Being Systematically CreativeSep 20, 2019 Jeffrey Parker, University of Illinois at Chicago
Jeff Parker will present a “systematic” approach to creative idea generation that can complement many contemporary creative ideation methods, such as Design Thinking, and can be used by groups (as is the case with brainstorming) and individuals alike.
Getting Beyond the Obvious: Finding Real Insight in a World Overflowing with DataAug 22, 2019
Liam Fahey, Partner, The Leadership Forum
Liam Fahey will outline an innovative process that can help your organization develop a richer understanding of your marketplace, leading to more effective strategies and action plans.
How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job TrainingAug 2, 2019 Michael Ahearne, Phillip Wiseman, Zachary Hall, and Seshadri Tirunillai, 2019, 19-125-08
Digitally supported on-the-job training can offer cost savings over centralized training programs, and this quasi-experiment finds that such programs can improve performance as well – if the sales manager has the bandwidth to provide guidance early on in a new hire’s tenure.
Selling in the Digital AgeJul 16, 2019 Michael Ahearne, Zachary Hall, Partha Krishnamurthy, and Mohsen Pourmasoudi, 2019, 19-123-07
Today, thanks to the internet, many people know a lot about what they want to buy. What happens when they encounter salespeople whose approaches assume that they are uninformed, uncertain, and undecided? Data from 356 sales encounters shows a drop in purchase likelihood, sales revenue, and customer satisfaction when salespeople deploy "classic" sales models.
Challenging the Marketing Status QuoMay 01, 2019
David Gal, University of Illinois at Chicago
Why do businesses fail to adapt as circumstances evolve? In this webinar, David Gal draws on lessons from the history of warfare, business, and science to identify the forces that serve to protect the status quo and how these forces can be overcome.
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