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.