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Keller Center for Research

Is Work-Family Balance Possible?
[6/1/2014]
Dawn Carlson, PhD, K. Michele Kacmar, PhD, Joseph G. Grzywacz, PhD, Bennett Tepper, PhD, and Dwayne Whitten, DBA
Do you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...
(FULL STORY)

Attracting Talent from University Sales Programs to Grow Your Real Estate Agency
[6/1/2014]
Andrea L. Dixon, PhD, Raj Agnihotri, PhD, Leff Bonney, PhD, Robert Erffmeyer, PhD, Ellen Bolman Pullins, PhD, Jane Z. Sojka, PhD and Vicki West, MBA
When looking to add new agents to your agency, finding individuals who can add value immediately is important. Additionally, finding the right person who will fit your job and your agency will increase the probability of...
(FULL STORY)

Unmasking the High-Performing Salesperson
[6/1/2014]
Christophe Fournier, PhD (France)
This article is written to help “unmask” the qualities of high-performing salespeople in the context of task and time management preferences to help managers and agents achieve the greatest business outcomes. Understanding an agent’s task and time preferences can help increase...
(FULL STORY)

Managing Consumer Resistance to Internet-Based Services
[6/1/2014]
Athanasios G. Patsiotis, PhD (Greece), Tim Hughes, PhD
(UK), and Don J. Webber, PhD (UK)

Internet-based applications are very commonplace within business and personal contexts. Online banking, chat-based customer service, and shopping are just some of the e-functions that permeate our day-to-day lives. Some consumers, though, show great resistance...
(FULL STORY)

INSIDER: The Ambivert Advantage
[6/1/2014]
Clint Justice, MBA Candidate
Are extraverts are the best candidates for sales positions? Despite the proliferation of this assumption in numerous sales organizations, studies have shown that there is a weak and inconsistent relationship between extraversion and sales performance. In fact, recent studies indicate that...
(FULL STORY)

INSIDER: Sales and Marketing the Six Sigma Way
[6/1/2014]
Natasha Ashton, JD/MBA Candidate
Efficiency, process improvement, and value creation are not just buzzwords in today’s business world; they have become the foundation for real, sustainable competitive advantage. However, the path to achieving or improving upon these fundamental concepts is not always clear...
(FULL STORY)

INSIDER: Changing the Sales Conversation
[6/1/2014]
Susan Monaghan, MBA
Previously, providing information was a key way that salespeople created value for clients. Now, sales professionals must adapt the value creation process to address changing client needs by...
(FULL STORY)

Accidental Referrals
[3/1/2014]
Bryan Lilly, PhD and Aliosha Alexandrov, PhD
For realtors and other providers of professional services, customer referrals are one of the most important sources of new business. As service providers, we want customers saying...
(FULL STORY)

Engineering Success for Your Agents
[3/1/2014]
Andrea L. Dixon, PhD, Karen E. Flaherty, PhD, Son K. Lam, PhD, Nick Lee, PhD, and Jay P. Mulki, PhD
The real estate agency leader can make a marked difference on agency outcomes by creating, enhancing, and changing connections between...
(FULL STORY)

Improving Performance by Managing Sales Call Volume
[3/1/2014]
G. Alexander Hamwi, PhD and Brian N. Rutherford, PhD
How can a salesperson improve her performance? This is a question that sales management researchers have spent a great deal of effort and time trying to...
(FULL STORY)

Protect and Prevent: Neutralizations and Unethical Sales Behavior
[3/1/2014]
Laura Serviere-Munoz, PhD and Michael L. Mallin, PhD
For real estate professionals, neutralizations are of great relevance. A sales role presents challenges and pressures that may sometimes cloud good ethical judgment. Given the knowledge of neutralizations and the principles presented, real estate brokers and agents can begin to...
(FULL STORY)

Leveraging Market Orientation for Real Estate
[3/1/2014]
Samaa Taher Attia, PhD (Egypt)
Real estate professionals must understand that it is important to focus on each of the four dimensions of Market Orientation. While maintaining a strong focus on customers, it is equally important to...
(FULL STORY)

