Marco Aurelio Sisti is an Associate Professor of Practice in Marketing & Sales at SDA Bocconi School of Management and an adjunct professor at Bocconi University, where he teaches topics related to sales and key account management.
At SDA Bocconi, he serves as the Director of EMMS/Executive Master International in Marketing & Sales in partnership with Esade Business School. He is also a teacher and director of various executive programs, including Open Programs, Custom Programs, and Master's programs (Executive MBA, Full-Time MBA, and specialized programs).
He co-founded the Commercial Excellence Lab (CEL), a research and innovation laboratory at SDA Bocconi established in partnership with leading international companies. He has been responsible for custom training in Marketing & Sales and has coordinated the International Channel & Retail Academy and the Marketing Community at SDA Bocconi. With extensive experience in executive education and consulting projects across various sectors, including automotive, industrial manufacturing and services, fashion, FMCG, telecommunications, and healthcare, his expertise lies in marketing and sales management, with a focus on sales management, key account management, commercial excellence, marketing strategy, digital sales transformation, sales enablement, CRM, value and customer management, and retail management.
Author of essays and articles on the topics he covers, he has recently published texts/chapters such as "Manager del futuro" (2023), "Gestire le Vendite – L’eccellenza nel Sales Management" (2020), "La centralità del cliente nell’era digitale: nuove sfide per la forza commerciale" (2018), "Commercial Excellence – Tra arte e scienza" (2017), "Store Management" (2015), "Marketing & Sales Excellence" (Egea 2014), and "Sales Management – A multinational perspective" (2010, Palgrave McMillan).
Recently, he has conducted important research with colleagues from the Commercial Excellence Lab on cutting-edge sales topics, including Omnichannel Experience (2023-2022), Mastering the new normal in sales organizations (2021), Covid 19 & Remote Selling (2021), DCT - Digital Commercial Transformation (2019), and SCM Sales Content Management (2018). He has been a visiting professor of marketing & sales management at various international institutions and a member of the AKAM Association for Key Account Management. Until 2015, he held the marketing chair at LUM University in Casamassima. He has received numerous teaching and executive program excellence awards at SDA Bocconi and earned his degree in economics from Bocconi University. He holds an ITP Certificate (International Teachers Programme) from IMD in Lausanne.
On a personal level, he is deeply passionate about photography, travel, and nature excursions (hiking and mountain biking) and enjoys both winter and water sports, including sailing, windsurfing, and surfing, some of which he practiced at a competitive level for an extended period.
Four different cities – Milano, Barcelona, Roma, Madrid – for a unique and specialized part-time program of study in marketing and sales in the digital post Covid world.
Milano, Barcelona, Roma, Madrid
Questo programma può offrirti i metodi analitici e gli strumenti pratici per conoscere e governare in modo efficace la tua area di vendita.
Gestire clienti e prospect strategici in modo strutturato individuando e sfruttando le opportunità di business e potenziando le capacità negoziali e di comunicazione.
