips will help you keep a positive attitude, stay organized, and breathe new life into well-trod territories.

Course Duration

1 Hour and 36 Minutes

Topics Include:

1. Creating your sales process.
2. Transitioning to Management for Sales people.
3. Sales Force Workflows: Leads.
4. Sales Coaching.
5. Sales Channel Management.
6. Sales Forecasting.
7. Measure Salesforce Effectiveness.
8. Managing your sales process.
9. Managing your Sales Territory.

Program Description

If you don’t measure the right things at the right times, you’ll miss big opportunities to improve your sales team’s performance and you’ll lose valuable revenue. Find out how to manage the effectiveness of your salesforce. Drew Boyd helps you define the sales task, which guides all decisions such as who you hire, how you deploy your team, and how you manage them day-to-day. He then helps you identify and evaluate all of the components that make for a successful sales strategy: customer base, product/service mix, sales activities, sales support, and sales process. Lastly, he helps you determine the impact you are having on your customer, conduct a win/loss analysis, and evaluate sales deployment.

Course Duration

2 Hours and 18 Minutes

Topics Include

1. Defining the sales task.
2. Calling on the right customers with the right products and services.
4. Evaluating your team’s sales activities.
5. Measuring outputs of sales: customer satisfaction, wins, losses, etc.

Program Description

All organizations are looking for that perfect metric the one data point that will tell them everything they need to be successful. Companies can make a ton of errors in measuring themselves, but developing better metrics can be challenging. In this course, instructor Eddie Davila explains why it’s important to measure performance and highlights some of the most common errors in measuring your own company’s performance. He explains what makes a good metric, how to evaluate your current measurement system to see if it aligns with your organization’s goals, and how you can develop and test a system of measurement from scratch. Along the way, he also covers the importance of data visualization tools such as dashboards and infographics.

Course Duration

4 Hours and 51 minutes

Program Description

Understanding how people think and behave is key to mastering the art of persuasion and an essential ingredient to any successful sale. 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. To begin, learn the eight psychological concepts that you can employ throughout the sales workflow: reciprocity, liking, social proof, authority, consistency, scarcity, compare/contrast, and because. Next, learn how these concepts play a role in the early stages of the sales cycle, as well as how they can help you realize the qualities of your ideal client, deliver presentations, handle objections, negotiate, close, and ask for  referrals. Lastly, learn how to grow from each sale and continuously refine your approach.

Course Duration

1 Hours and 1 minute

Program Description

A career in sales starts with the basics. Being self-confident and engaging with others are the keys to your success. In this course, sales coach Dean Karrel provides career advice for anyone who wants to become a sales professional. Learn tips for keeping things simple, focusing on the positive, recognizing the accomplishments of other members of your team, and keeping your ego in check. When it comes to developing relationships with others, learn the basics of a proper greeting, such as eye contact, a handshake, and even a smile. Dean also emphasizes the importance of knowing how to listen, remembering people’s names, and following through on a commitment. No matter what sales techniques or strategies you end up using to achieve your goals, these skills are the foundation to a long and successful career in sales.

Course Duration

1 Hour and 9 minute

Program Description

Project management is a start-to-finish approach to getting things done and making projects more successful. It’s a profession, but it’s also a set of techniques that anyone can apply to achieve goals and manage project work more effectively. Project management can be used to guide small, simple projects as well as complex enterprise-wide initiatives.Bonnie Biafore has always been fascinated by how things work and how to make things work better. In this course, she explains the fundamentals of project management, from defining the problem, establishing project goals and objectives, and building a project plan to managing team resources, meeting deadlines, and closing the project. Along the way, she provides tips for reporting on project performance, keeping a project on track, and gaining customer acceptance.

Course Duration

10 Hours

Specific Objectives

After completing this course, students will be able to:

  1. Getting to Know Project Management
  2. Exploring Project Management Knowledge Areas
  3. First Things First
  4. Developing a Project Plan
  5. Building a Project Schedule
  6. While You Run the Project
  7. Working with Teams
  8. Monitoring and Controlling Progress and Performance
  9. Closing a Project

Program Description

Purchasing departments add value and maximize savings for their organizations. In this course, supply chain expert and professor Steven Brown outlines the purchasing process and provides guidance for evaluating, selecting managing suppliers. He also addresses the roles of cost management and strategic sourcing, and the legal and ethical considerations involved. Plus, learn about special topics such as indirect spend on services (including transportation and utilities), e-sourcing, and supply chain performance management.

Course Duration

4 Hours and 30 minutes

Program Description

When you are developing a distribution plan for your product or service, sales channel management is a critical part of the overall strategy. In this course, sales coach Dean Karrel explains how to effectively manage your sales channels. He discusses the sales channel landscape and the variables that impact success, and shows how to map out a profitable and effective plan. Dan covers everything from surveying the marketplace to handling channel conflict. He also covers weighing costs versus revenue, forecasting sales, and conducting reviews of key accounts and channels. To wrap up, Dean walks through creating a channel marketing structure and uncovering opportunities to expand products or services.

