Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach dramatically, it has also triggered defensive behaviors among buyers, making traditional best practices less effective. Key topics include the "Sales Innovation Paradox," where scaling sales activities leads to declining results, and the "SIP cycle" (Sales Innovation, then behavioral shift) that explains how buyers adapt to overused sales tactics. Dr. Dover shares real-world examples, including Microsoft’s successful strategy of human-assisted digital funnels that led to an 8x increase in pipeline and 10x in revenue.