Value-based selling at The Bike Shop

Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected my worn-out rear tire that had several blisters, and he answered all of my questions. Next he asked me further probing questions, such as: would you like to have your…

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News: Dr. Paul Viio appointed Professor of Practice in Sales at Aalto University

As of March 1st, 2015, Aalto University School of Business in Helsinki, Finland, appointed Dr. Paul Viio Professor of Practice in Sales. “Sales has until recently clearly been undervalued in an academic context. A possible reason for this seems to have been the lack of academically qualified people who also have experience from sales –…

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New article by Viio & Grönroos: Value-based sales process adaptation in business relationships

The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos – the Legend of Marketing – on value-based sales process adaptation in a B2B context is now available. Highlights of the study: This study focuses on understanding how business firms adapt their sales processes. The findings reveal how…

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How to build a service business that can revolutionise an industry

Many business owners and executives dream of transforming their stuck-in-the-middle business to a successful one, but only few succeed. Too few! Why do so many fail and only few succeed in building a successful business? How do you build and develop a service business that is successful? In order to show how companies can transform…

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News: Dr. Paul Viio appointed Visiting lecturer, Donau-Universität Krems, Austria

As of March 2013 Dr. Paul Viio has been appointed Visiting lecturer at the Donau-Universität Donau Krems. Dr. Viio teaches value-based selling, sales management, and relationship management in business-to-business context to Executive MBA students in Krems, Austria. “Teaching value sales and business relationship management at Donau-Universität Krems and to students of the Danube professional MBA school…

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News: Dr. Paul Viio Appointed Director Sales Research at Hanken

As of January 1, 2013 Dr. Paul Viio has been appointed Director Sales Research at CERS, Hanken School of Economics, Helsinki, Finland. Dr. Viio is responsible for sales research and teaching selected courses in personal selling & sales management, marketing and purchasing. “It is an honour to be awarded this newly established position. Hanken –…

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A good salesperson knows his customer

Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling? To read more (in Finnish), click here for the electronic version of Logica CGI’s publication “Ratkaisu” (Solution). Text and images by Antti Kirves.

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Stay true to yourself

You want to achieve something meaningful but have the feeling that you are mostly distracted by other things that come your way. Does this sound familiar? Most of us feel that we have a higher purpose in life that what we are doing. We want to achieve something special, but have the feeling that we…

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News: Dr. Paul Viio appointed Visiting Professor at IUM

As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and relationship oriented marketing, sales and purchasing in business-to-business context to MBA students at IUM in Monaco. “Teaching business market management and service and relationship oriented sales and purchasing in particular…

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Success based on values is real success

The most commonly used measurement for measuring an executive’s performance is money. The more profit that is generated for the company, the higher the executive’s pay check usually becomes. Money is regarded as the key to success, and sadly, it does not always seem matter how the money is obtained: “A quarter of Wall Street…

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