INSIDER: Contagious: Why Things Catch On
[3/1/2014]
Stephen Chandler, MBA Candidate
Understanding how to push your products, services, and ideas to catch on is essential for success. To do so, users need to discover how to...
(FULL STORY)

INSIDER: Jab, Jab, Jab, Right Hook
[3/1/2014]
Susan Monaghan, MBA Candidate
With social media becoming the fastest growing area of marketing today, real estate professionals can attract more clients by expanding their reach across...
(FULL STORY)

Forgiveness in the Context of the Realtor-Client Relationship
[12/1/2013]
Jo-Ann Tsang, PhD
Even the best relationships can be marred by misunderstandings and hurt feelings. Although forgiveness is often considered in the context of...
(FULL STORY)

What Factors Lock Clients Into Relationships?
[12/1/2013]
Mary P. Harrison, PhD and Sharon E. Beatty, PhD
Have you noticed that some clients will stay with their realtor, even if the realtor does not provide results? Clients in real estate relationships, as well as other service relationships, often...
(FULL STORY)

The Quest for Community
[12/1/2013]
Larry Lyon, PhD and Robyn Driskell, PhD
Critiques of modern societies often include the loss of community due to increasingly weak connections with local places and changing modes of social interactions. Sociologists believe that...
(FULL STORY)

Designing a Strategic Service Blueprint
[12/1/2013]
Ioannis (Giannis) Kostopoulos, PhD (UK)
Delivering high-quality services first requires an effective service design process. Intentional service design ensures...
(FULL STORY)

Managing Quotas to Improve Customer Relationships and Sales Performance
[12/1/2013]
Charles H. Schwepker, Jr., PhD, David J. Good, PhD, and Brooke N. Buerky, MBA Student
Sales control systems play a critical role in directing, evaluating, and monitoring the activities of an organization's salespeople. Sales quotas, for instance...
(FULL STORY)

INSIDER: Sales Shift
[12/1/2013]
Natasha Ashton, MBA Candidate
Due to the pervasive technique of inbound marketing and exponentially increasing consumer demand for content-driven promotions and advertising, the sales paradigm has changed. But has your selling approach changed? If not...
(FULL STORY)

INSIDER: Smart Calling
[12/1/2013]
Clint Justice, MBA Candidate
When you think of cold calling, does a knot immediately form in your stomach? How often do you use cold calling to generate new leads for your business? For many real estate agents...
(FULL STORY)

Future Shock Is Here: Information Overload and Today's Home Buyer
[9/1/2013]
Andrea Dixon, PhD - Editor, Keller Center Research Report
As we navigate the information overload of 21st century, we dedicate this issue of the Keller Center Research Report to current research that promises new insights for agents and...
(FULL STORY)

Comparing Apples-to-Apples or Apples-to-Oranges: Choice Difficulty in Home Buying
[9/1/2013]
Eunice Kim Cho, PhD, Uzma Khan, PhD, and Ravi Dhar, PhD
Consumers are faced with choices each day. Marketers try desperately to influence our decision-making process, capturing our attention and appealing to...
(FULL STORY)

Show Me the Number: Communicating Probabilities and Tradeoffs in Real Estate Transactions
[9/1/2013]
Ann M. Mirabito, PhD, Jesse R. Catlin, PhD, and Elizabeth Gelfand Miller, PhD
Have you ever watched your clients make bad decisions that cost them tens of thousands of dollars, even though you did your best to steer them to better decisions?
(FULL STORY)

Help Me Buy: The Value of a Strong Routine
[9/1/2013]
Andrea L. Dixon, PhD
Real estate agents who create strong buying routines help clients move toward successful purchases. The changing nature of information sources in residential real estate may be...
(FULL STORY)

The Cost of Choosing: Cognitive Resource Depletion in the Home Buying Process
[9/1/2013]
Vanessa G. Perry, PhD and J.D. Lee, PhD
Does expending more effort make consumers smarter? We question the intuitive assumption that consumers will make better decisions based on the...
(FULL STORY)

Word-of-Mouth Marketing: Talk Up Your Business
[9/1/2013]
Stacey L. Schetzsle, PhD
With the increase in the number of blogs, consumer websites, and word-of-mouth outlets available to homebuyers, consumer-generated media is attracting...
(FULL STORY)

