The Sales Scholars Podcast: Recent Episodes
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The Sales Scholars Podcast is where we talk to academic sales experts about anything and everything sales related. Learn about the research experts are participating in, the latest trends in selling, and the best practices of the best sales organizations in the world.
Dr. Nathaniel Hartmann shares the results of his research on Sales Enablement technology and how sales managers can utilize this technology to positively impact their organizations.
Expert on Customer Success Management (CSM), Dr. Bryan Hochstein shares insights on the role of CSM in understanding complex customers and implementing strategies for customer retention.
The Hot Hand concept is a popular sports term, but Dr. Nick Lee shares insights on how it applies to sellers and how sales leaders can help their teams navigate the ups and downs of selling.
Sales leaders play a specific role in helping serve as catalysts for digital transformation. Listen to Deva Rangarajan shares his research on how sales leaders can help their teams adjust to the new realities of digital selling.
Listen as we kick off Season 3 of the podcast including insights on sales trends and highlights from the top episodes of Season 2.
In conversation with Dr. Valerie Good, Assistant Professor of Marketing at Grand Valley State University. Dr. Good shares the defining factor that creates rainmakers at every business. Listen to find out what the future of sales looks like and how you can prepare as a business or individual.
In this info-packed episode, Lou Shipley, Senior Lecturer at Harvard Business School discusses the value of sales for entrepreneurs. Listen to learn more about the value of listening in sales and get insights into questions like “should entrepreneurs first hire a salesperson or a sales leader?”
A deep dive into new product selling with Tom Steenburgh, Professor and Senior Associate Dean at the University of Virginia. Listen to Tom shed light on some best practices and common mistakes by sellers and sales managers. Find out what Steenburgh recommends based on his research for HBR and what sales managers should focus on to see success with selling new products.
Join the conversation with John Pingel, Director of Corporate Relations and Professor of Practice at the University of Houston’s Sales Program as we discuss the value of partnerships in sales, ‘unfair access,’ and effective coaching methods to create unique opportunities for business.
Listen to part 2 of a conversation with Frank Cespedes, the author of “Sales Management That Works” and a Harvard business professor to learn how management teams can ensure their sales organizations are focused on what matters.
According to the recent book by Frank Cespedes, a Harvard Business School professor, much of the conventional wisdom for sales is misleading and not supported by empirical data. In part 1 of our discussion, hear the insights Frank writes about that could help your sales team develop a better strategy for winning in the marketplace.
Sales continues to change, but several back-to-basics skills are timeless! Our guest, Kim Booker, the Director for the Center of Sales and Service Excellence at Oklahoma State University, leans on her experience in business and the classroom to highlight what many sellers are missing! Plus, Kim shares a few tips on sales coaching that will drive better performance.
Today’s sellers must be committed to learning, and our guest, Dr. Stefanie Boyer, discusses what sales leaders can do to foster a learning environment. Dr. Boyer is a leading expert on developing self-directed learning projects and how to utilize this highly personalized approach to help people succeed. Plus, she shares great stories about handling rejection and developing persistence.
Asking questions is selling 101, however, listen to April Schofield, Director of the Center for Professional Selling at Metropolitan State University of Denver share insights on a more strategic way to connect with buyers. Plus, learn what made April one of the top salespeople in the NBA prior to kicking off her academic career.
Artificial Intelligence is a powerful solution for sellers to help make them faster and smarter. However, many organizations and selling teams remain skeptical about how it can help them win. Listen to Dr. Johannes Habel from the Sales Excellence Institute at University of Houston discuss his research and practical ways A.I. can bring value to selling strategies.
Being "in the zone” is a popular sports metaphor that can play a role in sales success. Listen to Dr. Lisa Beeler, Assistant Professor and Director of Diversity & Inclusions & Internships for the Ralph and Luci Schey Sales Centre at Ohio University shares her insights. Dr. Beeler addresses ways to leverage psychological momentum to improve your likelihood of winning more deals. Plus, she shares practical ways sales leaders and sales teams can create diverse, equitable, and inclusive environments.
