Institute for Sales Excellence - Speaker Series

Schedule

Tue Nov 09 2021 at 06:00 pm to 07:15 pm

Location

The University of Tampa - Vaughn Center 9th Floor Crescent Club | Tampa, FL

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Join the Institute for Sales Excellence for our first Speaker Series featuring Dr. Howard Dover!
About this Event

Howard Dover is the Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach at the University of Texas at Dallas. As the Director of the Center, he consults with the Center’s partners to develop modern sales strategy to attract the top sales talent from the rising generation now entering the business world. His areas of expertise include digital disruption of the sales and marketing field, sales enablement, social selling and sales effectiveness strategies. He contributed a chapter to the book “Standing O” and was featured, with his UT Dallas students, in the documentary film, “The Story of Sales.” His upcoming book, The Sales Innovation Paradox, explores disparate outcomes from the last decade of sales technology investment. His academic papers have been published in the Journal of Academy of Marketing Science, Industrial Marketing Management, Journal of Interactive Marketing, and Journal of Selling and Marketing Education Review. He has been a keynote speaker at Sales Enablement Experience, AA-ISP Digital Sales World, Sales 3.0, CSO Summit, is the resident technology expert for Sales Educator’s Academy, and has been an invited speaker at numerous Sales, Sales Educator and Marketing Conferences.

Speaker Topic: The Sales Innovation Paradox


Over the past decade, the sales field has invested substantially in training and enablement to harness the sales technology explosion. While most fields would have experienced productivity gains and reduced their overall headcount, our field has seen limited productivity gains and added substantially to sales headcount (over 1200% in sales development). This is the Sales Innovation Paradox! While most of the field is experiencing the Sales Innovation Paradox, a few disruptors have cracked the code by moving away from the classic sales machine towards modern methods and motions. Individuals and leaders who learn the patterns that bring about the Sales Innovation Paradox and can identify the structural inertia that sustains the classic sales machine will see a different path to peak performance. They will be capable of harnessing the power of modern methods, tools, and motions to create a multiplied increase in sales performance.


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Where is it happening?

The University of Tampa - Vaughn Center 9th Floor Crescent Club, 401 W Kennedy Blvd, Tampa, United States

Event Location & Nearby Stays:

Tickets

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UT Sykes College of Business

Host or Publisher UT Sykes College of Business

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