About
"The most meaningful way to succeed is to help others succeed."
I bring extensive…
Articles by Curtis
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Giant Icebergs And The Keys To Improving Customer Experiences
Giant Icebergs And The Keys To Improving Customer Experiences
By Curtis Schroeder
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A Picture's Worth A Thousand Words... And Maybe More
A Picture's Worth A Thousand Words... And Maybe More
By Curtis Schroeder
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It's Not What We Communicate... But How We Communicate: Creative Ways to Think About Data
It's Not What We Communicate... But How We Communicate: Creative Ways to Think About Data
By Curtis Schroeder
Activity
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🚀 H1 FY24 Update: GTM Efficiency Declines - Action Required! 🚀 2023 was tough for many companies, and FY24 is proving to be no different. Despite…
🚀 H1 FY24 Update: GTM Efficiency Declines - Action Required! 🚀 2023 was tough for many companies, and FY24 is proving to be no different. Despite…
Liked by Curtis Schroeder
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🌟 Introducing the 2024 E.D.G.E. Scholarship Awardees! 🌟 This year, we're excited to welcome 20 outstanding individuals to the program and to…
🌟 Introducing the 2024 E.D.G.E. Scholarship Awardees! 🌟 This year, we're excited to welcome 20 outstanding individuals to the program and to…
Liked by Curtis Schroeder
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This week on the Mereo LLC blog, I spoke to Mereo principal and #RevOps expert Barry Witonsky. In our conversation, we discussed the future of…
This week on the Mereo LLC blog, I spoke to Mereo principal and #RevOps expert Barry Witonsky. In our conversation, we discussed the future of…
Liked by Curtis Schroeder
Experience
Education
Publications
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Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions
Industrial Marketing Management
Salespeople can gain valuable knowledge from within their own firm to improve performance with customers. Despite this, salespeople's knowledge sourcing from various internal sources and personnel and the relationship of this to performance remains largely unexplored. Following a mixed-methods approach, Study 1 employs qualitative investigation to outline the distinct types of knowledge salespeople source from three distinct internal groups, namely (i) sales colleagues, (ii) sales managers and…
Salespeople can gain valuable knowledge from within their own firm to improve performance with customers. Despite this, salespeople's knowledge sourcing from various internal sources and personnel and the relationship of this to performance remains largely unexplored. Following a mixed-methods approach, Study 1 employs qualitative investigation to outline the distinct types of knowledge salespeople source from three distinct internal groups, namely (i) sales colleagues, (ii) sales managers and the (iii) internal business team (IBT), as well as several contingencies potentially impacting the effectiveness of knowledge-sourcing. To test hypotheses developed from Study 1, Study 2 empirically investigates the performance effects of salespeople sourcing knowledge from sales and non-sales IBT members via B2B salesperson survey data (n = 211). Results indicate an inverted U-shaped relationship between knowledge sourcing from sales colleagues and salesperson performance, with curvilinear performance-relationships identified in terms of knowledge sourcing from sales managers and the IBT, as these are moderated by market-level variables. The research provides overdue insights on the still little-understood internal dimension of selling, while helping managers determine which knowledge-sourcing they should – and should not – encourage.
Other authorsSee publication -
An institutional logics perspective on salesperson responses to environmental disruptions
Journal of Personal Selling & Sales Management
Drawing on the institutional logics perspective and evidence from 21 first wave and 11 second wave interviews with sales professionals, we offer a framework of salesperson responses to changes occurring in the sales field due to COVID-19. We find that salespeople acknowledge that the pandemic could lead to a new dominant logic (i.e., belief systems, principles, unwritten rules, and practices that guide behavior of sales professionals across the field) that differs from the previous logic…
Drawing on the institutional logics perspective and evidence from 21 first wave and 11 second wave interviews with sales professionals, we offer a framework of salesperson responses to changes occurring in the sales field due to COVID-19. We find that salespeople acknowledge that the pandemic could lead to a new dominant logic (i.e., belief systems, principles, unwritten rules, and practices that guide behavior of sales professionals across the field) that differs from the previous logic. Consistent with the institutional logics perspective, we find support that salespeople choose to either (1) defy the new logic, (2) comply with the new logic, or (3) blend both new and old approaches. We find that the extent and nature to which salespeople change their behavior(s) to align with a new logic can be explained by whether they cast the disruption as a demand or an opportunity. However, factors including organizational support and salesperson perceptions of their own capabilities may serve as a buffer when disruptions are perceived as new job demands. We also find that early career salespeople are more likely to accept new logics.
