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Sales InnovationsIn a digitally disrupted world
Howard F. Dover, PhD
Director, Center for Professional Sales
Let’s Set the Stage
• Context: 5 Minute Activity• List of sales classes you teach currently
• Graduate
• Undergraduate
• Develop a map of courses for your table (we will use this during the session)
The Waves of Disruption
• Challenger Sale
• Social Selling
• Sales Stack Explosion
• Sales Enablement
• Artificial Intelligence
Social Selling is Selling in 2018!
Social Selling is Selling in 2018!
Social Selling is Selling in 2018!
Sales Stack Status
• Automation• Augmentation• Artificial Intelligence
Next Wave: Artificial Intelligence
Good, Bad, or Just UGLY?
A.I. Oh MY 1.0
A.I. Oh MY 1.5
A.I. Oh MY 1.5
Discussion
• Take a Disruption• Social Selling
• Sales Stack
• A.I. Tools
• Which Classes would you alter?
• Would you add new Classes?
Social Selling
Sales Enablement(Support)
Sales Stack
A.I.
Sales Enablement Session: Thursday
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