Course Duration

3 Hours and 33 Minutes

Topics Include

1. Surveying the marketplace.
2. Reviewing channels.
3. Managing channels and investments.
4. Developing a go forward plan.
5. Working with other departments and teams.
6. Handling channel conflict.
7. Forecasting sales.
8. Creating a channel marketing structure.

Program Description

There’s a difference between managing a salesperson and coaching them, and failing to understand this difference can actually be counterproductive. In this course, sales coach and trainer Lisa Earle McLeod outlines the three elements of sales coaching—observation, customer impact analysis, and feedback—and explains what you need to do at each stage to achieve the results you want. To demonstrate these concepts, she highlights the difference between a coaching call, a demonstration call, and a joint call, and explains what circumstances necessitate each type. She outlines the distinct role a coach plays in developing skills, and shares how to decide who to coach and who not to coach, and how coaching might require losing a sale. Lisa also highlights critical coaching moments—such as difficult sales calls or after a loss or a big win—and role-plays some typical coaching situations to illustrate common hurdles and challenges.

Course Duration

4 Hours and 24 Minutes

Topics Include

1. What sales coaching is and what it is not.
2. Planning for a call.
3. Dealing with a difficult call.
4. Debriefing after a big win or a loss.
5. Positioning yourself with the customer.
6. Dealing with customers who ignore your rep.
7. Handling abusive customers.
8. Planning joint calls.
9. Creating killer presentations and proposals.
10. Dealing with stalled sales processes.

Program Description

Explore how to effectively use Salesforce Leads to qualify and track potential customers. Because lead forms can be difficult records to manage, this course provides best practices you can apply to design the layout of and types of fields in your forms to set up your conversion workflow for success. In this course, review the purpose of the lead, discover what leads are and how the Leads feature works so you can configure the definition of a lead for your organization. See how to create and manage leads and maintain quality data by keeping your data clean.

Course Duration

4 Hours and 9 Minutes

Topics Include

1. Tracking leads, accounts, and contacts.
2. Defining a lead.
3. Preparing a Lead score threshold.
4. Lead channels.
5. Lead assignment rules.
6. Lead qualification status.
7. Lead record types.
8. Lead conversion mapping.
9. Lead source overview.
10. Validation rules.
11. Establishing a feedback loop.
12. Using AppExchange.
13. Merging duplicate records.

Program Description

Sales forecasting is crucial for almost any business, because it affects sales deployment, financial planning, budgeting, operations planning, and marketing planning. Since sales forecasts have far-reaching impact, it’s critical that the forecast information is as accurate as possible. In this course, sales and marketing professor Drew Boyd shares a step-by-step process for creating and managing effective sales forecasts. He takes you through how to define your market category, create the right processes, select the right forecasting technique, and collect data. In addition, he reveals how to use both qualitative and quantitative forecasting methods.

Course Duration

2 Hours and 18 Minutes

Topics Include

1. Understanding the sales forecasting process.
2. Defining your market category.
3. Understanding market dynamics.
4. Selecting a forecasting technique.
5. Using quantitative forecasting.
6. Understand moving averages.
7. Using qualitative forecasting.
8. Using estimates from customers, sales reps, and distributors.
9. Using a panel of experts.

Program Description

What makes someone effective at sales? A genuine desire to help others solve problems. In this course, former Genentech senior leader and Brain trust founder Jeff Bloomfield explains why and how the best salespeople learn how to see through the eyes of their customers. He outlines strategies to help you connect with and understand your customers’ needs, and position your product or service as the solution to their problem. He also provides a step-by-step how-to guide to creating your own sales process or identifying gaps in your existing one.

Course Duration

1 Hour and 1 minute

Program Description

Bestselling author and sales coach Lisa Earle McLeod has helped companies like Google and Roche build passionate, purpose-driven sales organizations. In this course, sales professionals will learn how to negotiate with the best interests of their organization and their customers at heart, by uncovering their own noble purpose. Lisa reveals the surprising truth behind why compromise doesn’t work; instead, she explains how to ask questions that reveal information about the buyer and help you decide when you can negotiate and when you can’t. She also identifies common negotiation traps and ways to negotiate that don’t just close the sale today, but build longer-term relationships for tomorrow.

Course Duration

1 Hour and 18 minutes

Program Description

Sales prospecting is largely a mental game. You can say all the right things, but if your attitude doesn’t match your words or if your prospecting process is inconsistent, your success will be in jeopardy. In this course, author and Fortune 500 sales coach Jeff Bloomfield helps you cultivate the right mindset for prospecting: showing how to shut off distractions so you can focus on your prospects and their objectives/concerns and how your service or product can help them in a unique way. He also provides insight on setting up your schedule for success and rewarding yourself to stay motivated.

Course Duration

34 Minutes

Program Description

Employee goals should be driven by the organization’s needs whether it’s to cut costs, drive revenue, or build skills and keep employees motivated to succeed. Mike Figliuolo, managing director of thought LEADERS and former McKinsey consultant, helps you set employee goals that are SMART: specific, measurable, achievable, relevant, and time-bound. Using the SMART framework, he shows you how to develop goals that are achievable and appropriate to your employees’ roles. Along with providing guidance on how to link individual employee goals to organizational strategy, Mike walks you through the different types of goals, including bottom-up, zero-based, commit, and stretch goals. He also helps you use goals to change behaviors, build new skills among employees, and make goals actionable by using incentives and tying them to specific activities. He concludes with a comprehensive plan for setting and implementing goals, and some tips on dealing with challenges such as conflicting goals.

