CSO Insights recently enjoyed a wide-ranging discussion with Haya Ajjan, Associate Professor of Management Information Systems at Elon University in North Carolina. Having earned both an MBA and a PhD in IT, Haya brings a unique perspective to her research on sales, social media and...

Tom Steenburgh is the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business. He is an expert in business-to-business marketing and sales, and co-founded the Thought Leadership on the Sales Profession conference. He is particularly interested in...

Increasingly, sales is more science than art. Ask large corporate recruiters what they want for salespeople and the answer is increasingly likely to be someone with experience, with relevant expertise, highly adaptable to change, comfortable with technology, and a high propensity to learn. “People skills”...

Today we continue our conversation with Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales Excellence Institute. An interesting finding from recent research by Mike and his colleague Tom Steenburgh is that when selling new or innovative products,...

CSO Insights recently had a chance to speak with Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales Excellence Institute. He is the co-author of Selling Today: Partnering to Create Value. Mike’s path to academia has been an...