Dr. Wesley J. Johnston
CBIM RoundTable Professor of Marketing and Director, Center for Business and Industrial Marketing and J. Mack Robinson College of Business, Georgia State University; ISBM Distinguished Research Fellow. Dr. Wesley J. Johnston is internationally recognized for his research and case studies on managing sales people in relationship sales situations. He has lectured on sales management strategy in over twenty countries. He is considered one of the leading experts in the United States on key account management. He has conducted seminars in the Middle East, Asia, Europe and Australia. Some of the companies he has worked with include Ryobi, Honeywell, DuPont, Arkema, Alfa Laval, UPS, Skanska, Ruhrgas, Siemens, and Scientific Atlanta.
Dr. Karl G. Hellman
Executive in Residence at CBIM, has over 20 years’ experience as a sales and marketing consultant for companies such as Wells Fargo, JPMorgan Chase, UPS, Procter & Gamble, Coca-Cola, and Telefonica. In addition to his book, The Customer Learning Curve, he is well published in the marketing world and has authored articles appearing in: Marketing Management, Journal of Business and Industrial Marketing, Association of International Product Marketing and Management, Marketing News, and others. Karl has a BA in Economics from Beloit College, a Masters in Managerial Economics and Decision Sciences from Northwestern University, and Doctorate from Georgia State University. Karl’s doctoral dissertation topic was, “Optimizing investments in Key Accounts.”