Other authorsSee publication -
Giant Icebergs And The Keys To Improving Customer Experiences
Forbes
A recent article in The New York Times describes how a huge chunk of ice the size of Delaware broke away from the Antarctic Peninsula and now stands as one of the largest icebergs ever recorded. The break-off has been anticipated for years, but only recently have the implications of the separation taken shape.
While many of us will never make the trek to Antarctica, we can appreciate the scale of this rift, as it reshapes the topography so dramatically that every map of the world will…A recent article in The New York Times describes how a huge chunk of ice the size of Delaware broke away from the Antarctic Peninsula and now stands as one of the largest icebergs ever recorded. The break-off has been anticipated for years, but only recently have the implications of the separation taken shape.
While many of us will never make the trek to Antarctica, we can appreciate the scale of this rift, as it reshapes the topography so dramatically that every map of the world will need to be redrawn. What’s more, the Antarctic landscape will continue to change, requiring cartographers to continually adjust their representations of the frozen tundra.
Likewise, the customer buying landscape has also experienced Antarctic-like rifts in recent years. Customers’ access to a range of new digital channels, tools, and information has forced vendors to redraw their go-to-market strategies, focusing less on product and price and focusing much more on the total customer experience as the way to achieve sustainable competitive advantage. -
A Picture's Worth A Thousand Words...And Maybe More
Forbes
While you might intuitively understand the power of pictures, chances are you’re not aware of just how much pictures matter to the bottom line, and why you should be investing even more in your picture-reading capabilities...
Other authorsSee publication -
Excel is Ruining The World... One Compensation Plan at a Time
Sales.com
If you manage sales compensation with Microsoft Excel, you’re in good company: 84% of organizations are right there with you. But that means you also may be leveraging the same set of tools and processes that, in part, contributed to the US financial crisis and the downfall of numerous Fortune 500 companies. OK, in fairness, your company may not be destined for ruin, but it’s clear that spreadsheets aren’t designed to support modern sales compensation requirements...
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Proof That Visual Social Media And Marketing-Sales Collaboration Drive Results
Forbes
It’s clear that collaboration is the key to sustainable success, but this is easier said than done. The secret to effective collaboration lies in the adoption of modern sales and marketing strategies along with leading-edge social collaboration tools. Leading companies recognize the social selling is the new norm, and empower internal groups to work together more effectively to better serve each other, their company, and their customers.
Other authorsSee publication -
Stronger Families, Stronger Society: An Analysis of The RIDGE Project, Inc.
Program on Prosocial Behavior, Institute for Studies of Religion, Baylor University
The RIDGE Project is an innovative organization that is meeting an increasingly important unmet need for those who currently suffer or are at-risk to suffer the effects of incarceration. Ron and Catherine Tijerina's personal experience with the prison system and the lack of support available for family units before, during, and after imprisonment makes the work of the RIDGE Project especially relevant and influential. As the Tijerina family discovered, both inmates and inmates’ families need…
The RIDGE Project is an innovative organization that is meeting an increasingly important unmet need for those who currently suffer or are at-risk to suffer the effects of incarceration. Ron and Catherine Tijerina's personal experience with the prison system and the lack of support available for family units before, during, and after imprisonment makes the work of the RIDGE Project especially relevant and influential. As the Tijerina family discovered, both inmates and inmates’ families need help to successfully overcome many of the peripheral consequences of incarceration. And more than providing a “bandaid” to address these issues, the RIDGE Project works to provide a long-term solution for the entire family unit.
