The Sales Scholars Podcast

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.

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.