INSIDER: Conversations That Sell
[9/1/2013]
Jacob Christie, MBA
The information age was supposed to kill-off the role of the salesperson. Any potential buyer could go out and, with sufficient research, discover a solution that...
(FULL STORY)

INSIDER: To Sell is Human
[9/1/2013]
Dennis Thé, MBA
Attunement, buoyancy and clarity are the new requirements for influencing consumers in the 21st century...
(FULL STORY)

Extraordinary Results Require ONE Thing
[6/1/2013]
Curtis Schroeder, MBA Candidate - Associate Editor, Keller Center Research Report
Achieving extraordinary results and happiness is simple. In fact, each of our personal and professional ambitions should point back to ONE question...
(FULL STORY)

Do Your Customers Really Want A Relationship With You?
[6/1/2013]
Christopher P. Blocker, PhD, Lance A. Bettencourt, PhD, Mark B. Houston, PhD, and
Daniel J. Flint, PhD

"Success depends on building relationships with your customers!" But, do your business customers really want a relationship with you and your company?
(FULL STORY)

Intergenerational Relationship Selling for Real Estate
[6/1/2013]
Michael L. Mallin, PhD and Ellen Bolman Pullins, PhD
With such a potentially large influx of younger sellers entering the workforce, there will inevitably be generational issues to contend with as they attempt to...
(FULL STORY)

It Takes Two to Tango: How Empathy Affects Sales Encounters
[6/1/2013]
Jan Wieseke, PhD (Germany), Anja Geigenmüller, PhD(Germany), and Florian Kraus, PhD (Germany)
In sales, retailing, or service businesses, employees' performance during personal encounters is the most influential driver of customer satisfaction...
(FULL STORY)

Diversification and the Rise of Cultural Sales
[6/1/2013]
Xiao-Ping Chen, PhD, Dong Liu, PhD, and Rebecca Portnoy, PhD
As minorities and immigrants are the fastest growing home-buying segment, real estate professionals must understand and learn how to leverage...
(FULL STORY)

INSIDER: Cracking the Sales Management Code
[6/1/2013]
Dennis Thé, MBA
Organizations must not only have the capability to accurately measure performance, but they also must be able to understand how these metrics are managed to drive revenue....
(FULL STORY)

INSIDER: LinkedIn for Business Development
[6/1/2013]
Susan Monaghan, MBA Candidate
LinkedIn is a powerful networking tool that can help real estate professionals build relationships and prospect for new clients...
(FULL STORY)

Keller Center Research Report: Intentionally Searchable and Global
[3/1/2013]
Andrea Dixon, PhD - Editor, Keller Center Research Report
According to the National Association of Realtors ®, existing U.S. home sales in December 2012 were well above the level recorded for the previous year...
(FULL STORY)

Communicating the Value of the Real Estate Professional
[3/1/2013]
Daria Dzyabura, PhD
In the first decade of the 21st century, a profound shift has occurred in the way people shop for real estate. Unlike past generations, this new generation of consumers...
(FULL STORY)

Innovative Mobile Marketing via Smartphones: Are Consumers Ready?
[3/1/2013]
Ajax Persaud, PhD (Canada) and Irfan Azhar, MEBT (Canada)
Today, the smartphone is central to the lives of most consumers regardless of age, gender or education level. In fact, many consumers cannot seem to live apart from...
(FULL STORY)

Legislation as a Tool for Reform: The Case of New Zealand
[3/1/2013]
Robert Davis, PhD (New Zealand)
In November 2009, The New Zealand Government introduced the Real Estate Agents Act 2008. This new act replaced the Real Estate Agents Act 1976. The main purpose of...
(FULL STORY)

Housing & Health Care: Why Should You Care?
[3/1/2013]
Dennis Thé, MBA Candidate
The Bureau of Labor Statistics reports that the major components of spending - food, housing apparel and services, transportation, health care, entertainment, and...
(FULL STORY)

