Prof. Dr. Bernd Skiera, co-partner of Marini Systems, was interviewed by Professor Venky Shankar from the Center for Retailing Studies at Mays Business School Texas A&M University, USA, on 21.12.2020. He also talked about what the future world of work will look like and what significance “Robotic Selling” will have for academia and corporate practice.
In the interview, Prof. Dr. Bernd Skiera explains, among other things, that the workplace will look very different even after the end of COVID-19. At Marini Systems, for example, we will also pursue a hybrid model where employees can work a lot from home (or other nice places in this world), but the teams will also meet regularly in person at the office.
In addition, he also talks about “Robotic Selling” and the possibilities of more automated preparation of sales calls and sales through software. This vision of greater automation is achieved in the first step with fully integrated data – and therefore consistent data – and in the second step with process improvement. Based on this, the automation of processes can then avoid activities that cost the sales department unproductive time.