The Sales Innovation Paradox

Harnessing Modern Methods for Optimal Sales Performance

Howard Dover, Ph.D.

Why can’t sales seem to catch up with innovation?

In The Sales Innovation Paradox, Howard Dover uses his decade of experience as a sales technologist and professor to answer the question: Why has investment in salesperson training and a huge transformation of available technology in the last decade not resulted in more efficacy in the modern sales world for most companies?

In addressing this paradox, Dover discusses:

• How to develop modern sales methods to become a sales disruptor

• How digital marketplaces have shaken up the classic sales machine

• How customer behaviors have changed as a result of technology innovations

• How organizational and environmental obstacles keep the field in the state of paradox

If you’re an executive who is feeling that your efforts are decreasing in efficacy and that your investment in technology isn’t paying off, this book will help you identify the cycles and trends that keep you from achieving your team’s full potential. It’s time to end the sales innovation paradox for you and your team!

Dr. Howard Dover is the founder and director of the Center for Professional Sales at the University of Texas at Dallas. Over the past decade, he has trained some of the top entry-level sales producers. Dr. Dover shares his findings and modern methods via various conferences and publications.

He received his bachelor of science in economics from Brigham Young University and his master and doctor of management science from the University of Texas at Dallas. Before his academic life, he founded several companies, including a sales contracting company that he operated for a decade. During his start-up years and government work, he developed the ability to harness technology to increase both the efficiency of business processes and the effectiveness of sales efforts.

Dr. Dover and Amy Dover are the parents of six wonderful children. They currently reside in the Dallas area.