INSIDER: How Technology is Changing the Sales Environment
[3/1/2013]
Jacob Christie, MBA Candidate; Andrea Dixon, PhD; Curtis Schroeder, MBA Candidate; Mark Tarro, MBA Candidate; and Dennis Thé, MBA Candidate
In a recent issue of the Journal of Personal Selling and Sales Management, four scholars report on a research initiative involving sales practitioners in the United States and the...
(FULL STORY)

INSIDER: Using "Power Questions" to Improve Your Business
[3/1/2013]
Mark Tarro, MBA Candidate
Questions are a part of our everyday life and we can often overlook the importance and power of questions we ask. This is often because the person being asked...
(FULL STORY)

Is The Customer Always King?
[12/1/2012]
Christian Homburg, PhD (Germany), Michael Muller, PhD (Germany), and Martin Klarmann, PhD (Germany)
Whether in retail sales, business-to-business sales, or home sales, conventional wisdom suggests "the customer is always right." Identifying and meeting customer needs is also...
(FULL STORY)

Using Online Reviews in Creative Selling
[12/1/2012]
Katherine Taken Smith, DBA and W. Glynn Mangold, PhD
Think about the last time you purchased a book or selected a movie to see. How did you go about it? The chances are that your decision was influenced by what someone else...
(FULL STORY)

Ten Necessary Conditions to Highly Effective Personal Selling
[12/1/2012]
Charles Fifield, MBA
Productivity, as it applies to sales organizations, is not uniformly defined. Simply put, productivity is maximizing sales results (output) by minimizing resources expended...
(FULL STORY)

Why Perceived Barriers to Career Advancement are Important
[12/1/2012]
Bill Weeks, DBA, Elten Briggs, PhD, and Fernando Jaramillo, PhD
Finding and retaining high performing salespeople continues to be the #1 challenge for most sales organizations. Organizational commitment has garnered considerable...
(FULL STORY)

INSIDER: Evolutionary Sales Success
[12/1/2012]
Jacob Christie, MBA Candidate
Have you ever wondered how Pandora processes your musical preferences and recommends other music you might like? Or how Amazon finds and suggests the exact...
(FULL STORY)

INSIDER: Blogging and Chatting to Promote Your Business
[12/1/2012]
Mark Tarro, MBA Candidate
Promotion and lead generation are two essential functions for a successful real estate agent. However, many agents lack the time and financial resources to promote...
(FULL STORY)

INSIDER: The Art of the Sale
[12/1/2012]
Susan Monaghan, MBA Candidate
In The Art of the Sale, author Phillip Delves Broughton conveys the primary role that sales plays in business and in life. As a graduate student at Harvard Business School...
(FULL STORY)

Achieving Service Excellence in Real Estate: The Fundamental Tenets
[9/1/2012]
Lance A. Bettencourt, PhD
Service is a critical factor to business success now more than ever (Bettencourt forthcoming). Research shows that improved service drives customer loyalty and...
(FULL STORY)

Has Cold Calling Gone Cold?
[9/1/2012]
Dale Lampertz
Deeply embedded in real estate agent training and development literature is the directive to be constantly engaged in lead-generation activities. Lead-generation is an essential...
(FULL STORY)

Necessary Condition #10 - The Right Commitment
[9/1/2012]
Charles Fifield, MBA
As the sales process has gradually evolved from a transaction-driven model to a relationship-driven and collaborative approach, the underlying methods driving...
(FULL STORY)

Service-Dominant Logic - How Does This Impact Today's Agent?
[9/1/2012]
Kenneth Le Meunier-FitzHugh, PhD (UK)
The sales environment is rapidly changing. The real estate sales environment is also becoming more complex and competitive, and is being driven by a rising number of...
(FULL STORY)

First Impressions Matter: Initiating Trustful Service Relationships
[9/1/2012]
Anja Geigenmüller, PhD (Germany)
Long-term customer relationships are the building blocks of a firm's success. Practitioners and researchers have long recognized the positive effects of close customer...
(FULL STORY)

INSIDER: Make Your Voice Heard - Make Your Marketing Relevant
[9/1/2012]
Curtis Schroeder, MBA Candidate
Imagine the 60-foot-long boat of the U.S. women's national rowing team cutting across a crystal-clear lake in a heated 2,000-meter race. As the team synchronously rows their...
(FULL STORY)

