newsletter - kansas state university · recruiter panel on tuesday, september 17, 2020. they...
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N E W S L E T T E RWinter 2020
IN THIS ISSUE...
Director’s Update
Alumni Spotlight
Recent Graduate Spotlight
Sales Team Recap
Benefit Auction
Giving Back
Fall 2019 Sales Week Highlights
Fall Graduates
FACULTY & STAFFDawn DeeterDirector, Professor & JJ Vanier Distinguished Chair of Relational Selling(785) [email protected]
Kellie JacksonManaging Director and Instructor(785) [email protected]
Dana ParkerProgram Coordinator(785) [email protected]
Mac LewisonAdjunct [email protected]
Michael KrushAssistant [email protected]
Edward NowlinAssociate [email protected]
Doug WalkerAssociate [email protected]
DIRECTOR’S UPDATEWelcome to the inaugural newsletter from the National Strategic Selling Institute (NSSI)! We are excited to share this overview of the Fall 2019 semester and hope you enjoy catching up on what’s happening at the NSSI. You’ll read more in the subsequent pages, but I’d like to highlight a few things for you. First, the NSSI faculty and staff team has grown, and roles are changing. Kellie Jackson has taken on a new position, Managing Director, and is now teaching four courses a year and heading up our Corporate Partner Program. Dana Parker is our new Program Associate. We are thrilled to have her join our team!
In November, Kellie Jackson, Mike Krush, and I attended Dreamforce in San Francisco. Dreamforce is the annual conference for customers and partners of Salesforce.com. To say we were blown away by the meeting would be an understatement, with the three of us among the over 171,000 registered attendees! We attended a wide variety of fascinating sessions, and learned, among other things, that our curriculum is on-target with current business needs. We brought back many good ideas about technology and sales leadership that we will be incorporating in our classes. Our students also had a great fall semester. In the following pages, you will read about the championships won by the K-State Sales Team and the great work of our Sales Ambassadors. The Sales Ambassadors created a video targeting future students and companies, and a program guide highlighting our students for sharing with prospective students and companies. We are fortunate to have such talented students in our program. Finally, we added many new students to the Certificate and Major programs this fall. Our current numbers stand at 220 students (55 majors, 165 certificates), making the 2019-2020 school year enrollment the best! Our students continue to get great jobs and experience success in their sales roles after graduation. Moreover, the word is spreading about our program. The other day I was contacted by someone who had heard about our program at a company meeting in New York City! Our achievements would not be possible without the ongoing support from our Corporate Partners and friends of the NSSI. As we continue to grow and expand, we value your help and advice for our program and students. I hope you enjoy the pages that follow!
Sincerely, Dawn Deeter
NSSI Newsletter 2
ALUMNI SPOTLIGHT
Dan Burger Graduation Date: Fall 2016Sales Associate Manager | Dell EMC Boston, Massachusetts
Major: EntrepreneurshipCertificate: Professional Strategic Selling
What was the most applicable thing you learned from the K-State Sales Program that you find yourself using in your professional career? In all of my experience, the most important lesson I took from the K-State Sales Program is that there truly isn’t just one way to sell, so you need to constantly learn from your peers, customers, and other sales professionals. The best way to achieve continuous development is to remain curious and ask the right questions, but also listen with intent. Staying excited about learning will put you in a position to find success with each interaction you have.
What do you find most rewarding about your position at Dell EMC? The most rewarding aspect of my current role at Dell EMC is the impact I’m able to have in the development of the next generation of top sales talent at Dell EMC. I am blessed to have the opportunity to work with sales professionals early in their careers and be in a position to help each of my reps find their own success in technology sales. It’s a challenging and fast-paced industry that is constantly changing, making the work I’m doing so much fun. We are constantly shifting how we educate and work with our customers, and there isn’t a more relevant conversation than technology and how companies are using applications and data in their business today.
How has a mentor impacted your career? What role did they play? Since the beginning of my career, I’ve been fortunate enough to receive mentorship from multiple individuals who have helped guide me through both personal and professional growth. The advice varied from selling, how to approach my day-to-day, staying organized, managing my time in and out of the office, and how to differentiate myself. I am grateful for the people who have taken their time to invest in me and impact who and where I am today.
