Cel Lab
Commercial Excellence LAB
Disseminating content in an experiential and engaging way is one of CEL’s main goals. Every year, meetings are organized with various formats in terms of target and implementation.
They are excellent opportunities for debating and networking on the most innovative topics for commercial excellence.
Here is the list of events that have been organized:
Construction digitalization: Hilti Productivity Lab
MANAGERIAL INSIGHT @ WOLTERSKLUWER
Produttività della rete: come alzare l’efficacia e livellare verso l’alto le performance
Steering committee: proposte di attività e ricerche 2024
Lo sviluppo delle competenze delle reti commerciali: Learning strategy e Learning Experience: esperienze a confronto
Chief Sales vs. Chief Procurement Officer «From rivals to partners»: how to build value together?
2023
December
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5 December 2023, Academic Insight: “Artificial Intelligence in Sales” Prof. Paolo Guenzi SDA Bocconi, Johannes Habel, University of Houston’s Sales Excellence Institute
November
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20 November 2023 - Managerial insight “La sostenibilità nel commerciale attraverso le tecnologie digitali” Prof. Laura Ingrid Colm SDA Bocconi, Prof. Paolo Guenzi SDA Bocconi, Alberto Raviolo, Country Manager presso Epson Italia, Luca Motta, Head of Business Unit - Office Print Organization presso Epson Italia, Luca Cassani, Corporate Sustainability Manager presso Epson Italia, Maria Federica Perego, Human Resources Manager presso Epson Italia, Cinzia Tocci, Marketing manager & Commercial Delivery presso IGT Italia, Sabrina Granata, Marketing & Commercial Delivery Specialist presso IGT Italia
October
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12 October 2023- Managerial insight “Il valore del «dato» nella trasformazione digitale.Implicazioni per sales & marketing ed esperienze a confronto” Prof. Marco A. Sisti SDA Bocconi, Daniel Rodriguez, Head of Big Data & Analytics presso Vodafone, Arianna Pozzatti, Head of Marketing & Products Analytics presso Vodafone, Michela Baggio, Head of Marketing Digital Solutions presso Vodafone
September
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19 September 2023 - CEL TALK “Omnicanalità e pricing” Prof. Laura Ingrid Colm SDA Bocconi, Prof Paolo Guenzi SDA Bocconi
July
- 14 luglio 2023 - Managerial Insight “Il ruolo del sistema di rewarding nella sales transformation” Prof Paola Caiozzo, Prof Paolo Guenzi SDA Bocconi, Martino Incarbone Executive Management Team Member presso Hilti Italia, Elena Fanfani EVP Marketing & Sales Operations presso Akeron Srl
April
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18 april 2023 – Managerial Insight “La Commercial Excellence in Gewiss Prof Paola Caiozzo SDA Bocconi, Giuliano Soncini, Commercial Excellence Director presso Gewiss S.p.A.
February
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20 February 2023 - Omnichannel Customer Experience Management Prof. Laura Ingrid Colm SDA Bocconi, Prof. Paolo Guenzi SDA Bocconi, Prof. Marco A. Sisti SDA Bocconi
2022
December
- 14 December 2022 - Preview ricerca qualitativa “Successful omnichannel management in sales”. Prof Laura Ingrid Colm SDA Bocconi Prof Paolo Guenzi SDA Bocconi
November
- 23 November - Commercial Excellence ed i nuovi ruoli emergenti: chi sono e cosa fanno? Prof Paola Caiozzo Sda Bocconi Federico Sattanino, Enterprise Relationship Manager presso Linkedln Simona Venditti, Global Marketing Manager presso ABB Matteo Damiani, Head of Digital, Innovation & Demand Management presso Loro Piana
October
- 19 October 2022 - Academic insight, Prof. Marco Aurelio Sisti, Prof Giuseppe Stabilini Direttore del Procurement Lab Sda Bocconi Con l’intervento di Paola Cialini–LPG Procurement Manager presso ABB Paolo Colombini Director Procurement & Logistics Italcementi S.p.A.
September
- 15 September 2022 - Academic insight, Jan Wieseke, Paolo Guenzi -
Discover more
June
- 23 June 2022 - Academic insight - Direct-to-Consumer (D2C) Strategies -– A close View beyond the Buzzword, Severin Lienhard
Discover more - 23 June 2022 - Academic insight - Academic insight, Laura Ingrid Maria Colm
Discover more - 23 June 2022 - Academic insight - How to develop B2B solutions successfully through governance matching, Laura Ingrid Colm
Discover more
April
- 06 April 2022 - PRESENTAZIONE RISULTATI RICERCA - Sales Performance Management: State of the Art.
