P A U L V I I O – S A L E S D O C T O R
P A U L V I I O
S A L E S D O C T O R
Leading expert of value-based B2B selling and sales management
Dr. Paul Viio is a leading B2B sales expert and experienced sales trainer, sales educator, sales workshop moderator and sales keynote-speaker in B2B value-based selling & sales management.
Paul helps develop world-class organizations. He does that by helping people and organizations develop and improve their sales results through focusing on customer value.
He has worked internationally in sales for over 25 years, in addition to which he has a Ph.D. in selling & sales management. He is an entrepreneur, published author, researcher, professor and the only person holding two professorships in selling & sales management at two top-tier business schools concurrently – at Aalto University, School of Business and Hanken School of Economics.
Paul is a sought-after B2B value sales keynote speaker, executive trainer, educator, board member and advisor to companies. He has taught, trained, advised, and helped hundreds of executives and companies globally to improve their sales performance.
He provides sales improving services in four languages in which he is fluent: Swedish, English, Finnish and German.
My story
Sales and customer service is something that Paul Viio thinks highly of. Early on he realized that you can create your own limitless success through sales.
Achieving success in complex B2B sales requires that you have the ability to put yourself in the situation of the customer, understand the market, that you continuously develop your knowledge and competences, and that you are resilient. In addition, you need a strong will to succeed.
After having worked and held various positions in sales for over 15 years across Europe, in the fall of 2007 he decided to pursue a doctoral degree, which he earned only four years later (while concurrently working half-time in sales), in 2011 in selling and sales management. His way of combining practical experience from sales with the latest theories in the area makes Paul rather unique, and results in real sales competence.
Paul earned his doctoral degree in marketing from the prestigious business school Hanken School of Economics, Helsinki, Finland. The topic of his thesis was relationship orientation of the sales process in a business-to-business context and his study contributes to the relationship marketing and sales management research in particular.
Currently, Paul holds the distinguished position Evli Professor of Practice in Selling and Sales Management at Hanken School of Economics (2021-2023) in Helsinki, Finland.
Previously, Paul has held two professorships concurrently in selling and sales management in two top-ranked business schools: Professor of Practice in Selling and Sales Management at Aalto University School of Business (2013-2018) and Evli Assistant Professor of Selling and Sales Management at Hanken School of Economics (2015-2020) in Helsinki, Finland.
Additionally, he has held positions such as Director of sales research at Hanken School of Economics, Senior researcher at Aalto University, Research fellow at Stockholm Business School, Stockholm University, Stockholm, Sweden. Furthermore, his has held positions such as Visiting professor, Visiting lecturer, and Guest researcher at universities in various countries, including Austria, Finland, Monaco, Norway, Sweden and USA.
In the academic community he has been active as a researcher, managed scientific sales research projects and taught & supervised students (levels: Ph.D., eMBA, MBA, M.Sc. and B.Sc.) in selling and sales management, including value-based selling and sales management, personal selling, seller-buyer relationship management, value pricing management and value-based pricing at universities and business schools internationally. He is still active as author of academic and managerial articles on selling & sales management and seller-buyer relationship management.
Paul’s sales research has been published in highly respected scientific journals such as Industrial Marketing Management, Journal of Business to Business Marketing. He acts as reviewer for the Journal of Personal Selling and Sales Management and Industrial Marketing Management.
After more than 10 years dividing his time between academia and helping companies, Paul has as of beginning of 2021 decided to focus his time and efforts primarily on helping companies become successful. He will focus on training executives and organizations in sales, moderate workshops and give keynote speeches on value sales and customer management. The key themes and topics are customer centricity, customer value, customer experience and customer value-co creation.
Paul is fluent in four languages: Swedish (mother tongue), Finnish, English and German. He gives keynote speeches, trains executives, facilitates workshops and conducts research in all four languages.
In addition to being a leading expert in B2B value selling and sales management, Paul is also a husband and father of two. He takes care of his well-being in a holistic way (nutrition, physical exercise, sleep), respects the environment, and is grateful for everything that life has given him.
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Main contact: Dr. Paul Viio, +358 45 847 6337, paul(a)paulviio.com, PL 164, 00101 Helsinki, Finland
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