Using Account Based Marketing Strategies to Accelerate Key Account Revenue ProductionDec 05, 2019
Wesley J. Johnston, Georgia State University and Craig Apatov & Jip Ingles, Ascension Strategies
This webinar will touch on key strategic best practice principles to leverage ABM to bring personalized thought leadership/lead generation messaging to influencers and decision makers within a set of targeted accounts.
Selling New Products: What Really WorksNov 25, 2019
Michael J. Ahearne, University of Houston
Mike Ahearne will discuss best practices for selling new-to-the-world products that have important implications for both marketing and sales leaders.
Selling New Products: What Really WorksNov 18, 2019 Michael J. Ahearne, University of Houston
Successful companies approach the challenge of selling new-to-the-world products in a different way than they do existing products. Mike Ahearne will discuss these best practices that have important implications for both marketing and sales leaders.
Information Disclosure in Negotiating with Informed CustomersSep 12, 2019 Michael Ahearne, University of Houston, Yashar Atefi, Zachary Hall, Sebastian Hohenberg, and Florian Zettelmeyer, 2019, 19-129
A simple strategy may help firms realize their full aftermarket potential. This auto industry study showed that disclosing the manufacturer's invoice upfront built buyer trust that paid off in the backend: customers were more likely to come back for service a year later.
How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job TrainingAug 2, 2019 Michael Ahearne and Phillip Wiseman, University of Houston, Zachary Hall, Texas Christian University, and Seshadri Tirunillai , 2019, 19-125-08
Digitally supported on-the-job training can offer cost savings over centralized training programs. 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.
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