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ART OF SALES 2, 1.03 (R) Meet The Team

1.03 (R) Meet The Team

Craig Wortmann Craig Wortmann is a Clinical Professor of Innovation & Entrepreneurship in the Kellogg Innovation and Entrepreneurship Initiative (KIEI) and Founder and Executive Director of the Kellogg Sales Institute. In 2016, Craig was Clinical Professor of Entrepreneurship at the University of Chicago's Booth School of Business. He designed, developed and taught the award-winning course called Entrepreneurial Selling, recognized by Inc. Magazine as one of the “Top Ten” courses in the U.S. He also taught one of the core entrepreneurship courses, Building the New Venture, and he developed Chicago Booth's Building Leadership Capital course, a four-day, in-depth executive leadership course for senior executives. Craig joined the Booth faculty in 2008 and was the recipient of the 2012 Faculty Excellence Award, given to the professor who has had the greatest positive impact on the students. Craig is the author of “What's Your Story?”, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. In his book, Craig demonstrates the powerful impact stories have on the three most common performance challenges – leadership, selling and communication. Craig is also a columnist for Inc.com on the subjects of sales and entrepreneurship. Craig has been a sales person and entrepreneur for more than 20 years. From IBM Corporation as the #2 performer in his year-long classical style sales training class, to a Dean Witter company covering three-quarters of the country selling to large retailers, Craig is an expert in all things sales. After earning his MBA from Kellogg in 1995, Craig joined the Forum Corporation and quickly became the firm's new product launch and client recovery specialist. In 2000, Craig was recruited to join start-up WisdomTools as its CEO which he sold to a larger firm in 2008. Craig is the founder and CEO of Sales Engine Inc., a tools and services firm based on the belief that a company should treat sales as the engine of their business. As a professional speaker and sales advisor, Craig helps to develop the knowledge, skills and discipline necessary to build a successful sales engine. In 2009, the venture backer's behind interactive marketing and web strategy firm, ClearGauge, sought Craig to become CEO while running his Sales Engine firm. Craig executed a turnaround by building a sales engine, cutting significant costs and developing a new web presence. ClearGauge was then acquired by a larger agency. Craig is a Venture Partner at Pritzker Group Venture Capital and helps grow the sales engines of its portfolio companies. He also advises the Driehaus Private Equity group and sits on the board of Innovative Health, a Phoenix-based reprocessor of medical devices. Craig graduated from Kellogg in 1995 with an MBA in Marketing and Finance, he obtained his “CPIM” Certification in Inventory and Production Management in 1992, and he graduated Union College in 1988 with a degree in Political Science. An Evanstonian for more than 18 years, in his free time Craig can be found biking and running along the lake path or with his family wakeboarding, boating and snowmobiling in Wisconsin. Heather Haseley Heather Haseley currently serves as a Learning Engineer with Northwestern Information Technology Teaching & Learning Technologies, with a focus on instructional design for in-person, online, and blended courses ranging from small classes to MOOCs. Heather has been at Northwestern University for nearly 9 years, previously at the Feinberg School of Medicine managing medical education faculty development and research. Prior to Northwestern, she has served in a wide range of management and instructional design positions at Columbia University and the University of Pennsylvania (Penn). Rick Salisbury Rick Salisbury is the Associate Director of Educational Technology at the Kellogg School of Management, Northwestern University. Rick partners with faculty to improve teaching and learning with technology and led the design and development of the state of the art classrooms in the new Kellogg Global Hub. Prior to joining Kellogg, Rick was a Video Producer and Senior Instructional Design Consultant at DePaul University in Chicago. Ricks holds degrees from the Terry College of Business at the University of Georgia and the Indiana University Media School. Vanna Logothetis Vanna Logothetis serves as Director of Marketing for Sales Engine. She oversees marketing strategy, brand management, website and content management, public relations and social media. She studied Journalism at the University of Colorado Boulder and received her Masters in Integrated Marketing Communication from Northwestern's Medill School of Journalism. Before joining Sales Engine she spent a majority of her career handling public relations and media relations for several healthcare organizations including: Salt Lake County Health Department, ARUP Laboratories and TriCore Reference Laboratories. Nick Gertonson - Course Builder Nick is a UX design professional working with Northwestern Information Technology Services & Support. Mark Walters - Film Crew Mark Walters is a video editor and cinematographer at the Kellogg School of Business Management. Mark served as head video editor for Craig's ‘Art of Sales' MOOC and works within the KIS production team along with Walter Wilson and George Christensen serving as director, shooter, or editor as needed. Before Kellogg, Mark was a production assistant at a downtown marketing and video production agency called Intersport. He graduated in 2017 from North Park University with a bachelor's degree in both Media Studies and English Literature. - markwaltersmedia@gmail.com Students from Roleplays Lauren Wittert Lauren currently serves as relationship manager to a portfolio of corporate and commercial clients at BMO Harris Bank. She specializes in helping distressed companies navigate through periods of financial instability and uncertainty. Lauren joined BMO after graduating from the University of Illinois at Urbana-Champaign, and she studied with Craig Wortmann while attending Kellogg as an Evening Part-Time student. Craig's teachings have been invaluable to Lauren enhancing her internal brand image while also building messaging and communication skills critical to effective client conversations.- lauren.wittert@kellogg.northwestern.edu Dianna He Dianna is the founder of Sit the Moon Health, a company that seeks to optimize maternal health outcomes for America's working moms. She studied with Craig Wortmann at Northwestern Kellogg, and has experienced firsthand how applying his set of knowledge, skills, and discipline can help entrepreneurs stand out and break through when it comes to selling themselves and their ideas. Dianna is an avid runner and yogi, lover of spontaneous adventures, and proud collegiate a cappella alum. - dianna.he@kellogg.northwestern.edu Peter Chadri Ever since he started his donut business while in high school in Kenya, Peter has been interested in the ability for businesses to help develop society. While at Stanford, he discovered his purpose, solve big problems of the world. He therefore came to Kellogg to get started on his purpose, and is particularly interested in understanding how market/business tools can be applied to non-market/business problems (and when they shouldn't). His current thesis of the world is: Humans are the major cause of humanity's problems; therefore one must first understand humans in order to solve the problems they have. Feel free to email him your thoughts on that topic. - peter.chadri@kellogg.northwestern.edu Todd Cruikshank Todd is an American entrepreneur and Chief Operating Officer of Surgical Innovation Associates (SIA), a medical device company based in Chicago. He is an accomplishment strategist who is passionate about improving lives through healthcare, product development and biotechnology. Following the completion of undergraduate studies at Illinois Wesleyan University, Todd went on to study English and journalism at the University of Chicago Graham School, before gaining his MBA from Northwestern University's Kellogg School of Management. Todd is a 2016 Zell Fellow and member of the global ZGEN network, and spends his free time writing, sewing and enjoying life with friends family and his 5 year old Weimaraner named Maeby. - todd.cruikshank@gmail.com Sid Adukia Sid is an MBA student at the Kellogg School of Management, where he is specializing in Marketing. He is passionate about Entrepreneurship and bartered a 0.24c pen for $600 worth of goods for Craig's Entrepreneurial Selling class. Sid has extensive global experience, having lived, studied and worked in USA, Middle East, Singapore and India. He held Chief of Staff and various Corporate Strategy roles at leading Fortune 500 Financial Services and Airline firms such as Zurich Insurance Group and Emirates Airlines, and has also extensively analysed businesses and made investment recommendations in world-changing businesses as a summer associate for a private family office of the Walton family. He is driven by working on ambiguous problems, being surrounded by groups of smart, diverse and humble people, and building and executing game changing solutions. Moreover at Kellogg, Sid is the President of Kellogg Student Association (KSA) Alumni Relations. He has delivered branding strategy for Peru's national heritage to the Ministry of Peru, partnered with Deloitte-Conagra for generating Thought Leadership on how CPGs can win in the digital economy, and designed sales toolkit for CASE Chicago (Chicagoland Anchors for a Stronger Economy) among other projects. “Stay hungry, stay foolish” is Sid's motto in life. He has passed all levels of the CFA certification and is continuously adding to his learning across disciplines. He is an avid Tennis and Cricket player, a certified ballroom dancer, and has traveled over 20 countries. Family, friends, faith, righteousness and spirituality inspire his actions every day. - siddhartha.adukia@kellogg.northwestern.edu


