Challenging Misconceptions and Surprising Realities of the Sales Profession

On today’s episode, Andy sits down with three leading educators in sales; Dawn Deeter-Schmelz, a professor and director of the National Strategic Selling Institute at Kansas State University, Howard Dover, a professor and the director of the Center for Professional Sales at University of Texas at Dallas, and John Kratz, emeritus professor of marketing at the University of Minnesota Duluth and Co-Founder of StorySeekers. They discuss the importance of vocational education in sales, which they believe has been historically underserved at the academic level. Their institutions focus on providing students with actual sales experiences and sales-centric curricula that give them an advantage when they graduate and enter the job market. They also advocate for the importance of effective sales coaching and hiring of certified sales coaches to improve overall performance within organizations.

Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

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