How to Design Sales Courses that Actually Prepare Students for the Field—Not Just the Final Exam | Rich Kuzmeski - 34

How to Design Sales Courses that Actually Prepare Students for the Field—Not Just the Final Exam | Rich Kuzmeski - 34

In this video, we sit down with Rich Kuzmeski to discuss his passion for sales and teaching. As a seasoned sales professional, Rich shares insights from his extensive experience in the field, offering valuable perspectives on how to sell effectively. This discussion is a must-watch for anyone interested in a sales career, providing foundational knowledge for sales success. We delve into how educators can actively prepare students for real-world sales challenges, moving beyond rote memorization and final exams. Rich Kuzmeki shares invaluable insights into experiential learning strategies that facilitate student success, enhancing both confidence and competency in the field of sales. Creating Engaging Role Plays for Practical Learning 1. Role plays designed to mirror real-life scenarios empower students to create their own scripts, fostering ownership and individual learning. 2. Students research various industries thoroughly, refining their understanding and relevant questioning techniques necessary for success in sales. 3. Structured role plays focus on the discovery call process, allowing students to practice asking impactful questions rather than simply pitching a product. The Importance of Listening and Discovery in Sales 1. Students often struggle with the fear of silence during sales calls, making it crucial to build their comfort with open-ended questioning and attentive listening. 2. Emphasizing a 70/30 listening-to-talking ratio teaches students that effective selling is rooted in understanding customer needs rather than just presenting. 3. By structuring prompts to encourage follow-up questions, students learn to drive conversations deeper, uncovering critical insights necessary for making meaningful connections. Extending Learning Beyond the Classroom 1. Participation in internal and external sales competitions provides students with hands-on experiences that translate classroom knowledge into actionable skills in real-world situations. 2. Establishing connections with industry representatives and creating opportunities for networking prepares students for internships and jobs after graduation. 3. Achievements in competitions bolster student resumes while enhancing the overall credibility of the sales program, attracting more prospective students and professionals to engage. Homework Challenge or Action Steps 1. Challenge students to design their own sales role play based on a chosen industry, incorporating both questions and anticipated answers to practice smooth dialogue. 2. Encourage educators to implement experiential learning techniques, such as guest speakers and live events, to enrich the educational experience beyond textbooks. "Be honest. It's way easier to remember the truth than it is to remember what you may or may not have made up." -Rich Kuzmeki. Timestamps 00:00 - Introduction 01:20 - The Role of Role Plays in Sales Education 12:15 - Overcoming Challenges in Role Plays 22:30 - Extending Learning Through Competitions 34:40 - Closing Thoughts and Key Takeaways Resources ● [Oklahoma State University Sales Center](https://business.okstate.edu/sales) ● [Sales Competitions Overview](https://business.okstate.edu/sales/competitions) Subscribe to our SubStack for more sales insights and assignments - https://sales101b2bsalesclassroom.substack.com/ Credits Produced by bluëmango | STUDIOS. Music by SoundStripe. Thanks for tuning in!

The Difference Between a Complaint vs. An Objection | Donald C. Kelly & Dr. BJ Allen - 33

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How To Have Difficult Sales Conversation as a New Seller | Donald C. Kelly & Dr. BJ Allen - 32

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Stop Selling, Start Connecting | Tammy Katuin - 31

Sales is not just about closing deals. At its core, it is about building genuine connections and lasting relationships. Joining us is Tammy Katuin, a sales professor at Valley City State University, to share how she is helping students develop networking skills, build authentic relationships, and create a strong foundation for long-term success in sales. Meet Tammy Katuin * Tammy Katuin is an educator and sales professional at Valley City State University, where she teaches sales and consumer behavior with a focus on relationship building and authenticity. * Drawing from her extensive sales experience, she helps students understand that lasting success comes from serving others and building genuine connections rather than simply closing deals. * Through hands-on networking opportunities, mentorship, and career development tools like LinkedIn, Tammy is dedicated to preparing students for meaningful and successful careers. Why Relationships Matter in Sales * Tammy shares why the most effective sales professionals focus on helping people rather than simply closing deals, creating trust that extends far beyond a single transaction. * She explains how genuine care and consistent follow-through are what separate great salespeople from the rest. Teaching Trust and Authenticity * One aspect students often struggle with is building trust. Tammy discusses how she helps students develop confidence through networking opportunities, hands-on experiences, and meaningful conversations that push them outside their comfort zones. * By modeling authenticity and investing in her students' success, she demonstrates the type of relationship-focused approach that leads to lasting professional growth. Balancing Technology and Human Connection * Technology continues to change the sales landscape, but the importance of human connection remains constant. * The discussion explores how tools like AI and LinkedIn can support relationship-building efforts while reinforcing that trust, authenticity, and genuine engagement cannot be automated. * Success comes from using technology to strengthen connections, not replace them. The Foundation of Lasting Success * Trust is the foundation of every successful relationship. Whether working with clients, colleagues, or future employers, being reliable, open-minded, and genuinely invested in others creates opportunities that extend far beyond a single sale. The result is a sales approach built on connection, credibility, and long-term success. "If you are in it for the long haul, then relationships are what you need to make so that you can get ongoing business from your clients, not just that one off." - Tammy Katuin Resources * Professors interested in curriculum, simulations, lesson plans, and sales education tools can explore Stukent Sales Courseware [https://www.stukent.com/?utm]. * If you’re interested in learning from Tammy Katuin you can find her on LinkedIn [https://www.linkedin.com/in/tammykatuin/].

Turning Your Sales Program Into a Business Magnet | Rob Hammond - 30

How can you get companies genuinely excited about partnering with your sales program? Rob Hammond, Director of the Center for Marketing and Sales Innovation at the University of South Florida, joins us to share how he builds meaningful partnerships between universities and businesses. Instead of treating companies as sponsors or one-time recruiters, he encourages educators to see them as long-term partners who actively contribute to student growth, workforce readiness, and lasting industry impact. Meet Rob Hammond * Rob Hammond leads the University of South Florida sales program as Director of the Sales and Marketing Innovation Center. * After a long career in industry, he brings a practical, product focused approach to sales education. He builds experiential learning opportunities, including top college sales competitions and strong business partnerships. * His philosophy centers on real world connections between students and companies, helping students gain experience while organizations build lasting relationships and brands through meaningful campus engagement. Start with Your Value Proposition * A key idea from this conversation is the importance of clearly defining the value of your program. * Rob explains that students are the product, and employers are looking for graduates who can contribute from day one. * When you communicate that value effectively, it becomes much easier to attract business partners who want to engage with your program. Create Opportunities for Connection * Rob also shares practical ways to connect students with employers through networking events, classroom visits, internships, sales competitions, and company site visits. * These experiences allow students to apply what they learn in the classroom while helping employers build relationships with future talent. * He refers to these interactions as “micro-collisions” that often lead to meaningful opportunities for both students and companies. Focus on Partnerships, Not Transactions * Rob reminds us that successful programs are built on partnerships, not hiring quotas. * Instead of focusing on how many students companies hire, the emphasis should be on helping organizations build their brand on campus and form genuine connections with students who are interested in their mission. “You have a high-quality product. Be unapologetic about it.” — Rob Hammond Resources * Professors interested in curriculum, simulations, lesson plans, and sales education tools can explore Stukent Sales Courseware [https://www.stukent.com/?utm]. Connect with Rob Hammond on LinkedIn [https://www.linkedin.com/in/drrobhammond/] to follow his work in sales education and university–industry partnerships, or reach out directly via email at rwhammond@usf.edu.