CEL Lab
Commercial Excellence Lab
Cel Partners
CEL offers its partners networking, inspiration, exchange and growth opportunities, together with innovation, visibility and attraction. A great thank you goes to the companies who decided to become CEL’s partners over the years for the achievement of these goals, and for contributing to CEL’s continuous improvement
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Report, Video e Newsletter
Academic Insight: Jan Wieseke
Short BIO: Prof. Dr. Jan Wieseke is one of the world’s top four sales researchers. He is a tenured professor at the Sales Management Department at the Ruhr University of Bochum and works as a visiting professor at ESMT Berlin and Loughborough University (UK). He has been presented with the national “Professor of the Year” award for the practical relevance of his teaching. He is a member of the scientific advisory board of Prof. Schmitz & Wieseke – Sales Management Consulting, a management consultancy focused on sales.
Presentation Title: “How to conduct a fundamental check of your sales management – the Sales Profit Chain audit”
Short Description: The Sales Profit Chain (SPC) audit has been developed for sales decision-makers. To accomplish this, we worked with more than 4,000 companies. The SPC approach uses 12 questions to analyze the most important causal chains of sales and therefore to access the most effective growth and efficiency levers.
What Is New About This Approach?
- It uses a coherent overall sales logic (end-to-end approach).
- Instead of isolated, individual aspects of sales, the causal chains of sales management are made visible
- The obstacles to implementing measures at the operational level are also explicitly overcome
Academic insight
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"Full Report SPM State of the Art"
Approfondisci
"Report Mastering the New Normal in Sales Organizations"
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"COVID-19 E Remote Selling - Fase 2 della ricerca"
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"COVID-19 E Remote Selling"
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Mastering the new normal in Sales Organizations
Paola Caiozzo, Laura Colm, Paolo Guenzi, Marco Aurelio Sisti
- Newsletter CEL – Dicembre 2019 – n.2
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- Q&A session Google & LinkedIn CEL Talk - 28 ottobre
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- Speech Google CEL Talk - 28 ottobre
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- Speech Linkedin CEL Talk - 28 ottobre
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- Approfondimenti dal CEL Talk - 28 ottobre
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- Newsletter CEL - Luglio 2019 – n.1
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- Digital Commercial Transformation - Quantitativa (Annuale)
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- CEL Talk 12 Giugno - "From selling products to selling solutions: managing the servitization of the sales forces”, Ed Nijssen, Eindhoven University of Technology, Netherlands.
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- Digital Commercial Transformation Plan - Report Ricerca QUALITATIVA (Annuale)
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- Workshop 1 febbraio
Sales Content Management: Presentazione dei risultati della ricerca quantitativa ai Partner del CEL
- Insights for managerial practice (@Luxottica Italia) - 5 dicembre
(Marco Aurelio Sisti - SDA Bocconi)
Gestire strategicamente i clienti: innovazioni e prospettive a confronto
- Vodafone Event (con la collaborazione del CEL) - 3 luglio
Digital sales transformation
(Paolo Guenzi - SDA Bocconi)
- CEL Talk - 16 maggio
Leveraging artificial intelligence in sales
(Johannes Habel, ESMT Berlin)
- Ricerca CEL "Sales Content Management System"
Report dell'indagine qualitativa
Report dell'indagine quantitativa
Un modello di gestione dei sales content: focal points e step operativi
- Workshop 4 ottobre
Lo stato dell’arte dei sales content management systems
(Paola Caiozzo, Paolo Guenzi, Marco Aurelio Sisti - SDA Bocconi)
Credenziali di accesso Webinar del 4/10/2017
Presentazione Webinar 4/10/2017
- Webinar 22 marzo
Extraordinary sales people: guidare persone e risultati(Paola Caiozzo - SDA Bocconi)
Credenziali di accesso Webinar del 22/03/2017
Presentazione Webinar 22/03/2017
- Insights for managerial practice (@£M Italia) - 16 novembre
(Paolo Guenzi, Marco Aurelio Sisti - SDA Bocconi)
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CEL Talk 15 Maggio
The impact of technologies on customer relationship management: Selling in the era of the empowered Customer
(Paolo Guenzi – SDA Bocconi; Deva Rangarajan – Vlerick School of Management)
- Webinar 23 novembre
Extraordinary sales people: competenze per competere
(Paola Caiozzo e Marco Aurelio Sisti - SDA Bocconi)
Credenziali di accesso Webinar del 23/11/2016
Presentazione Webinar 23/11/2016
- Ricerca annuale de CEL
Le vendite nella stanza dei bottoni: il commerciale agli occhi dei Top Manager