Social media continues to be a powerful tool for fostering customer engagement for sellers. Listen to Dr. Raj Agnihotri, the Dean’s Fellow in Marketing and Director of Ivy Sales forum at Iowa State as he shares his latest research and best practices for maximizing social capital. Dr. Agnihotri is one of the leading scholars in social media and digital technologies and he provides practical tips on driving customer engagement.
How do sales control systems impact the performance of your team? Listen to Dr. Shane Hunt, the Dean of the College of Business and a Professor of Marketing at Idaho State University, share his discoveries on leveraging sales controls for performance. Plus, we talk about best practices in virtual selling and how companies can partner with universities to supercharge their sales efforts.
Sales coaching has never been in higher demand, but can everyone be good at it? Listen to Dr. Valerie McGehee as she shares her research on coaching and how the virtual shift is changing things. Plus, hear how companies and the University of Louisiana at Lafayette are partnering to create a dynamic learning experience for future sales leaders.
Season 1 of the Sales Scholars podcast is in the books! In this episode, hear some of the most highly rated discussions from the first season and learn more about what the academics of the world are saying to drive sales success. Season 2 will dig into the sales topics that mean the most to today’s practitioners and explore the exciting research taking place in the academic arena.
In this episode, Charlie Ragland, the Executive Director of the Center for Global Sales Leadership at Indiana University shares his research and experience around the role value creation plays with today’s buyers. Charlie shares insights on the formula for serving your customer and adapting your approach to meet their needs. Plus, hear why the “sales pitch” should be eliminated from your sales approach.
Join Randy Webb, former President of Uncle Bens Inc. and Executive Director for The Stephen Stagner Sales Excellence Institute University of Houston to explore how sales leaders can adapt to the challenges of the changing marketplace. Randy shares insights from his experience in the classroom and the boardroom for managing today’s sales teams and adjusting to a new customer.
Join Dr. Willy Bolander from Florida State University for an engaging conversation around how to sell inside your organization and the methods top salespeople use for networking. As the host of the Sales Lab podcast, Willy knows how to keep listeners paying attention!
Join Executive in Residence and the Managing Director of the Center for Sales Leadership at DePaul University, Dan Strunk for a lively conversation on collaboration, building trust, and working with partners to find success. Dan is a Category Management expert and he shares what he has learned about how companies work together in a strategic way to fully focus on their customers.
Join Senior Professor of Practice, Carl Herman from the University of Houston on this episode to talk about technology and how organizations can make better decisions to help them succeed. Carl shares his experience as a technology sales executive as well as what he has learned as a Professor over the past twenty years.
Join Dr. Ryan Mullins from Clemson University on this episode to talk about digital selling and how to understand an organizations readiness to embrace a new go-to-market approach. Ryan shares insights from his research and challenges companies to consider 4 questions before investing in technology.
Join Dr. Adam Rapp from University on this episode to talk about the fundamentals of selling and how they impact sales success. He also shares his research on multi-generational communication and what really matters to be effective.
Join Dr. Dawn Deeter, from Kansas State University on this episode to talk about the ways managers can be more effective leaders. She also shares her research findings on leading cross-cultural teams that might save you a lot of frustration in the future.
Join Dr. Mike Ahearne, from the University of Houston, to hear about the impact of COVID-19 on sales organizations and how your sales incentives might be hurting your business. As one of the American Marketing Associations' top 10 most productive scholars, Mike shares his insights from research and the work he does with organizations around the world.
Dr. Tim Butler from University of North Alabama shares his lessons on social content and what matters to capture the attention of your network. Plus, hear about Tim’s lessons from his students to gain additional insight on working with the next generation of sales leaders.
Dr. Robert “Rob” Petersen from Northern Illinois University joins us on to share insights and unlock the mystery of Sales Enablement. He also entertains us with a look behind the scenes on how he uses improv to develop selling skills.
A conversation with the personal branding specialist, Amy Vandaveer Novak who teaches at University of Houston in the Sales Excellence Institute. Amy shares the secrets for creating a digital brand and highlights important steps to designing your own brand.