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The Innovative Sale : Unleash Your Creativity for Better Customer Solutions and Extraordinary Results - Mark Donnolo

The Innovative Sale

Unleash Your Creativity for Better Customer Solutions and Extraordinary Results

Hardcover

Published: 20th February 2014
For Ages: 18+ years old
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Published: 20th January 2014
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When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically…or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers’ needs while expanding the salesperson’s entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to:

• Define the sales challenge

• Question assumptions and look for ways to reframe the problem

• Mine unrelated situations for fresh solutions

• Get comfortable with feeling lost as you explore new directions

• Break some rules and learn to “grow with the flow”

The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they’ll unleash their own unique powers of intuition and innovation, and land more sales than ever before—in ways they never imagined possible.

About the Author

MARK DONNOLO is a managing partner of SalesGlobe and founder of the SalesGlobe Forum. He has over 25 years of experience as a leading sales effectiveness consultant with companies such as IBM, Office Depot, LexisNexis, Comcast, KPMG, Iron Mountain, AT&T, and Accenture.

..".makes a clear and compelling case to place creativity inside your sales organization...must have book for the sales leader with a large sales team." "--Knights on the Road"

C o n t e n ts Acknowledgments v Introduction ix Chapter 1 The Sales Innovation Dilemma 1 The Dilemma of Perception 6 The Dilemma of Constraints 12 The Dilemma of Personality 19 How Sales and Innovation Work Together 23 Chapter 2 The Innovative Sale Principles 27 Principle One: Pattern 31 Principle Two: Variety 38 Principle Three: Unity 43 Principle Four: Contrast 49 Principle Five: Movement 54 Principle Six: Harmony 61 Chapter 3 What's Your Problem? Laying the Foundation and Gathering Insight 67 The Innovative Sale Process: An Overview 71 Step 1: Define the Challenge and Constraints 85 Step 2: Gather Insight 88 Chapter 4 Breaking Down Barriers 99 Breaking Down Brainstorming 102 Step 3: Create Initial Approaches 108 Step 4: Destroy False Constraints 110 Chapter 5: Where Are All the New Ideas? 119 Step 5: Combine Parallels 122 Step 6: Explore Horizontally 134 Chapter 6: The Attraction of Rejection 143 Step 7: Develop Vertically 148 Step 8: Implement and Communicate 156 Chapter 7: The Innovative Sale in Practice: Delivering a Better Value Proposition 169 Working Through the Innovative Sale Process 170 Chapter 8: The Innovative Sale in Practice: Designing Your Sales Process and Customer Experience 197 Working Through the Innovative Sale Process 198 Chapter 9: The Innovative Sale in Practice: Coaching Your Team 219 The Innovative Sale Assessment: Understanding Your Sales Team's Creative Quotient for Sales 222 Putting It into Action 239 Chapter 10: What's Your Creative Quotient for Sales? 245 Get Your Creative Quotient for Sales 246 Building Your Innovative Sale Muscles 247 Appendix: Your Revenue Roadmap: A Powerful Left-Brained Approach for Connecting the Sales Effectiveness Disciplines 259 Index 267

ISBN: 9780814433478
ISBN-10: 0814433472
Audience: Professional
For Ages: 18+ years old
Format: Hardcover
Language: English
Number Of Pages: 288
Published: 20th February 2014
Publisher: McGraw-Hill Education
Dimensions (cm): 23.6 x 16.0  x 2.5
Weight (kg): 0.56
Edition Number: 1