The goal of the Sales Institute is to equip you and your center to be able to create your own future without being solely tied to the direction of academics. Nearly 60 centers have availed themselves of this training over the last six years.

During four live 1.5-hour weekly sessions you will learn critical content on the needed skills to grow custom sales for your center. The Sales Institute will be led by Dr. Daniel Rundhaug, Executive Director of the Institute for Professional Excellence at Davenport University and Joe Bork, President of ProEd.

Don’t miss out on this opportunity to learn from speakers as well as from the other participants. In true ProEd fashion, this will be a very engaging and interactive experience for all who attend.

As center and business development directors, we aim to provide products and services that differentiate our centers from our competition – we are always looking for a competitive advantage. What makes our centers stand out may be evident in the faculty and instructors we use, the niche markets we serve, our client list, or the distinctive programs we offer. A unique sales strategy, whether you have a dedicated sales staff or not, helps you play to your competitive advantage and confidently come up with solutions that effectively address both client and market needs. A systemic business development approach maximizes our center’s growth potential while meeting and exceeding customer expectations. But how do we develop and refine our sales strategies? What if our current business development approach is no longer resulting in increased custom training revenue? What is working (or not) for other centers?

ProEd’s Sales Institute can help you answer these questions and provide a clear and inspirational path forward.

By participating in this program you will:

This year the virtual Sales Institute is designed to provide time, space, and peer feedback to effectively articulate a sales strategy and business development approach for your organization. Our curriculum follows a rigorous progression from Foundation to Pipeline, culminating in advanced Strategy and Execution.

This program is designed for people responsible for developing and implementing sales strategies for non-degree business, professional, and executive education centers at universities. This usually includes executive education units in business schools, management or professional development units within continuing education schools, or stand-alone entities reporting directly to a dean or other high level administrator. In most cases, attendees have titles that include Assistant Dean, Director, Executive Director, Custom Program Director or Business Development Manager. They all have the common challenge of creating revenue-generating custom engagements and maintaining mutually beneficial relationships with organizations. Their centers serve the business community by offering custom training engagements, consortia programs and/or open enrollment programs.

If this sounds like you, please join us for this 4-week institute to examine your current sales and strategy model, explore the internal and external factors influencing your success, and discuss sales strategy development options.

• Take advantage of this opportunity to focus on the most critical aspects of the success of your unit
• Get diverse perspectives and ideas from trusted colleagues facing the same challenges
• Develop a network of peer mentors
• Return to your team ready to share ideas and implement your own sales strategy and customer engagement model

Facilitators

Dr. Daniel Rundhaug is a long-standing conference presenter for ProEd in the areas of sales, sales leadership, and center leadership. With 8 years of successful center leadership at Davenport University, he has helped to foster a very impactful custom-sales approach. Before coming to Davenport University he held an executive leadership role for 12 years as the COO of a large nonprofit organization.

Joe Bork is the president of ProEd and brings years of experience in center leadership from multiple organizations, most recently the University of St. Thomas. Joe is a constant resource sought out by the industry’s leading schools on center leadership, successful open enrollment strategies and creating custom sale approaches.