Professionally, more than 12 years of corporate sales experiemce with AT&T. Specializing in strategic account management, sales management, and selling complex custom IT solutions.
Academic work has focused on the strategic implications of B2B manufacturing firms transitioning from selling products to selling services. Utilizing theories rooted in management, OB, social network theory and relationship management, I am interested in the effects of marketing initiatives on the sales organization and how firms can leverage the sales organization as a strategic unit to increase performance.
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