INSIDER: Rules of Engagement - Focused Internet Marketing
[9/1/2012]
Jacob Christie, MBA Candidate
In his book 100MPH Marketing for Real Estate, author and real estate veteran, Mitch Ribak, details the formula for Internet marketing success in a no-frills approach that...
(FULL STORY)

Improving Sales Performance Through Moral Judgment
[6/1/2012]
Charles H. Schwepker, Jr., PhD, David J. Good, PhD and Lindsay B. Odneal, MBA Candidate
To be successful in today's challenging economic conditions creates significant pressure on salespeople's ethical behavior. Moral judgment, a precursor to ethical behavior...
(FULL STORY)

Customer Emotion Management: The Customer Needs To Smile Too
[6/1/2012]
Gülnur Tumbat, PhD
In many service provider-customer or seller-buyer contexts, it has been assumed that the service provider or seller must exhibit a positive attitude towards customers, and may...
(FULL STORY)

Necessary Condition #9 - The Right Metrics
[6/1/2012]
Charles Fifield, MBA
Many sales organizations focus on measuring or tracking outputs or results with less emphasis on inputs, which is akin to telling a football team to stop the opponent from...
(FULL STORY)

INSIDER: Challenge the Common Sales Conceptions
[6/1/2012]
Mark Tarro, MBA Candidate
Today's customers are savvier than ever before, largely thanks to growing accessibility to information through technology. Selling to these customers has become a challenging...
(FULL STORY)

INSIDER: Next Wave of Social Networking - Integrating The Visual
[6/1/2012]
Aparna Sundar, PhD Student
Pinterest has all the elements for a right brain, visual thinker. Images, pin boards, minimal word content and high quality visuals that makes staying on the site feel like you are...
(FULL STORY)

INSIDER: Seller Financing - When You Can't Bank on the Bank
[6/1/2012]
Rachel Watson, JD, MBA Candidate
With banks applying stricter guidelines to conventional real estate mortgages, many buyers have found it difficult to qualify for home loans. It is estimated that forty percent...
(FULL STORY)

Making a House a Home: On Happiness & Home Ownership
[3/1/2012]
Jim Roberts, PhD
The Greek philosopher Socrates identified happiness as the ultimate goal of all human activity - everything we do is with this end in mind. And, because happiness is the...
(FULL STORY)

The Importance of Relationship and Consultative Behaviors
[3/1/2012]
Stephen J. Newell, PhD and Richard E. Plank, PhD
In real estate, as well as other sales-related jobs, creating strong partnerships between buyers and sellers is one of the keys to business success. Understanding the types...
(FULL STORY)

Linking Service Attributes to Customer End-Goals
[3/1/2012]
Chiara Orsingher, PhD (Italy), Gian Luca Marzocchi, PhD (Italy) and Sara Valentini, PhD (Italy)
Buying a house is a complex and involving process. The process is much more significant than just deciding on a location, a space, and a set of features. The home purchase...
(FULL STORY)

Necessary Condition #8 - The Right Outcome
[3/1/2012]
Charles Fifield, MBA
Both buyers and sellers desire win-win outcomes; however, most salespeople have a natural bent toward win-lose thinking. Our culture has too often indoctrinated...
(FULL STORY)

INSIDER: Don't Sell Short Sales Short
[3/1/2012]
Rachel Watson, JD, MBA Candidate
Due to the recent downturn in the economy, the use of short sales has risen in the real estate market. A short sale occurs when a property is sold and the lender...
(FULL STORY)

INSIDER: The New Gold Standard
[3/1/2012]
Steven Bell, MBA
Loyal staff, engaged clients, impressive brand recognition; these are adjectives that managers and leaders hope to ascribe to their business. In his book...
(FULL STORY)

How to Reduce Client's Perceived Availability of Alternative Agents
[12/1/2011]
Brian N. Rutherford, PhD, Scott B. Friend, PhD, and G. Alexander Hamwi, PhD
Given the highly competitive market in which real estate agents work, striving to attract and retain valued customers is important. Understanding what makes a client want to...
(FULL STORY)