Course Duration

3 Hours and 30 minutes

Program Description

Explore today’s best tools, technologies, and tactics for simplifying business processes. Professional organizer and productivity trainer Suzanna Kaye explains how to streamline and automate the most tedious tasks to help make your business more productive. She discusses ways to simplify communication with auto responders and response templates, and manage event and project communications, customer service, social media, and email marketing endeavors. The course then explores outsourcing and delegation including criteria for determining what can and should be outsourced. Finally, Suzanna explores top apps for simplifying and automating aspects of a business, including transcription and paper management.

Course Duration

4 Hours

Program Description

Learn how to apply Six Sigma to drive improvements in the performance of your processes, products, and services. Dr. Richard Chua explains the fundamentals of Six Sigma a customer-focused, data-driven approach to improvement. He’ll go over the basic concepts, including critical-to-quality (CTQ) requirements, variation, defects per million opportunities (DPMO), the roles and belts of Six Sigma professionals, and the criteria for identifying Six Sigma projects successfully. The rest of the course walks through the five phases of Six Sigma DMAIC Define, Measure, Analyze, Improve, and Control and the steps, data, and key deliverables involved in each phase.

Course Duration

6 Hours

Program Description

Do you have a business problem that you are having trouble solving? Mike Figliuolo has a simple five-step process for solving problems and leading your business through everyday uncertainty and larger change initiatives. Learn to pin the problem down and define it, generate possible solutions, determine the best solution, and create a clear recommendation to solve your particular challenge. This is the same process Mike has taught multibillion-dollar companies to solve their business problems. Learn how to use it to solve your own.

Course Duration

3 Hours

Program Description

Look at any product in your home or office; you can thank a supply chain manager for getting it there. What is supply chain management (SCM)? It is the system that connects and integrates the links of sourcing, procurement, conversion, and logistics management. In this course, professor Eddie Davila provides a detailed overview of all of the links in the typical supply chain. He explains what is involved in purchasing inventory and setting up supplier relationships, what you need to consider when deciding how to manufacture and design your product, and, lastly, how to address the logistics of distribution and delivery. Plus, get a glimpse into the world of the supply chain manager by discussing some of the hottest issues in SCM today: how to go global, the role of ethics and sustainability, and how SCM can help with disaster relief.

Course Duration

6 Hours

Program Description

Explore today’s best tools, technologies, and tactics for simplifying business processes. Professional organizer and productivity trainer Suzanna Kaye explains how to streamline and automate the most tedious tasks to help make your business more productive. She discusses ways to simplify communication with auto responders and response templates, and manage event and project communications, customer service, social media, and email marketing endeavors. The course then explores outsourcing and delegation including criteria for determining what can and should be outsourced. Finally, Suzanna explores top applications for simplifying and automating aspects of a business, including transcription and paper management.

Course Duration

4 Hours

Program Description

Transitioning from being a sales professional to managing other sales professionals involves developing a whole new set of competencies. You need to learn how to coach others, effectively communicate your expectations, and anticipate market changes so you can set up your salespeople for success. In this course, sales trainer and coach Lisa Earle McLeod explains why many salespeople find this transition difficult, and shows how to overcome the challenges that come with tackling this new role. She outlines the basics of sales management, focusing specifically on issues where new sales managers can get stuck, such as sales pipeline management, sales skills coaching, helping direct reports with their accounts, and attracting and retaining talent. Lisa provides guidance on how to hold effective sales meetings and work with other departments—such as marketing, accounting, and product—who are critical to your success. She also shares how to deal with failure and grapple with a challenging market.

Course Duration

3 Hours and 45 Minutes

Topics Include

1. Understanding your role.
2. Setting the tone as manager.
3. Recruiting the right people.
4. Dealing with inherited bad talent.
5. Making sales meetings count.
6. Working with marketing, accounting, and product.
7. Communicating with senior leaders.
8. Dealing with failure.

Program Description

What are trade secrets? How do companies protect them? How is trade secret law enforced? In this course, intellectual property lawyer Dana Robinson answers these questions and more. Find out how trade secrets can protect your idea from being stolen or disclosed and what is and isn’t covered in a confidentiality or nondisclosure agreement (NDA). Learn what it means to misappropriate a trade secret and what employers can do to avoid liability.

Course Duration

2 Hours

Program Description

Learn how to work remotely and remain connected to your organization. Coach Todd Dewett reveals how you can create a productive work environment at home by structuring your day correctly, dedicating a space to work, and avoiding distractions. Once your workspace is established, he shares best practices for staying in touch with your collocated team. Last, he addresses the most common challenges encountered by remote workers: feeling isolated, navigating office politics from afar, and communicating virtually.

Course Duration

5 Hours