When we solely rely on technology without having the fundamentals of selling we run the risk of being replaced.
As individuals becoming agile is a differentiator. Tune in to my conversation with Dr Dover, Professor of Professional Sales at UT Dallas and Author where he shares how his students have adopted agility within their own prospecting efforts by probing and adjusting. They quickly see what is working and what has past it’s sell by date.
As organizations what trends can we get in front of? Prepare out team with hard and soft skills to guide their buyers along an enjoyable journey. One many of them have not ventured down before. Showcase our human side, be charismatic and others focused to make it easy for them to say yes.
Dr. Dover also shares exerts from his book The Sales Innovation Paradox: Harnessing Modern Methods for Optimal Sales Performance.
Dr Howard Dover Shownotes
00:45 Introduction
02:54 Welcoming Dr. Dover
04:22 Intention & The Sales Profession
06:45 What's Driving Top Performers?
08:23 Probing and Adjusting
10:40 Replicating Processes and Disrupting Patterns
15:33 Scaling What Works: Win/Loss and Assessing Performance
17:50 Finding Your Role
20:15 Bots: Generation of Sales People
21;43 Cadence & Knowing Preferences
24:00 Connecting: Picker-Uppers
25:35 Personality Profiles
30:30 Lose Quick and Move On: Assessing Our Audience
35:31 Trying To Be Everything To Everybody
37:50 Tech or Awareness: What Should We Be Looking For?
40:40 Old Motion, New Technology
42:30 Role Clarity
44:30 Using AI as a Starter Point
48:00 Creating Meaning and Getting Rid of Waste
52:20 Revising Plans: The Past Four Years
54:23 Three Things Sales Professionals Need to be Doing
57:45 Integrity: Disarming and Evoking Positive Response from Your Client
1:00:50 Sales Innovation Paradox
1:01:57 Get In Touch with Dr. Dover
1:01:40 First Person to Tag Dr.Dover and Mention the Podcast, and Mention That You Want a Signed Copy will receive the Sales Innovation Paradox signed by Dr. Dover! (via LinkedIN) (!!!)
Get In Touch with Dr. Dover
Sales Innovation Paradox on Amazon: https://www.amazon.ca/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243
Dr. Dover's LinkedIn: https://www.linkedin.com/in/howarddover/
Dr. Dover's Profile: https://jindal.utdallas.edu/faculty/howard-dover/
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