PROGRAM DESCRIPTION
Today’s sales environment is influenced by more external factors than ever before: AI disruption, large companies lowering contract minimums which impacts mid-level companies, companies claiming expertise despite marginal experience, and budgets being crunched. Presentations follow standard formats where little or no differentiation is achieved. Disruptive Selling challenges the status quo.
The goal of this program is to teach executives to think like entrepreneurs, and more importantly, to learn how to adopt the strategy of the 5-minute investor pitch and deploy the techniques to a range of sales situations. A buyer’s receptivity to the team and the proposal is generally created in the first five minutes of the presentation. The vast majority of presentations waste that critical time and, thereby, lose the selling advantage — a lesson learned by every startup that only has five minutes to convince an investor to choose her or his company over ten others. The rigor of the 5-minute approach focuses the sales presentation and forces the discipline of identifying the critically important components — separating “the need to have” from “the nice to have.” The program covers all the associated opportunities and risks of leveraging emerging technologies like GenAI, providing participants with the working knowledge of when and how to effectively use these in the selling environment.
INTENDED AUDIENCE
Senior, mid-level executives, or fast-track clients facing executives and direct sales executives who write proposals and/or give in-person and virtual presentations in a highly competitive environment.
PROGRAM LOCATION
Midtown Manhattan (NYC), in-person
PROGRAM DATES
DAILY SCHEDULE
| Hours | Activity |
|
9 am – Noon |
Morning Session |
|
Noon – 1 pm |
Lunch Break |
|
1 – 4 pm |
Afternoon Session |
Instructors
Cleve Langton
Cleve brings 30+ years of experience in marketing, advertising, public relations, market research and development of integrated marketing campaigns. He has extensive experience in business development, having served over 15 years as Corporate EVP Business Development and Chief Growth Officer of DDB
Worldwide, a top 10 global ad agency. Cleve has broad international experience running global accounts such as PepsiCo, Mars and Unilever and running over 400 multinational new business pitches. He also has in depth experience with startup and early-stage companies having been a C-suite executive or board member in 11 startup and early-stage companies. In prior advisor roles, and in his current role as co-founder and director of the Columbia Angel Network, he has reviewed investment decks of 108 companies as an advisor to founders and CEOs.
Cleve holds a BA in Journalism from New York University and an MBA from Columbia. He started his career in product management at General Foods Corporation (merged into Kraft) in the Post Cereals division. He has served on the boards of many for profit companies and non-profit organizations.
Brandon Procak (BBA, ’05)
A seasoned professional with nearly 20 years of experience, Brandon co-leads global divisions in Tech Innovation and Cloud Computing at BCG, overseeing diverse technology offerings that include web3 (blockchain and digital assets), IoT (digital twins, smart cities), Spatial Computing (AR, VR, Metaverse), and Quantum Computing. Previously at EY, he specialized in Strategy & Large-Scale Business Transformations for the U.S.’ largest financial institutions, leading global teams of up to 500 people. He also ventured into entrepreneurship, as the CEO of a real estate technology platform and a co-CEO of a web3 bootcamp academy.
Brandon holds an MBA from Columbia Business School and a BBA from Baruch College. He also shares his expertise as an Adjunct Professor lecturing graduate level MBA courses at Baruch College. Brandon also served as the Vice President of Mentoring for the Hispanic Business Association, and actively held leadership roles within EY’s Advancing Latino Executives program, building the company’s largest Latino mentoring network.
PROGRAM FEES
| Tuition Fee |
| $199 |
Included in the fee:
- One full day of in-person instruction
- All program materials
- Certificate of completion
REGISTRATION INFORMATION
*Please note, the registration system accepts only credit cards (NO debit cards) and charges a credit card transaction fee, in addition to the tuition.
DISCOUNT POLICY: 10% discount is available for the members of Baruch community: current students, alumni, faculty, and staff.
REFUND POLICY: Registered participants may cancel their registration and request a full refund up to 5 business days before the first day of their non-credit course. If you register fewer than 5 days before the beginning of the course, no refund will be given. In the event that course or program is canceled, all participants will receive a full refund.
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