is a managing director at Corporate Executive Board.
is the William L. Ford Professor of Marketing and Wholesale Distribution at Northwestern University’s Kellogg School of Management.
is a director of strategic research for CEB Marketing.
was a professor of marketing at Harvard Business School, in Boston, and the founder of Renaissance Cosmetics, in Stamford, Connecticut. He authored several books and HBR articles.
is an assistant professor of marketing at Harvard Business School.
is an executive director at Corporate Executive Board.
is a partner at McKinsey in Dallas.
is a partner at McKinsey in Atlanta.
is a partner at McKinsey in Paris and a coauthor of Sales Growth: Five Proven Strategies from the World’s Sales Leaders (Wiley, 2012).
is the S.C. Johnson & Son Distinguished Professor of International Marketing at Northwestern University’s Kellogg School of Management in Evanston, Illinois.
is the founder and a principal of Stinsights (www.stinsights.com), a Chicago-based business strategy and market research firm specializing in sales–marketing interface.
is a marketing and sales consultant and a business writer based in Northville, Michigan. Lorimer, Zoltners, and Sinha are the authors of three books on sales force management.
is a professor of business marketing at Wake Forest University.
is a visiting professor at the University of Portsmouth in England, the author of Spin Selling (McGraw-Hill, 1988), and a coauthor of Rethinking the Sales Force (McGraw-Hill, 1999).
is the chief revenue officer of HubSpot, a Boston-based inbound marketing firm. “The Right Way to Use Compensation” is adapted from his book, The Sales Acceleration Formula (2015), with permission of its publisher, Wiley.
is the practice manager of CEB Marketing.
is a cochairman of ZS Associates. Sinha, Zoltners, and Lorimer are the authors of three books on sales force management.
is a research director at Corporate Executive Board.
is a professor of management accounting at Karlsruhe Institute of Technology, in Germany, and at the University of Amsterdam, in the Netherlands.
is a professor of marketing at Northwestern University’s Kellogg School of Management in Evanston, Illinois. He is also a cochairman of ZS Associates, a global business-consulting firm headquartered in Evanston. Zoltners, Sinha, and Lorimer are the authors of three books on sales force management.