In this episode of Preferred Return, we sit down with Craig Wortmann, Founder of Sales Engine, to discuss the habits, systems, and mindsets that define standout salespeople. 

Drawing on three decades of experience as a founder, educator, and investor, Craig shares how deliberate practice, discipline, and relationship-building drive success in high-stakes conversations like fundraising and enterprise sales. He also opens up about a personal chapter—losing his leg to cancer—and how it reshaped his understanding of resilience, performance, and what it means to bounce back better.

In this episode, you’ll learn:

• How to Win the Room: Craig walks through the subtle disciplines—from meeting prep to handwritten notes—that make your meeting the one people remember.
• The Mindset That Moves Deals: You’ll learn why sales isn’t about persuasion—it’s about helping people make progress in their lives.
• What Elite Practice Really Looks Like: Learn the five elements of deliberate practice and why most people never actually improve.

Things to listen for:

(00:00) Introduction to Craig Wortmann

(02:23) Wearing three hats: Sales Engine, Kellogg, and venture partner

(09:20) Self-disqualifying: Why cultural fit matters in sales

(16:02) How to stand out in a sea of 35 weekly meetings

(24:23) Asking better questions: Start the conversation, not a pitch

(32:55) The power of a handwritten thank-you note in sales

(36:58) Hiring for growth: Why coachability beats experience

(45:11) Deliberate practice: What separates good from great

(49:12) Lifequake to learning: Craig’s cancer and resilience journey

(53:44) The Bounce Back Better framework for adversity

(59:08) Master Course Academy and why teaching is still learning

Resources:

• More from Altvia: https://altvia.com/
  

  Connect with Craig Wortmann💡 LInkedIn: https://www.linkedin.com/in/craigwortmann/ 

  
  

  If you're interested in learning more about the services at Sales Engine, please visit their website at www.salesengine.com.