1.03 (R) Meet The Team

Craig Wortmann Craig Wortmann is a Clinical Professor of Innovation & Entrepreneurship in the Kellogg Innovation and Entrepreneurship Initiative (KIEI) and Founder and Executive Director of the Kellogg Sales Institute. In 2016, Craig was Clinical Professor of Entrepreneurship at the University of Chicago's Booth School of Business. He designed, developed and taught the award-winning course called Entrepreneurial Selling, recognized by Inc. Magazine as one of the “Top Ten” courses in the U.S. He also taught one of the core entrepreneurship courses, Building the New Venture, and he developed Chicago Booth's Building Leadership Capital course, a four-day, in-depth executive leadership course for senior executives. Craig joined the Booth faculty in 2008 and was the recipient of the 2012 Faculty Excellence Award, given to the professor who has had the greatest positive impact on the students. Craig is the author of “What's Your Story?”, a book that looks at how leaders and sales professionals use stories to connect, engage and inspire. In his book, Craig demonstrates the powerful impact stories have on the three most common performance challenges – leadership, selling and communication. Craig is also a columnist for Inc.com on the subjects of sales and entrepreneurship. Craig has been a sales person and entrepreneur for more than 20 years. From IBM Corporation as the #2 performer in his year-long classical style sales training class, to a Dean Witter company covering three-quarters of the country selling to large retailers, Craig is an expert in all things sales. After earning his MBA from Kellogg in 1995, Craig joined the Forum Corporation and quickly became the firm's new product launch and client recovery specialist. In 2000, Craig was recruited to join start-up WisdomTools as its CEO which he sold to a larger firm in 2008. Craig is the founder and CEO of Sales Engine Inc., a tools and services firm based on the belief that a company should treat sales as the engine of their business. As a professional speaker and sales advisor, Craig helps to develop the knowledge, skills and discipline necessary to build a successful sales engine. In 2009, the venture backer's behind interactive marketing and web strategy firm, ClearGauge, sought Craig to become CEO while running his Sales Engine firm. Craig executed a turnaround by building a sales engine, cutting significant costs and developing a new web presence. ClearGauge was then acquired by a larger agency. Craig is a Venture Partner at Pritzker Group Venture Capital and helps grow the sales engines of its portfolio companies. He also advises the Driehaus Private Equity group and sits on the board of Innovative Health, a Phoenix-based reprocessor of medical devices. Craig graduated from Kellogg in 1995 with an MBA in Marketing and Finance, he obtained his “CPIM” Certification in Inventory and Production Management in 1992, and he graduated Union College in 1988 with a degree in Political Science. An Evanstonian for more than 18 years, in his free time Craig can be found biking and running along the lake path or with his family wakeboarding, boating and snowmobiling in Wisconsin. Heather Haseley Heather Haseley currently serves as a Learning Engineer with Northwestern Information Technology Teaching & Learning Technologies, with a focus on instructional design for in-person, online, and blended courses ranging from small classes to MOOCs. Heather has been at Northwestern University for nearly 9 years, previously at the Feinberg School of Medicine managing medical education faculty development and research. Prior to Northwestern, she has served in a wide range of management and instructional design positions at Columbia University and the University of Pennsylvania (Penn). Rick Salisbury Rick Salisbury is the Associate Director of Educational Technology at the Kellogg School of Management, Northwestern University. Rick partners with faculty to improve teaching and learning with technology and led the design and development of the state of the art classrooms in the new Kellogg Global Hub. Prior to joining Kellogg, Rick was a Video Producer and Senior Instructional Design Consultant at DePaul University in Chicago. Ricks holds degrees from the Terry College of Business at the University of Georgia and the Indiana University Media School. Vanna Logothetis Vanna Logothetis serves as Director of Marketing for Sales Engine. She oversees marketing strategy, brand management, website and content management, public relations and social media. She studied Journalism at the University of Colorado Boulder and received her Masters in Integrated Marketing Communication from Northwestern's Medill School of Journalism. Before joining Sales Engine she spent a majority of her career handling public relations and media relations for several healthcare organizations including: Salt Lake County Health Department, ARUP Laboratories and TriCore Reference Laboratories. Nick Gertonson - Course Builder Nick is