Understanding Consumer Willingness to Pay for Professional Services
[12/1/2011]
Nada Nasr Bechwati, DBA
When it comes to utilizing professional services, consumers have a choice: perform the service for themselves or outsource the job to a service professional. The purpose of...
(FULL STORY)

INSIDER: Listen, Contribute, Connect
[12/1/2011]
Dennis The, MBA Candidate
By now, most consumers are familiar with social media. It is easy to track how many Facebook friends, Twitter followers and LinkedIn connections exist on an individual...
(FULL STORY)

Necessary Condition #7 - The Right Approach Method
[12/1/2011]
Charles Fifield, MBA
What is the right approach method for the professional salesperson to lead a buyer-seller interaction and achieve effective, efficient and consistent sales results? The pragmatist...
(FULL STORY)

INSIDER: Socially Identifying with Clients
[12/1/2011]
Amanda Holmes, PhD
As a culture, we encourage young people to sample and engage in a variety of activities. The goal is, in essence, to understand one's gifts and talents, thereby finding those...
(FULL STORY)

INSIDER: Establishing an Effective Search Engine Marketing Campaign
[12/1/2011]
Mark Tarro, MBA Candidate
Whether a consumer knows it or not, using a search engine to browse content on the Internet automatically engages him with the world of Search Engine Marketing (SEM)...
(FULL STORY)

Three American Generations and the Real Estate Marketer
[12/1/2011]
Charles S. Madden, PhD
Over the past 50 years, groups of people in the United States have been classified into generational categories to better understand how age groupings tend to behave...
(FULL STORY)

Using Workplace Wellness to Strengthen Your Sales Organization
[9/1/2011]
Ann M. Mirabito, PhD, William B. Baun, and Leonard L. Berry, PhD
Joe is a highly successful broker in northern Virginia. Until a month ago, his life seemed ideal. He enjoyed a professional reputation for integrity and insight. Scores of agents...
(FULL STORY)

The Performance of Performance Incentives: What's the Downside?
[9/1/2011]
George Dudley and Trelitha Bryant
Real estate agents must undertake a variety of tasks to establish, sustain and develop a clientele base. Acknowledging the complexity of their job, most agents recognize the...
(FULL STORY)

Necessary Condition #6 - The Right Approach Plan of Action
[9/1/2011]
Charles Fifield, MBA
Whether it is the first or a subsequent meeting, salespeople must have a clear understanding of their call objectives and how they plan to achieve their desired...
(FULL STORY)

Extending the 'Strangers on a Plane' Phenomenon to Real Estate
[9/1/2011]
Leslie K. John, PhD
Why does a plane ride create such an intimate setting, often inspiring strangers to exchange life stories and share intimate personal information without regard for privacy...
(FULL STORY)

INSIDER: Unique Sales Stories
[9/1/2011]
Steven Bell, MBA Candidate
Any salesperson will tell you that the ideal method for generating new clients is through word-of-mouth and referrals. No advertising or cold calling is necessary with this strategy...
(FULL STORY)

Health Care: Planning for Baby Boomer Retirement
[9/1/2011]
Concha Neeley, PhD, Holt Wilson, DBA and Crina Tarasi, PhD
The Baby Boom Generation, born between 1946 and 1964, has played a dominant role in the residential real estate market over the past four decades. As this generation enters...
(FULL STORY)

INSIDER: Rainmaking Conversations
[9/1/2011]
Curtis Schroeder, MBA Candidate
How have you set yourself apart from other agents in your market? Consumers have many options to consider when selecting a real estate agent. Experience level, services offered...
(FULL STORY)

Value-Based Service Quality for the New Generation of Home Buyers
[6/1/2011]
Stacey Schetzsle, PhD and Casey Ray Rusk, NALP
With a constantly changing market and a new generation of home buyers on the rise, value-based service quality will play an important role in customer satisfaction. Service...
(FULL STORY)

Necessary Condition #5 - The Right Approach Priorities
[6/1/2011]
Charles Fifield, MBA
When a salesperson commences a face-to-face sales interaction, certain call priorities must be the central focus of the early interpersonal exchange. First, the salesperson...
(FULL STORY)

