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TRP 163: The Sales Innovation Paradox with Dr. Howard Dover
In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach dramatically, it has also triggered defensive behaviors among buyers, making traditional best…
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