Michael Ahearne

Organizer
DISC Type : Sd

Board Member at Direct Selling Association

Houston, Texas, United States

Overview

Michael Ahearne is the C. T. Bauer Chair in Marketing at the University of Houston, where he is a leading scholar on sales force effectiveness, motivation, and the use of AI in sales. He holds a PhD from Indiana University and is the author of the worlds highest-grossing professional selling textbook. Colleagues describe him as professional and an excellent business partner.

Outside of academia, Michael has a significant athletic background, including being a college All-American wrestler. He remains an avid weightlifter and is also a coffee enthusiast who enjoys practicing his skills as a home barista and creating coffee art.

Unique fact: Before his academic career, he played professional baseball as a pitcher in the Montreal Expos organization.

Personality Overview

Somewhat Formal

Trusting Of Others

Pleasant

They are very professional in their approach and can weigh multiple perspectives together.  Reading between the lines and seeing beyond your words comes naturally to them. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

AI in Sales
Much of his recent research focuses on the application of Artificial Intelligence to enhance sales force effectiveness and performance.
Sales Performance
His primary, career-long research focus is on improving the performance of individual salespeople and entire sales organizations through proven methodologies.
Commercializing Innovation
He has researched and published extensively on the challenges and best practices for successfully selling new-to-the-world products and innovations.

Media Appearances

Rethinking Marketing: Michael Ahearne. Featured in American Marketing Association (AMA)

See Now

Work History

4-2024
Board Member at Direct Selling Association
Foundation Board Member at American Marketing Association
6-2022
Academic Fellow at Marketing Science Institute
1-2016
Distinguished Research Fellow at ISBM - Institute for the Study of Business Markets
5-2023 - 9-2024
Board Member at Strategic Account Management Association (SAMA)

Education

1992 - 1998
PhD from Indiana University Bloomington
1992 - 1994
Master of Science (MS) from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 10 Location : Houston, Texas, United States Job Level : Mid-senior Designation : Board Member at Direct Selling Association
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't go over them unless you are left with no other option
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Michael

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Michael take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Michael

Personality Compatibility


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