This is episode 831.

Read the complete transcription on the Sales Game Changers Podcast website.

This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast.

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On today's show, Fred meets with Howard Dover, Director of the Center for Professional Sales at the University of Texas, Dallas.

Find Howard on LinkedIn.

HOWARD'S TIP: "Focus on skill before deploying technology. Work on effectiveness before efficiency. If you can focus at the individual, the org level, or the manager level at effectiveness first, then you bring in efficiency, you'll have exponential performance."