Strategic Sales for Colleges a Huge Success
Hillsborough College (HC) hosted the National Association of Community College Entrepreneurship (NACCE) for a one-day training session that took place on August 11, 2025. The session focused on equipping college and university professionals with the sales skills necessary to build and lead a successful customized training division. The training was designed for directors, deans, and VPs.
Participants learned how to conduct training needs assessments, write effective proposals, and navigate the sales process to overcome buyer hesitation. The session also explored how sales fit into a broader marketing plan and the strategic use of social media for sales. Attendees engaged in interactive discussions with other college experts and gained practical, actionable insights.
About the Facilitator
The training was led by Dr. Trenton Hightower, a seasoned leader with over 25 years of experience in community colleges. Dr. Hightower's career includes key roles at Finger Lakes Community College, Frederick Community College, and as the Assistant Vice Chancellor for Workforce Development for all 23 community colleges in Virginia. He notably led Santa Fe College from a deficit to a profit. Dr. Hightower is the author of FieldTrip 101 – An Approach to Team Building and currently serves as the Executive Director for Membership and Workforce Development for the National Association for Community College Entrepreneurship. He holds a Master's in Administration of Higher Education and an EdD in Organizational Leadership.
Learning Objectives
- Sales Fundamentals: Core principles of sales.
- Sales Planning: Creating a sales strategy for educational institutions.
- Assessment & Promotion: Mastering training assessments and promotional activities.
- Social Media: Leveraging platforms to support sales.
- Community Assessment: Conducting community-wide needs assessments.
- Kirkpatrick’s Levels: Implementing Kirkpatrick’s four levels of training outcomes.