NEWSLE T TER Winter 2020 - IN THIS ISSUE - K-State College of Business Administration
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NEWSLET TER
Winter 2020
IN THIS ISSUE...
Fall 2019 Sales
Director’s Update
Week Highlights
Alumni Spotlight Sales Team Recap
Recent Graduate Giving Back
Spotlight
Fall Graduates Benefit Auction
DIRECTOR’S UPDATE
Welcome 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
FACULTY & STAFF
Dawn Deeter Mac Lewison
Director, Professor & JJ Vanier Distinguished Chair Adjunct Instructor
of Relational Selling maclewison@k-state.edu
(785) 532-6880
ddeeter@k-state.edu Michael Krush
Assistant Professor
Kellie Jackson mikekrush@k-state.edu
Managing Director and Instructor
(785) 532-2783 Edward Nowlin
kelliejackson@k-state.edu Associate Professor
elnowlin@k-state.edu
Dana Parker
Program Coordinator Doug Walker
(785) 532-2785 Associate Professor
dlaparker@k-state.edu dmwalker@k-state.edu
Tom Clark
Executive-in-Residence
thclark@k-state.edu
NSSI Newsletter 2
ALUMNI SPOTLIGHT
Dan Burger
Graduation Date: Fall 2016
Sales Associate Manager | Dell EMC
Boston, Massachusetts
Major: Entrepreneurship
Certificate: 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.
NSSI Newsletter 3
RECENT GRADUATE SPOTLIGHT
Chase Stalder
Graduation Date: Fall 2019
Sales Representative | Hormel Foods
Bentonville, Arkansas
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.
FALL GRADUATES
graduates with a Certificate in
10 Professional Strategic Selling
graduates with a Major in
5 Professional Strategic Selling
states where our Fall 2019 graduates will
6 be working. Those states include
Arkansas, Colorado, Kansas, Missouri,
Tennessee, and Texas.
NSSI Newsletter 4
FALL 2019 SALES WEEK HIGHLIGHTS
Corporate Partner Networking Event
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.
Sales Career Fair
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.
Recruiter Panel
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.
Keynote Speaker | Sales Professionals: Are They Born or Made?
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.
NSSI Newsletter 5
SALES TEAM RECAP | FALL 2019
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.
NSSI Newsletter 6
GIVING BACK
Support the National Strategic Selling Institute
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 Use this link to make a donation today!
sales talent. give.evertrue.com/ksu/salesprogram
BENEFIT AUCTION
8th Annual National Strategic Selling Institute Benefit Auction
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.
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!
NSSI Newsletter 7
UPCOMING EVENTS
Spring Sales Week
February 24 - 28, 2020
Spring Advisory Board Meeting
April 22, 2020
8th Annual Benefit Auction
May 1, 2020
Alumni Brunch
May 2, 2020
Spring Commencement
May 16, 2020
Alumni Tailgate
October 3, 2020
CONTACT US
Follow us to get the latest news!
K-State Sales Program
@kstatesalesprogram
@KStateSales
National Strategic
Selling Institute
Kansas State University
National Strategic Selling Institute
2121 Business Building
1301 Lovers Lane
Manhattan, KS 66506
kstatesalesprogram@k-state.edu
(785) 532-2723
cba.ksu.edu/nssi
NSSI Newsletter 8
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