Market Overview

Georgetown's McDonough School of Business Teams with CEB to Launch New Course for Senior Sales Executives


Through a new joint program, Georgetown University's McDonough School of Business and Corporate Executive Board (CEB) (NYSE: EXBD) will offer a dedicated executive education program for senior sales leaders seeking to transform the commercial function within their organizations.

Innovating Sales: Strategic Management and Leadership Development will be offered from September 10-13, 2012 at Georgetown University. The course will examine organizational effectiveness and deliver high-impact strategies for motivating and managing a sales force. The curriculum is influenced by CEB's Challenger Selling Model, detailed in the company's best-selling book The Challenger Sale: Taking Control of the Customer Conversation.

“We are excited to work with CEB to pave the way for professional development opportunities for sales executives seeking to become transformative leaders and innovators,” said Paul Almeida, senior associate dean for executive education at Georgetown's McDonough School of Business.

Innovating Sales: Strategic Management and Leadership Development is designed to help senior sales leaders transform the sales function, improve their company's performance and increase their own leadership abilities as they prepare for the next step in their career. The program combines Georgetown McDonough's recognized leadership in executive education, including thought leadership around business innovation, globalization, and an immersive approach to practical learning, with CEB's expertise gleaned from decades of helping sales leaders from thousands of organizations maximize performance through best-practice research and decision support.

“Given that customers buying behavior has fundamentally changed, it is critical for sales leaders to understand and apply the most effective innovations in selling and sales management to succeed,” said Matthew Dixon, executive director, CEB and co-author, The Challenger Sale. “Drawing on CEB research on sales and Georgetown's research and teachings on leadership, this program will empower participants to improve the performance of their entire commercial organization.”

The executive education program will be taught by CEB sales experts, including Matthew Dixon and Ted McKenna, along with Rebecca Heino, teaching professor, Georgetown University McDonough School of Business.

For more information about the course or to enroll:

Georgetown University's McDonough School of Business
Teresa Mannix, 202-687-4080

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