Marshall Solem
Adjunct Lecturer of Executive Education at Kellogg School of Management
Schools
- Kellogg School of Management
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Biography
Kellogg School of Management
Marshall Solem is a Principal at ZS Associates, a global consulting firm focused on sales and marketing. Marshall has held several leadership positions in the company including: head of ZS's global Sales Business Area; leader of ZS' Midwest region; and founder/leader of the company's Medical Products and Services industry vertical. In addition Marshall leads several key client relationships for the company. Marshall's client work has particular emphasis on changing sales models and how to retool go-to-market strategies and company capabilities to compete effectively in the rapidly changing market.
A recognized authority on sales management, Marshall has consulted with companies from the Fortune 50 to start ups, in industries spanning healthcare and life sciences, chemicals, consumer products, financial services, construction/building products, and utilities. He has worked with sales forces in the US, Canada, and several European and Latin American countries.
Marshall is the author of several published articles on sales and marketing issues and a featured speaker at industry conferences. Marshall co-authored and developed the SFE Navigator(tm) framework that has been used by over 500 companies to drive improved sales force effectiveness. He is currently working on the development of a broader commercial effectiveness framework.
Marshall holds an undergraduate business degree with distinction from the University of Wisconsin-Madison and an M.B.A. with distinction from the Kellogg School of Management at Northwestern University.
Education B.B.A, 1981, University of Wisconsin Madison
M.B.A., 1984, Kellogg School of Management, Northwestern University
Academic Positions Academic Director, Maximizing Sales Force Performance, Executive Education, Kellogg School of Management, Northwestern University, 2012-present
Adjunct Lecturer, Executive Education, Kellogg School of Management, Northwestern University, 2016-present
Other Professional Experience Account Sales Representative, IBM, 1984-1990
Principal, ZS Associates, 1990-present
Education Academic Positions Other Professional Experience
Videos
Case Study: Building Value-Based Selling Into Medical Products Sales and Marketing
How to Make Value-Based Selling a Competitive Advantage for Medical Products Companies
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