What is one thing you wish you would have known while you were in college that would have helped you transition to your professional career? I wish I better understood the importance of balance and checking in on yourself. It’s very easy to take on the mindset of go, go, go when you enter your first job in sales. Alongside that, I feel like understanding your own internal drive is critical – pushing yourself when you can but acknowledging that you have to have boundaries for a work/life balance. Whether that balance comes in the form of mental, physical, or emotional well-being, it all carries just as much weight in your success. As I’ve continued working toward increasing my awareness and balance for myself, it has helped me become a better sales leader and has allowed me to focus more on what matters for my own career and personal success.
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Major: Professional Strategic Selling and Marketing
Why did you choose a Major in Professional Strategic Selling?When deciding what major to pursue during my time at K-State, I looked for a program that I felt would best align with my personality and career outlook. I knew that I wanted to enter a field that would allow me to compete each day, work hands-on with products, be customer-facing and ultimately have a direct impact in helping a company drive revenue. Once I researched what a major in Professional Strategic Selling entailed, the faculty that ran the program and the positions held within a career in sales, I ultimately knew this was the right major for me!
What did you value most from your time at K-State?The people, whether it was the faculty, staff, members of Sales Ambassadors and other organizations, or just friends I met during my time. The people are what made K-State so memorable and helped me grow as an individual. I’m grateful for everyone I had the opportunity to interact with and I would push current students to go outside of their comfort zones, get involved and meet as many people as possible during their time at K-State!
Where do you hope to see your career take you in the next three to five years?Entering into the CPG/food industry with Hormel Foods has provided me a wonderful opportunity to start my career. This industry is always changing and consists of many moving parts that work together. My goal for year one will be to soak up as much information as I can from the highly skilled sales team that I will have the opportunity to be a part of. Three to five years into my career I would like to begin running my own territory for Hormel Foods and eventually work into a leadership position that will allow me to lead a sales team. Overall, the goal is to continue to improve year over year so that I can bring as much value to the company and those I work alongside.
RECENT GRADUATE SPOTLIGHT
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10 graduates with a Certificate in Professional Strategic Selling
5 graduates with a Major in Professional Strategic Selling
6states where our Fall 2019 graduates will be working. Those states include Arkansas, Colorado, Kansas, Missouri, Tennessee, and Texas.
Chase Stalder Graduation Date: Fall 2019Sales Representative | Hormel FoodsBentonville, Arkansas
FALL GRADUATES
Corporate Partner Networking Event
NSSI Newsletter 5
Sales Career Fair
Recruiter Panel
Keynote Speaker | Sales Professionals: Are They Born or Made?
FALL 2019 SALES WEEK HIGHLIGHTS
We hosted our Corporate Partner Networking Event on Monday, September 16, 2020. Twenty companies and 93 students participated in this event to build their professional networks.
The Fall Sales Career Fair was held on Tuesday, September 17, 2020. There were 29 companies and 200 students in attendance to learn about internships and full-time opportunities.
Representatives from Bunzl, Edward Jones, Gartner, Hormel Foods, and J.R. Simplot Company participated in the Recruiter Panel on Tuesday, September 17, 2020. They discussed resume and interview tips.
Dan Stalp, President of Sandler Training, served as the keynote speaker. Students listened to his presentation covering the top six competencies for the four different sales quadrants, how too much of good behavior can be ineffective, and why some behaviors are effective in sales but not with personal relationships.
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Tri-State Regional Challenge
The K-State Sales Team competed in the Tri-State Regional Challenge hosted by the Challenger Sales Institute in Oklahoma City, Oklahoma, on October 10-11, 2019. Six students placed in the competition. In the speed selling event, Remmie Monahan, junior in entrepreneurship, Omaha, Nebraska, placed first, Colton Williams, freshman in business administration, Osage City, placed second, and Landen King, junior in professional strategic selling, Overland Park, placed third. In the role-play scenarios, Paige Molstad, senior in kinesiology, Ellis, placed second, Piper Coen, senior in agribusiness, Olathe, placed third and Jake Sells, junior in mass communications, Seneca, placed fourth.
