Jim Lecinski

Go-getter
DISC Type : d

Executive Partner at Narrative Partners

Greater Chicago Area, United States

Overview

Jim Lecinski is an award-winning Clinical Professor of Marketing at Northwesterns Kellogg School, specializing in AI for marketers. A former Google VP, he authored the seminal book "Winning the Zero Moment of Truth" (ZMOT). People describe him as dynamic, engaging, and a selfless team player. He holds an MBA from the University of Illinois.

Outside of academia and consulting, Jim is a classic jazz fan and has explored using generative AI to create new music in the hard bop style. Colleagues praise him as a selfless, caring person and a true gentleman, always willing to lend his time to help others.

Unique fact: He originated the "Zero Moment of Truth" (ZMOT) concept, which fundamentally reshaped how marketers approach consumer decision-making online.

Personality Overview

Decisive

Fast-Paced

Direct & Candid

They respond well to confident salespeople.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They care equally about the product and its potential impact.

Topics They Care About

AI in Marketing
He teaches a popular course on this topic at Kellogg and authored "The AI Marketing Canvas, " a five-step plan for marketers to implement AI successfully.
B2B Storytelling
As a partner at Narrative Partners, he helps B2B tech companies achieve "Story-Market Fit" by creating powerful go-to-market narratives that resonate with buyers.
Marketing Workflows
He advocates for marketers to focus on "Workflow Engineering" over simple "Prompt Engineering" to derive significant, practical value from the latest AI tools.

Media Appearances

Jim has no verified media appearances

Work History

8-2023
Executive Partner at Narrative Partners
9-2018
Clinical Professor of Marketing at Northwestern University - Kellogg School of Management
6-2018
President & Founder at Cortina Strategies
1-2018 - 12-2020
Associate Professor Of Marketing at Northwestern University
2-2006 - 2-2018
Vice President, US Sales & Service at Google, Inc.

Education

1983 - 1987
BA from University of Notre Dame
1987 - 1989
MBA from University of Illinois Urbana-Champaign

More Information

Social Presence :

Prographics :

Exp : 36 Location : Greater Chicago Area, United States Job Level : N/A Designation : Executive Partner at Narrative Partners
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Refer to testimonials from others in similar positions
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Jim

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • Their decision making speed is somewhere in the middle.
  • Can Jim take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Jim

Personality Compatibility


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