Winning the Challenger Sale #52 The 2022 Year-in-Review With Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coaching at Naveen Jindal School
Dec 6, 2022
Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12
Introduction
00:00 • 2min
Dr. Howard Dover, Author of the Book Sales Innovation Paradox
01:55 • 3min
The Sales Innovation Paradox
04:34 • 4min
Is the Job Continues to Get Harder?
08:15 • 3min
Can I Replicate a Gen L and No Way?
10:53 • 3min
SDR Isn't as Useful as We Thought It Would Be
13:55 • 2min
Why Do We Promote a Sales Manager?
15:44 • 5min
How to Overcome Human Capital Inertia
20:23 • 4min
Do You See the Rise of the SDRs?
24:39 • 5min
Leadership and the Inertia
29:41 • 5min
The Importance of the Jump From Seller to Manager
34:45 • 2min
How Can You Reach Your Target Audience?
36:18 • 3min