CENTER FOR BUSINESS & INDUSTRIAL MARKETING
Established in 1996, the Center for Business & Industrial Marketing provides a forum for researching and exploring the progressive world of business-to-business marketing. The center uses its research to link marketing theory and business practice, provide marketing education for current and future industry leaders, and develop new ways to create more profitable marketing and sales practices on a global scale.
Wesley Johnston
CBIM Roundtable Professor of Marketing, J. Mack Robinson College of Business, Georgia State University
Our Faculty & Staff
Wesley J. Johnston
executive director, Center for Business & Industrial Marketing
CBIM Roundtable Professor of Marketing, J. Mack Robinson College of Business, Georgia State University
wesleyj@gsu.edu
Roberto Mora Cortez
research manager, Center for Business & Industrial Marketing
Ph.D. student, J. Mack Robinson College of Business, Georgia State University
rmora1@gsu.edu
Rod Rich
program manager, Center for Business & Industrial Marketing
Bill Bradford
executive-in-residence, Center for Business & Industrial Marketing
founder, principal, partner, Impact Technology Advisers
Ed Crowley
executive-in-residence, Center for Business & Industrial Marketing
executive director, Photizo Foundation
Karl Hellman
executive-in-residence, Center for Business & Industrial Marketing
associate professor of economics, Principia College
Katie Darracott
Our Services
Sales Force Impact Analysis
The sales force impact analysis enables you to diagnose your sales force, and to develop strategies for leveraging its strengths and addressing its challenges. Research has shown that implementing just one of our best practices for as little as three hours per salesperson per month increases performance by 15%.
Relationship Assessment Process
The relationship assessment process enables you to diagnose the exact nature of your relationship with each customer and develop strategies for improving it.
Pipeline Analysis
The pipeline analysis facilitates this critical aspect of developmental coaching by asking salespeople to evaluate a sample of their prospects on 19 dimensions. The pipeline analysis results help the sales manager guide and support their staff’s work.
Sales Talent Acquisition And Retention (STAR)
STAR is a 10-step process that leads to a 95% probability that each sales representative will be a high-quality producer who is fully capable of accomplishing the company’s sales strategy in one year.
Member Firms
- Accenture
- Advanced Energy
- Aeroquip Corporation
- Agilent Technologies
- Air Products and Chemicals
- Alcan Aluminum
- Allegheny Energy
- AT&T
- Bayer
- BP
- Ciba Specialty Chemicals
- Coming Incorporated
- Corporate Express
- Delphi Automotive
- Dow Chemical Company
- Dow Coming
- DuPont Company
- Eastman Chemical Company
- Eastman Kodak Company
- EDS
- Eli Lilly
- Exelon Corporation
- ExxonMobil Chemical
- Ferro Corporation
- Foamex
- FreeMarkets
- Gartner
- *Georgia-Pacific
- GlaxoSmithKline
- Harte Hanks
- Hercules Inc.
- The Hewlett-Packard Company
- Highmark Inc.
- Honeywell
- Huntsman Polyurethanes
- IBM Corporation
- Indium Corporation
- Infineon
- Ingersoll Rand Company
- Intel Corporation
- International Specialty Products
- Kennametal
- Lyondell
- Monitor Group
- National Analysts Inc.
- NIST/MEP
- Nokia
- *Omnexus
- PPG Industries, Inc.
- Positra Infrastructure Ltd.
- Rohm and Haas Company
- Sabre Inc.
- SAP America
- *Scientific Atlanta
- Shell Chemical Company
- *Southern Mills Inc.
- Sprint
- Sullair
- Teleflex
- 3M Company
- Ticona LLC
- The Timken Company
- Tredegar Film Products
- Unisys Corporation
- *United Parcel Service
- United States Postal Service
- Uponor Aldyl Company
- VerticalNet
- W.L. Gore & Associates Inc.
- W.R. Grace & Co.
- Xerox Corporation
*denotes an Atlanta-based organization
Affiliated Units
- Bose JIT 11 Education and Research Center
- Center for Exhibition Industry Research