a UX design professional working with Northwestern Information Technology Services & Support. Mark Walters - Film Crew Mark Walters is a video editor and cinematographer at the Kellogg School of Business Management. Mark served as head video editor for Craig's ‘Art of Sales' MOOC and works within the KIS production team along with Walter Wilson and George Christensen serving as director, shooter, or editor as needed. Before Kellogg, Mark was a production assistant at a downtown marketing and video production agency called Intersport. He graduated in 2017 from North Park University with a bachelor's degree in both Media Studies and English Literature. - markwaltersmedia@gmail.com Students from Roleplays Lauren Wittert Lauren currently serves as relationship manager to a portfolio of corporate and commercial clients at BMO Harris Bank. She specializes in helping distressed companies navigate through periods of financial instability and uncertainty. Lauren joined BMO after graduating from the University of Illinois at Urbana-Champaign, and she studied with Craig Wortmann while attending Kellogg as an Evening Part-Time student. Craig's teachings have been invaluable to Lauren enhancing her internal brand image while also building messaging and communication skills critical to effective client conversations.- lauren.wittert@kellogg.northwestern.edu Dianna He Dianna is the founder of Sit the Moon Health, a company that seeks to optimize maternal health outcomes for America's working moms. She studied with Craig Wortmann at Northwestern Kellogg, and has experienced firsthand how applying his set of knowledge, skills, and discipline can help entrepreneurs stand out and break through when it comes to selling themselves and their ideas. Dianna is an avid runner and yogi, lover of spontaneous adventures, and proud collegiate a cappella alum. - dianna.he@kellogg.northwestern.edu Peter Chadri Ever since he started his donut business while in high school in Kenya, Peter has been interested in the ability for businesses to help develop society. While at Stanford, he discovered his purpose, solve big problems of the world. He therefore came to Kellogg to get started on his purpose, and is particularly interested in understanding how market/business tools can be applied to non-market/business problems (and when they shouldn't). His current thesis of the world is: Humans are the major cause of humanity's problems; therefore one must first understand humans in order to solve the problems they have. Feel free to email him your thoughts on that topic. - peter.chadri@kellogg.northwestern.edu Todd Cruikshank Todd is an American entrepreneur and Chief Operating Officer of Surgical Innovation Associates (SIA), a medical device company based in Chicago. He is an accomplishment strategist who is passionate about improving lives through healthcare, product development and biotechnology. Following the completion of undergraduate studies at Illinois Wesleyan University, Todd went on to study English and journalism at the University of Chicago Graham School, before gaining his MBA from Northwestern University's Kellogg School of Management. Todd is a 2016 Zell Fellow and member of the global ZGEN network, and spends his free time writing, sewing and enjoying life with friends family and his 5 year old Weimaraner named Maeby. - todd.cruikshank@gmail.com Sid Adukia Sid is an MBA student at the Kellogg School of Management, where he is specializing in Marketing. He is passionate about Entrepreneurship and bartered a 0.24c pen for $600 worth of goods for Craig's Entrepreneurial Selling class. Sid has extensive global experience, having lived, studied and worked in USA, Middle East, Singapore and India. He held Chief of Staff and various Corporate Strategy roles at leading Fortune 500 Financial Services and Airline firms such as Zurich Insurance Group and Emirates Airlines, and has also extensively analysed businesses and made investment recommendations in world-changing businesses as a summer associate for a private family office of the Walton family. He is driven by working on ambiguous problems, being surrounded by groups of smart, diverse and humble people, and building and executing game changing solutions. Moreover at Kellogg, Sid is the President of Kellogg Student Association (KSA) Alumni Relations. He has delivered branding strategy for Peru's national heritage to the Ministry of Peru, partnered with Deloitte-Conagra for generating Thought Leadership on how CPGs can win in the digital economy, and designed sales toolkit for CASE Chicago (Chicagoland Anchors for a Stronger Economy) among other projects. “Stay hungry, stay foolish” is Sid's motto in life. He has passed all levels of the CFA certification and is continuously adding to his learning across disciplines. He is an avid Tennis and Cricket player, a certified ballroom dancer, and has traveled over 20 countries. Family, friends, faith, righteousness and spirituality inspire his actions every day. - siddhartha.adukia@kellogg.northwestern.edu