INNOVATIVE SALE

Erscheinungsjahr 2014
ISBN: 978-0-8144-3347-8
Verlag: HARPERCOLLINS LEADERSHIP

Buch, Englisch, 288 Seiten, Format (B × H): 64 mm x 93 mm

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.

Autoren/Hrsg.

Donnolo, Mark

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Betriebswirtschaft: Theorie & Allgemeines

Inhaltsverzeichnis

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

Über Autor(innen)

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.