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