Other authorsSee publication -
Recidivism Reduction and Return on Investment: An Empirical Assessment of the Prison Entrepreneurship Program
Program on Prosocial Behavior, Institute for Studies of Religion, Baylor University
Return on Investment (ROI) calculations for PEP demonstrate that resources invested in the organization yield significant social and economic outcomes, including financial benefits for society and employers, savings for taxpayers, and have a positive impact on the families of ex-offenders who successfully re-integrate into society. These figures, presented later in this study, are just a small representation of how PEP maximizes the human and financial capital expended within the U.S. criminal…
Return on Investment (ROI) calculations for PEP demonstrate that resources invested in the organization yield significant social and economic outcomes, including financial benefits for society and employers, savings for taxpayers, and have a positive impact on the families of ex-offenders who successfully re-integrate into society. These figures, presented later in this study, are just a small representation of how PEP maximizes the human and financial capital expended within the U.S. criminal justice system. Under the leadership of CEO Bert Smith, PEP continues to grow and impact the lives of inmates, families, and communities across the United States.
Other authorsSee publication -
Community Transformation in West Dallas: A Sustained Collective Among Churches, Faith-Based Organizations, and Government
Program on Prosocial Behavior, Institute for Studies of Religion, Baylor University
This case study examines the Serve West Dallas Collaborative (SWD) - a parachurch organization that integrates organizations and ministry efforts into a coordinated network, linking public and private resources to better serve the West Dallas community. SWD stands on the shoulders of a dedicated group of leaders and ministries committed to the spiritual, economic, social, and physical transformation of neighborhoods within zip code 75212.
Other authorsSee publication -
Extraordinary Results Require ONE Thing
Keller Center Research Report
Achieving extraordinary results and happiness is simple. In fact, each of our personal and professional ambitions should point back to ONE question.
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INSIDER: How Technology is Changing the Sales Environment
Keller Center Research Report
The real revolution for real estate lies in the use of technology and social media to deliver value. Value can be brought to life as we consider the way salespeople manage information, conduct client research, and generate leads WITHOUT getting lost in the "social side" of social media (i.e., using social media for pleasure) or losing one's sense of life balance due to constant connectivity.
Other authorsSee publication -
INSIDER: Make Your Voice Heard - Make Your Marketing Relevant
Keller Center Research Report
To win the race - or to generate the highest potential Return on Investment (ROI) in today's marketplace - authors Sandra Zoratti and Lee Gallagher argue that marketers must become increasingly relevant. Specifically, they must leverage what they know (or what they can find out) about their customers, what messages they are trying to communicate, and when/how the messages will have the greatest impact. Through a clear and deliberate game plan, informed marketing efforts can most effectively…
To win the race - or to generate the highest potential Return on Investment (ROI) in today's marketplace - authors Sandra Zoratti and Lee Gallagher argue that marketers must become increasingly relevant. Specifically, they must leverage what they know (or what they can find out) about their customers, what messages they are trying to communicate, and when/how the messages will have the greatest impact. Through a clear and deliberate game plan, informed marketing efforts can most effectively accomplish the specific goals marketers seek to achieve.
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INSIDER: Rainmaking Conversations
Keller Center Research Report
A simple conversation - generated by a referral, cold-call, or other circumstance - may be the best (and only) opportunity you have to turn a prospect into a client. When presented with the important opportunity to engage with a prospective client, consider, "How have you equipped yourself to make the most of your opportunity?"
Honors & Awards
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Winner - 2024 Doctoral Dissertation Proposal Competition
American Marketing Association Sales SIG
The American Marketing Association (AMA) Sales Special Interest Group (SIG) hosts an annual Doctoral Dissertation Proposal Competition, recognizing the best doctoral dissertation proposals in sales and selling management. The competition is sponsored by the University Sales Center Alliance (USCA).
