Founder / Core Teacher
Willem Verbeke studied philosophy at the State University of Gent and graduated in the “educational psychology” at the University of Pennsylvania USA. Since 1987 he has worked for the marketing department of the Erasmus School of Economics of the Erasmus University Rotterdam (EUR).
Verbeke is the founder of the Institute for Sales & Account Management (ISAM) and professor of Sales and Account Management at the EUR. He is Star Member of the Erasmus Research Institute of Management (ERIM). Within the Erasmus University he does, in the field of Sales & Account Management within professional organizations (law firms, accountants) and knowledge organizations (engineering firms, consulting firms), extensive research into networks, delegation of knowledge and emotions. The emphasis within this is on the interface between knowledge-based marketing and account management.
Willem Verbeke regularly gives lectures on domestic and foreign companies and leading U.S. Universities. In the Netherlands he is a popular speaker for his new perspective on the field of sales and key-account management in professional organizations and knowledge businesses. Some of his specialties:
- Develop and obtain prefessional capital for clients
- Emotional wisdom and obtaining confidence for account managers
- Netwerk quotient for account managers
- Account planning for professional organizations
- Creating and sharing Knowledge in professional firms
- Impact on sales performance intelligence: creativity, IQ, practical intelligence (streetsmartness) and wisdom
He publishes in many national and international scientific journals (Journal of Marketing and Journal of Applied Psychology) and magazines. Also several books of him were published such as “successful shaping of key accounts” and “I sell therefore I exist”.