Northeast Intercollegiate Sales Competition
The K-State Sales Team competed in the Northeast Intercollegiate Sales Competition hosted by Bryant University in Smithfield, Rhode Island, on October 25-26, 2019. The team was recognized for their efforts with taking home top honors, receiving first place for the Role Play Scenario Team Award. In the Individual Role Play Scenario, Abbie O’Grady, senior in professional strategic selling and marketing, Overland Park, placed first, Lanessa Aurand, senior in professional strategic selling and marketing, Belleville, placed second, and Kaitlyn Porter, senior in organizational management, Manhattan, placed fourth. Katie Horton, junior in marketing and professional strategic selling, Overland Park, made it to the quarter-finals but did not advance to the semi-finals.
International Collegiate Sales Competition
The K-State Sales Team brought home the top honor in individual placings for the third year in a row at the International Collegiate Sales Competition. The competition was hosted by Florida State University in Orlando, Florida, on November 6-9, 2019. Cecilia Nancarrow, junior in professional strategic selling, Overland Park, placed first place individually out of 180 competitors. Preston Maurer, senior in finance, Overland Park, was a semi-finalist placing in the top 20 competitors.
SALES TEAM RECAP | FALL 2019
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It’s auction time! Get ready to Bring Home the Gold at the 8th Annual Benefit Auction on Friday, May 1, 2020, at the Hilton Garden Inn in Manhattan, Kansas. Put on every year by students in the Advanced Selling class, this experience allows students to learn about territory management, prospecting, phone sales, and the sales process in a real-world setting. The funds raised are given back to sales students as student merit awards.
Over the course of the spring semester, the students enrolled in the class will be transformed into true sales professionals. They will learn how to prospect, deliver value and use a customer relationship management system during the process. “The fundamental purpose of this class is to give our students a realistic preview of what it is like to be a salesperson. Over the semester, the students realize firsthand about the ups and downs of a sales career and the effort required to be successful,” said Dawn Deeter, director of the National Strategic Selling Institute.
8th Annual National Strategic Selling Institute Benefit Auction
Support the National Strategic Selling InstituteGIVING BACK
BENEFIT AUCTION
An additional amount will be raised for Coming Together for a Cure, Wichita, which is chosen as the charity partner for the event. Founded by a recent K-State graduate, Coming Together for a Cure raises support and awareness for adult stem cell therapy to help people battling Muscular Dystrophy and other terminal diseases. “We are grateful for the continued support from the K-State family and the hard work from the outstanding sales students,” said Blake Benton, founder and director of Coming Together for a Cure.
For more details on the event visit cba.ksu.edu/NSSIBenefitAuction. We can’t wait to see you join #TeamNSSI by donating or attending the event!
As you read through these pages we encourage you to consider supporting the National Strategic Selling Institute (NSSI) by donating to the sales program. Your dollars can help provide students with professional development opportunities unmatched by other programs, state-of-the-art technology that builds their skills more effectively, and helps deliver quality sales education to more students than we can serve currently. We believe a sales education can transform a student into a confident business professional, a belief that is supported by the strong placement of our students in great jobs. With your generous donations, we can expand the number of students we serve and continue to lead the way for the next generation of sales talent.
Use this link to make a donation today!give.evertrue.com/ksu/salesprogram
Spring Sales WeekFebruary 24 - 28, 2020
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Spring Advisory Board MeetingApril 22, 2020
8th Annual Benefit AuctionMay 1, 2020
Spring CommencementMay 16, 2020
Kansas State UniversityNational Strategic Selling Institute2121 Business Building1301 Lovers LaneManhattan, KS [email protected](785) 532-2723cba.ksu.edu/nssi
NSSI Newsletter 8
Alumni TailgateOctober 3, 2020
UPCOMING EVENTS
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Alumni Brunch May 2, 2020