Paola Caiozzo, Paolo Guenzi. Manager coinvolti: Andrea Signorini, Zuegg Head of Sales Italy; Donato Mancone, Henkel Sales Director Italy, Greece, Cyprus, Malta; Manuel Vellutini, Akeron Co-Chief Executive Officer; Elena Fanfani, Akeron EVP Marketing & Sales Operations
January
- 26 January 2022 - MANAGERIAL INSIGHT - The Multi / Omnichannel Challenge
Manager coinvolti: Marc Routier, 3M Managing Director South East Europe Region; Eleonora Attaguile, 3M Learning & Development Leader Corporate Marketing Sale; Marco Tebaldi, 3M Channel Manager Industrial & Safety Market Center; Daniele Brambilla, Head of Sales Southern Europe brand Sloggi at Triumph International.
2021
November
- 25 November 2021 - CEL TALK - Enabling the sales force: AI a supporto della customer experience con Fulvio Berardo, Commercial Director Italy, Astellas Pharma S.p.A.
May
- Virtual meeting Covid-19 Remote selling Progettare il futuro - P. Caiozzo, P.Guenzi (SDA Bocconi)
February
- Virtual meeting Covid-19 Remote selling - P.Caiozzo, P.Guenzi M.A.Sisti (SDA Bocconi)
2020
June
- Online Event MINE Community SDA Bocconi, “Digital Tra-ction: Technopower o Technostress?” - P.Caiozzo, P.Guenzi (SDA Bocconi)
May
- Partner Meeting presentazione dei risultati di ricerca Digital Commercial transformation in action : Technopwer o Technostress? - P.Caiozzo e P.Guenzi (SDA Bocconi)
April
- Virtual meeting Covid-19 Emergency Landascape
March
- Online Event MINE Community SDA Bocconi, “Il lato oscuro della forza (di vendita)” - P.Guenzi, P.Caiozzo (SDA Bocconi)
2019
October
- CEL TALK “Leading solution selling in the digital ERA”, - Alberto Frasarin (Google Italia), Germano Buttazzo (Linkedin Italia)
- Partner Meeting sulla ricerca Digital TrAction: transformation in action (con focus sulla dimensione Technopwer vs Technostress nelle vendite) - P.Caiozzo P.Guenzi (SDA Bocconi)
June
- CEL Talk, “From selling products to selling solutions: managing the servitization of sales forces”, Ed Nijssen, Eindhoven University of Technology, Netherlands
May
- Event - MINE Community di SDA Bocconi, “Digital Commercial Transformation: istruzioni per l’uso. P.Guenzi, Marco A. Sisti (SDA Bocconi). Guest Speaker: Giovanni Sorreca (3M Italia), Gabriele Spadoni (HILTI Italia)
- Partner Meeting sui temi di ricerca 2019. Guest speech su “Mastering the Digital trasformation journey”. - Gabriele Morosini (ABB Italia)
April
- Partner Meeting, “Digital Commercial TransformationPlan”. Presentazione e discussione dei risultati della ricerca qualitativa - P.Guenzi, P.Caiozzo (SDA Bocconi)
February
- Partner Meeting, “DCTP – Digital Commercial Transformation Plan – Evidenze dalla ricerca quantitativa e implicazioni manageriali”, presentazione e discussione dei risultati della ricerca internazionale - P.Guenzi, Marco A. Sisti (SDA Bocconi)
2018
December
- Meeting per partner: “Insights for managerial practice. Gestire strategicamente i clienti: innovazioni e prospettive a confronto”. Ospitato da Luxottica Italia - Marco Aurelio Sisti
October
- Webinar per partner su “Il lato oscuro della forza (vendita)” - P.Caiozzo P.Guenzi (SDA Bocconi)
- Webinar per partner Extraordinary Sales people: Guidare persone e risultati - P.Caiozzo (SDA Bocconi)
July
- Vodafone Event (con la collaborazione del CEL) su “Digital Sales Transformation” - P.Guenzi
May
- Workshop open su “Sales Content Management e Performance Commerciale”. Ospitato da MINE Community SDA Bocconi - P. Guenzi e M.A. Sisti
- CEL Talk (Int’l) per partner su “Leveraging artificial intelligence in sales”
2017
November
- Roundtable partner su: “Marketing & Sales integration nella prospettiva della commerciale excellence. Best practice aziendali e opportunità future a confronto”. Ospitato da 3M Italia - P.guenzi, M.A Sisti
October
- Workshop partner “Sales Content Management Systems – Risultati della Ricerca e Piani di miglioramento” - P.Caiozzo, E. Pozzoli, M.A. Sisti (SDA Bocconi)
- Workshop open su “Digital & Social Selling Index: il barometro del grado di sviluppo tecnologico delle reti commerciali in Italia”. Ospitato dalla Marketing Community di SDA Bocconi - P.Guenzi, S. Ghaddar (SDA Bocconi)
May
- Workshop (Int’l) per partner su “ The impact of technologies on customer relationship management: the era of the empowered customer”
2016
October
- Workshop open su “Le vendite nella "stanza dei bottoni": il commerciale agli occhi dei Top Manager”
June
- Workshop open su: “Vendite: un mestiere meraviglioso? Percezioni e prospettive delle professioni commerciali”. Ospitato da Marketing Community di SDA Bocconi - P. Caiozzo (SDA Bocconi)