MODULE | Vilnius | 30–31 May 2025
Salesforce Effectiveness in the Digital Age
With Prof. Dr. Michael Ahearne | University of Houston
Overview
Sales is transforming at a rapid pace, blending data-driven strategy with human insight. As AI, shifting customer expectations, and fierce competition reshape the landscape, success requires mastering consultative selling, digital tools, and strategic positioning. This course explores key frameworks for salesforce effectiveness — leveraging AI, optimizing leadership and incentives, and adapting to an increasingly virtual sales environment.
Join us for a dynamic two-day module led by Prof. Dr. Michael Ahearne, a global leader in salesforce effectiveness. Drawing from his experience with over 200 companies and cutting-edge research, Dr. Ahearne will provide the strategies needed to thrive in today’s complex sales landscape.
Don’t miss this opportunity to gain a competitive edge!
After this course you will gain skills to:
- Understand Market Dynamics & Customer Behavior
- Adapting to evolving buyer expectations and competitive landscapes.
- The role of data and behavioral insights in sales strategy.
- Selling New Products & Innovation
- Strategies for successfully launching and selling innovations.
- Overcoming resistance to change in B2B sales environments.
- Consultative Selling in a Digital & Virtual Environment
- Adapting sales techniques for virtual and hybrid selling models.
- Building value-driven customer relationships in a digital-first world.
- Artificial Intelligence in Sales & Sales Management
- Leveraging AI for sales forecasting, lead prioritization, and coaching.
- The role of automation in enhancing salesforce productivity.
- Salesforce Incentives & Leadership
- Designing compensation structures that drive high performance.
- Leadership strategies for motivating and managing sales teams in a digital era.
Key Topics Covered
- Selling New Products & Innovation – Master strategies for launching and selling innovations in competitive markets.
- Consultative Selling in a Digital Environment – Adapt to virtual sales dynamics and AI-driven customer interactions.
- Artificial Intelligence in Sales & Sales Management – Utilize AI tools to enhance sales effectiveness and decision-making.
- Salesforce Incentives & Leadership – Implement compensation structures and leadership techniques that drive high performance.
Price of the module – 2300 EUR
Limited seats available
Faculty
Prof. Dr. Michael Ahearne (University of Houston)
- Professor of Marketing and C.T. Bauer Chair in Marketing at the University of Houston; Research Director of the Stagner Sales Excellence Institute.
- Published 50+ articles in top academic journals, including Journal of Marketing, Management Science, and Strategic Management Journal. Recognized by the American Marketing Association as one of the most research-productive scholars in marketing.
- Co-author of Selling Today: Partnering to Create Customer Value, the world’s highest-grossing professional selling textbook, distributed in over 40 countries and 15 languages.
- Recipient of multiple teaching awards for MBA and undergraduate courses in Sales, Sales Management, and Key Account Management. Honored with a Lifetime Achievement Award from the American Marketing Association.
- Consulted for over 200 companies across industries such as insurance, healthcare, consumer goods, technology, and transportation. Former partner at ZS Associates and held leadership roles at Eli Lilly and PCS Healthcare.
- Serves on the Board of Directors for the Strategic Account Management Association (SAMA) and the Sales Management Association (SMA); Academic Fellow at the Institute for the Study of Business Markets, the Direct Selling Education Foundation, and the Marketing Science Institute.
- Former professional baseball player with the Montreal Expos, Academic All-American College Wrestler, fitness enthusiast, and passionate coffee connoisseur.
Interested in the module? Apply!
Fill in the form, and we will get in touch to provide more information.
ApplyInterested in the module? Contact:
Rusnė Ruzgaitė
Manager, Business Development
+370 607 539 14
rusne.ruzgaite@bmiinstitute.com
