Sales & Negotiations: State Farm Circle of Influence

2022 - Terry Daugherty, PhD

Dean, Scott College of Business, Indiana State University

Terry DaughertyOn February 15, 2022, Dr. Daugherty presented “State of the Scott College of Business.” He shared his vision for the future of the Scott College of Business, the Sales & Negotiations Center, and our relationship with the business community. He also shared insights from his experience as the Associate Dean at Akron, the home of one of the largest sales programs in the country, and his home prior to becoming Dean of the SCOB at ISU. He spoke of how he believes in the SNC and sales programs, why corporate involvement matters, and where we are heading.

Daugherty earned his B.A. at Western Kentucky University, his M.A. at the University of Alabama, and his Ph.D. at Michigan State University.

He was a postdoctoral fellow at Vanderbilt University’s Owen Graduate School of Management. After that, he went to the University of Texas at Austin as an assistant professor in the Department of Advertising. He started at the University of Akron in 2009 where he served on the faculty and in various administrative capacities, including department chair and assistant dean.

Daugherty’s scholarship is focused on examining consumer psychology and persuasion within digital marketing and advertising. He theorizes and empirically tests how individual characteristics and media properties influence cognitive processing and consumer behavior.

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2021 - Scott Ingram

Scott IngramOn March 9, 2021, Scott Ingram presented The Future of Digital Selling: Lessons from COVID-19 via Zoom. The event was very well attended with 83 students and business professionals taking part. "Remote selling has made relationships more difficult, but at the same time reach has increased because of technology ultimately expanding opportunity."

Scott is founder and CEO of Sales Success Media and as such is the host of the Sales Success Stories and Daily Sales Tips podcasts. He's the author of three books: Sales Success Stories, B2B Sales Mentors and Finding Sales Success on LinkedIn. He's also a quota carrying sales professions, working for the professional services company, Relationship One, as an Account Director. Scott lives with his wife amd two daughters in Austin, Texas where he hosts the Sales Success Summit each October.

Scott Ingram

Scott Ingram's audience

2020 - Greg W. Marshall, Ph.D.

Charles Harwood Professor of Marketing and Strategy, Crummer Graduate School of Business, Rollins College

Greg W. MarshallOn Tuesday, February 18th 2020, Dr. Marshall presented “Days of Future Passed: (Re)Imagining the Role & Impact of Sales in the Next Decade,” drawing on his experience with selling, sales management, and product management in the consumer packaged goods and retailing industries with Warner-Lambert, Mennen, and Target Corporation. He also shared insights from his considerable experience as a consultant and trainer for a variety of organizations and insider knowledge on the academic front; specifically as the current Editor-in-Chief for European Journal of Marketing, and former editor of the Journal of Marketing Theory and Practice and Journal of Personal Selling & Sales Management. He is also the author of several sales and marketing texts. He shared his vision of the future of sales and its impact on business success. His presentation included the impact of AI and other emergent technologies on the role of the salesperson as well as the changing nature of sales roles.

On Wednesday February 19th, Dr. Marshall also offered a training opportunity, "Graduation to Greatness: Tips for Early Career Success in Professional Selling."

The interactive workshop focused on jumpstarting people's sales career. It provided tips to new and soon-to-be salespeople on how to start strong and get their career in sales started on the right foot. He drew on personal experience and knowledge from the academic and business sectors to help ignite people to be their best from the start. 

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Previous State Farm Circle of Influence Speakers