The Sales Innovation Paradox With Howard Dover
The Gartner Sales Podcast
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Introduction
Doug Boucher, VP and analyst for Gardener Sales Practice. Betsy Gregory-Hosler, Senior Director Research in Gardener sales practice. Howard Dover, author of the recently published book The Sales Innovation Paradox. Doug: Why are these powerful technology tools so frequently failing to reach its potential impact in a sales work?Howard: I was seeing us deploy this a lot in sales and yet instead of seeing the efficiency gains I noticed that we were hiring more people somehow.
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