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FY18 Charter Award Winner
Oracle North America
Delivered superior customer engagement and execution in the strategy and messaging for one of Oracle's most strategic and transformational deals in FY 2018. Award given by Josh Kamenecka, Vice President of Solution Engineering - Oracle ERP.
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EAGL Leadership Development Program
Oracle
Selected to join Oracle’s elite, year-long leadership development program for the highest performing and highest potential individuals in Oracle’s North American Solution Consulting organization (only 12 selected each year out of 200+ consultants). Program designed to further develop leadership skills to lift the capabilities and achievements across the business.
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Sales Consulting Leadership Council
Oracle
Selected to serve on Oracle's Sales Consulting Leadership Council for FY17. Collaborate with top performing consultants to drive organizational leadership and innovation initiatives.
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Top 20% of Graduating Masters Class
Beta Gamma Sigma
Membership in Beta Gamma Sigma is the highest recognition a business student can receive in a post baccalaureate (master's) program at a school accredited by AACSB International. To be eligible for membership, the academic ranking of prospective members must place them in the upper 20 percent of the graduating master's class in the business school.
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Join now to viewMore activity by Curtis
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Starting the school year strong with a partner day with Otis Elevator Co. 💪🏼 We welcomed Kristina Daley, MBA, Abigail Gilbert, Taylor L. and…
Starting the school year strong with a partner day with Otis Elevator Co. 💪🏼 We welcomed Kristina Daley, MBA, Abigail Gilbert, Taylor L. and…
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📣 Happy to share our new article in Industrial Marketing Management. 💡 We examine how #top management can help mitigate the harmful effects of…
📣 Happy to share our new article in Industrial Marketing Management. 💡 We examine how #top management can help mitigate the harmful effects of…
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As the premium on growth continues to rise and the "growth at all costs" strategy reaches its limits, go-to-market efficiency should be among the…
As the premium on growth continues to rise and the "growth at all costs" strategy reaches its limits, go-to-market efficiency should be among the…
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Starting in 35 minutes, I'll interview our CIO about how Salesforce got ready for Gen-AI internally. Join us! 💙 https://lnkd.in/gMmmbaSY So…
Starting in 35 minutes, I'll interview our CIO about how Salesforce got ready for Gen-AI internally. Join us! 💙 https://lnkd.in/gMmmbaSY So…
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Very excited to have this project with Thomas E DeCarlo and John Hansen published in the special issue of salesperson well-being at IMM!! Follow the…
Very excited to have this project with Thomas E DeCarlo and John Hansen published in the special issue of salesperson well-being at IMM!! Follow the…
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Looking for an SDR Leader for one of my clients in the Dallas Metro region (Las Colinas). Need to be able to build and train a team from scratch…
Looking for an SDR Leader for one of my clients in the Dallas Metro region (Las Colinas). Need to be able to build and train a team from scratch…
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“Many Christians are going to get to Heaven and going to be well rested and I don’t want that to be me.” Gift to be with Tim Tebow, Tommy Martin…
“Many Christians are going to get to Heaven and going to be well rested and I don’t want that to be me.” Gift to be with Tim Tebow, Tommy Martin…
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WorldatWork Sales Comp was fantastic, yet again - thrilled to have met with so many phenomenal sales compensation professionals from all over the…
WorldatWork Sales Comp was fantastic, yet again - thrilled to have met with so many phenomenal sales compensation professionals from all over the…
Liked by Curtis Schroeder
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How many of you are happy with your CRM experience? Do you feel like it creates a bunch of unnecessary admin work and doesn't give back? For most…
How many of you are happy with your CRM experience? Do you feel like it creates a bunch of unnecessary admin work and doesn't give back? For most…
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Sure, #everyoneisinsales. But to 20-something college students, this fact isn't always evident. Our #technicalsales minor is great for those…
Sure, #everyoneisinsales. But to 20-something college students, this fact isn't always evident. Our #technicalsales minor is great for those…
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