Conferences
MSI Workshop: Aligning Marketing and Sales Through Digital Transformation
Join us on Thursday, February 8th for this MSI corporate member-exclusive, interactive workshop. Register today to save your spot – seats are limited!
The digital transformation of marketing and sales processes is advancing more rapidly than ever before. Given the rapid pace, it is challenging for marketing and sales executives to maintain an overview and understand which technologies offer the greatest value potential. As a result, many organizations are not tapping the full potential of digital transformation in marketing and sales.
In response, we need to ask:
1. How will organizations market and sell in the future?
2. How can marketing and sales processes benefit from the latest technology trends, such as generative AI?
3. What are the best practices of digital marketing and sales transformation?
4. How can marketing and sales executives lead the change toward digitally transformed marketing and sales processes?
Drawing on the latest research from diverse academic disciplines, Michael Ahearne and Johannes Habel (University of Houston) will provide a framework for thinking about these issues and discuss applications that can help workshop participants enhance their marketing and sales processes through digital technologies.
speaker
Mike Ahearne at the University of Houston’s C.T. Bauer School of Business is the Research Director of the Stagner Sales Institute. He a leading consultant and marketing scientist primarily focused on improving the performance of salespeople and sales organizations and author of leading Harvard cases and Harvard Business Review. His research has impacted business practice significantly, leading the Sales Education Foundation to select him as the inaugural winner of the Sales Education Foundation's Research Dissemination Award. Ahearne also coauthors the highest grossing professional selling textbook in the world, Selling Today: Partnering to Create Customer Value.
speaker
Johannes Habel is an Associate Professor at the University of Houston’s Sales Excellence Institute. His research and teaching interests include the psychology of personal selling and sales management as well as the digital transformation of sales. Johannes previously was a Professor at the Warwick Business School, United Kingdom, and an Associate Professor at ESMT Berlin, Germany. He received a doctorate in marketing from the University of Bochum, Germany; and a degree in management from the University of Mannheim, Germany. Before joining academia, he worked as a management consultant with Booz & Company (today strategy&) and as a radio news anchor.