AI Upskilling Success: Sales Exec Lands Deal After Course

Sales executive Dave Baxter faced a stark realization when a new client, the CEO of an oil and gas company, demonstrated superior knowledge of artificial intelligence. This encounter threatened Baxter's career, prompting him to seek formal training. He enrolled in a 12-week AI Business Strategy certification program offered by Johns Hopkins University, which cost $3,000 per person.

The curriculum covered essential topics such as the history of AI, the difference between generative and agentic AI, and LLMs. Despite the heavy workload and occasional all-nighters, Baxter persevered. The training equipped him with the vocabulary and confidence needed to engage high-level executives. Consequently, he successfully secured a data warehouse project with the previously skeptical CEO.

The catalyst for Dave Baxter's educational journey was a meeting with a CEO of an oil and gas company. The client wanted to build a data warehouse to power AI initiatives but was significantly more knowledgeable about the technology than Baxter. "He was way more knowledgeable about AI than I was," Baxter recalled. This power dynamic made him realize that he needed to master the subject to remain relevant in his field.

Baxter initially attempted to self-educate through an online course offered by MIT. However, he found the material "way too deep and complicated" for his needs. He needed a program that bridged the gap between technical concepts and business application. The fear of replacement by younger, tech-savvy competitors drove him to find a more suitable certification.

Baxter's CEO intervened and found the AI Business Strategy program at Johns Hopkins University. Baxter and a colleague signed up immediately. The program offered flexibility with live lectures held on Saturdays or Sundays. "You had the choice of taking the classes on Saturdays or Sundays," the source notes. The instructors were a mix of Johns Hopkins professors and industry businesspeople.

The curriculum was comprehensive and practical. It began with a history lesson and quickly moved to complex topics. Key areas of study included:

• The difference between generative and agentic AI
• Understanding Large Language Models (LLMs)
• Responsible AI practices
• Generative AI for business applications
• AI project management

The program required a significant time investment. Students faced four to six hours of weekly homework, including video lectures, quizzes, and three major projects designed to ensure practical application of the concepts.

At 57 years old, Baxter was on the older side of the student demographic. He noted, "I'm 57, so I'm on the older side. There are a lot of young people who could take my job." This was his first formal training in 30 years. The experience was challenging, requiring him to balance a full-time job with rigorous academic demands.

The schedule varied depending on work pressures. "Some weeks were slow at work, and I could jam everything into one afternoon," Baxter explained. However, other weeks were intense. "There were other weeks when I felt like I was back in college because I had to pull an all-nighter." He often stayed up late in his home office after his family went to bed to complete course material. The sacrifice, however, proved to be a wise investment in his professional future.

The ultimate test of the training came during a follow-up conversation with the oil and gas CEO. The dynamic of the meeting had completely shifted. "It wasn't him asking questions and me sitting there like a dummy," Baxter said. Armed with new knowledge, he was able to lead the conversation.

Baxter successfully articulated the value of implementing AI in the client's business. He explained how the implementation would need to be done, the importance of data quality, and the logistics of data acquisition. The result was immediate: "The CEO decided to move forward and work with us on the data warehouse project." The $3,000 investment in education paid for itself many times over by securing a major contract and validating Baxter's expertise in a rapidly evolving field.