Marketing Topics

Selling in the Digital Age

Today, many people know a lot about what they want to buy. What happens when they encounter salespeople whose approaches assume that they are uninformed 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 Quo

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.

Poster: Organizational Buying and Innovation Adoption Under Share of Wallet Contracts

Navid Mojir explores the impact of “share of wallet” contracts on purchasing decisions and how they can potentially speed up diffusion of innovation in the context of a medical device market. 

Putting Analytics into Action: Using Cupcakes to Improve Business Outcomes

The best analytics in the world are useless if we don’t get the right information to the right people at the right time, and then ensure that they take action.

Moving Beyond Data and Analytics: Getting to an Insight Culture

Liam Fahey will describe some of the key elements of an insight-driven culture and how it enables marketers to be far more influential in their organizations.