Professional Selling Panel: How to Grow Your Sales Program

Bryan W. Hochstein (Ph.D. Florida State University) is an Associate Professor of Marketing at the University of Alabama. Prior to his current role, Dr. Hochstein (Dr. H) was a sales executive with Time Warner Media. Dr. H is considered an academic thought leader on customer success management and sales topics, as such he regularly facilitates academic/industry discussions via thought leadership forums, industry conferences, and research interviews. Dr. H’s research appears in the Journal of Marketing, Journal of the Academy of Marketing Science, International Journal on Research in Marketing, Journal of Retailing, Journal of Service Research, Journal of
Personal Selling and Sales Management, Industrial Marketing Management, Journal of Business Research, Marketing Letters, Journal of Business and Industrial Marketing, Journal of Marketing Theory and Practice, and other leading outlets. From a teaching perspective, Dr. H teaches in and leads the University of Alabama’s Master-level Sales Leadership program.

In addition, Dr. H facilitates doctoral seminars and professional development courses. Dr. H is an author of the textbook “Marketing Strategy,” 8 th Edition (Cengage), which focuses on bringing together strategies to manage disruption and evolving market approaches in ways that improve firm financial performance outcomes. Bryan is also authoring a Stukent courseware that will include 12 chapters and a simulation on Sales Management. Dr. H and his family reside in Northport, Alabama, where they enjoy community, church, and university service opportunities.

Sterling Bone is a Professor of Marketing at the Jon M. Huntsman School of Business at Utah State University and the founder of Utah State University's Professional Sales and Technical Sales Program (Huntsman Sales Academy). His research has appeared in the Journal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science, Journal of Service Research, Journal of Public Policy & Marketing, Harvard Business Review, and other notable journals.

BJ Allen is a marketing professor at Brigham Young University and an award-winning educator with expertise in sales, innovation, and marketing strategy. His research has been published in top academic journals, including the “Journal of Marketing” and the “Journal of Retailing,” and he serves on the editorial board of the “Journal of Product Innovation Management.” BJ has received national recognition for both his teaching and scholarship — including the PDMA’s Best Dissertation Award — and teaches courses in new product innovation, strategy, and professional selling. He lives in Provo, Utah, with his wife and five children.