Divergent Brand Building Strategies: How Do They Match Up?
[6/1/2011]
Kirk L. Wakefield, PhD
In competitive selling environments, brand identity is an important differentiator for both the sales professional and the consumer. For service industries such as real estate...
(FULL STORY)

Making Social Media Effective in Real Estate
[6/1/2011]
Michael Rodriguez, PhD
In order to overcome the challenging housing crisis, real estate professionals have had to become more innovative in the way they reach prospective customers. One of...
(FULL STORY)

INSIDER: The Lunch of a Lifetime
[6/1/2011]
Steven Bell, MBA Candidate
Would you like to receive more referrals? In his 2010 book The Lunch of a Lifetime, the world's most referred real estate agent, Michael Maher, reveals his secrets to...
(FULL STORY)

INSIDER: Making the Customer Comfortable With You
[6/1/2011]
Drew Johns, MBA Candidate
Customers have more power in the buyer/seller relationship than most people think. The relationship is dependent on how a customer relates and reacts to the salesperson...
(FULL STORY)

Effective Information Management - Key Lever to Realizing Gains
[6/1/2011]
William A. Weeks, DBA and Charles Fifield, MBA
In today's fast-paced, competitive marketplace, effective information management is arguably the most powerful non-employee lever to trigger sales productivity and...
(FULL STORY)

Exposing Social Media Analytics
[3/1/2011]
Sarah A. Fischbach, MBA
Real estate professionals must leverage social media but engaging with potential customers via the right social media can be complicated. In addition, making sense of...
(FULL STORY)

Necessary Condition #4 - The Right Prospects
[3/1/2011]
Charles Fifield, Senior Lecturer and Baylor Sales Coach
To increase sales productivity, salespersons' interacting with the right prospects is an essential core competency to success. The inability or unwillingness to effectively...
(FULL STORY)

Getting Off to a Fast Start
[3/1/2011]
Bruce Robertson, PhD and Andrea Dixon, PhD
Runners to the starting blocks... Take your mark... Wait for the starter's pistol. A sprinter knows the drill. S/he begins a race so many times in ...
(FULL STORY)

Conviction: Why Skills Alone Are NOT Enough
[3/1/2011]
Scott C. Watson and Ron Gajewski
Assessing the developmental needs of a sales organization normally involves measuring behaviors against a set of competencies or performance metrics, in order to pinpoint...
(FULL STORY)

INSIDER: Sales & Negotiation
[3/1/2011]
Laura Tweedie, MBA Candidate
One of the leading business speakers in the nation and bestselling author, Patrick Henry Hansen, draws insightful conclusions in his novel Sales-Side Negotiation, Negotiation...
(FULL STORY)

Keys to Success: Salesperson's Internal Relationships
[3/1/2011]
Michelle D. Steward, PhD, Beth A. Walker, PhD, Michael D. Hutt, PhD, and Ajith Kumar, PhD
Salespeople have myriad experts within the organization whom they can recruit to create a successful customer engagement. However, in companies in which experts are...
(FULL STORY)

INSIDER: Go-Givers Sell More
[3/1/2011]
Amanda Holmes, MBA Candidate
We all know someone who has enjoyed extraordinary personal or professional success in their life: a classmate from high-school who has become a corporate executive, a...
(FULL STORY)

Are We on the Same Wavelength?
[12/1/2010]
Christopher P. Blocker, PhD
A two-sided study of emotional intelligence with agents and clients reveals that only 26% of the pairs operate on the same "emotional wavelength" and 46% of agent-client...
(FULL STORY)

Necessary Condition #3 - The Right Day-to-Day Operational Focus
[12/1/2010]
Charles Fifield, Senior Lecturer and Baylor Sales Coach
The sales function has probably the greatest single operating impact on the financial results of business. What business needs is a salesforce driven by productivity...
(FULL STORY)

How to Turn Your Employees into Brand Champions
[12/1/2010]
Felicitas M. Morhart, PhD (Switzerland) and Walter Herzog, PhD (Germany)
In most service businesses customers' perceptions of a corporate brand depend highly on the behavior of frontline staff. Service firms face the challenge of having employees...
(FULL STORY)


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