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

39:39

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Highlights

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Episode notes

Why Do We Promote a Sales Manager?

04:39

Leadership and the Inertia

05:03

Can I Replicate a Gen L and No Way?

03:02

Introduction

2min

Dr. Howard Dover, Author of the Book Sales Innovation Paradox

3min

The Sales Innovation Paradox

4min

Is the Job Continues to Get Harder?

3min

Can I Replicate a Gen L and No Way?

3min

SDR Isn't as Useful as We Thought It Would Be

2min

Why Do We Promote a Sales Manager?

5min

How to Overcome Human Capital Inertia

4min

Do You See the Rise of the SDRs?

5min

10.

Leadership and the Inertia

5min

11.

The Importance of the Jump From Seller to Manager

2min

12.

How Can You Reach Your Target Audience?

3min

The theme for December on Winning the Challenger Sale is a recap of the best insights from 2022. WTCS host, Jen Allen, is joined by Dr. Howard Dover to explore the major themes that have disrupted the status quo of selling this year.

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