The Innovative Sale

Book description

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.

Table of contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Acknowledgments
  6. Introduction
  7. Chapter 1 The Sales Innovation Dilemma
    1. The Dilemma of Perception
    2. The Dilemma of Constraints
    3. The Dilemma of Personality
    4. How Sales and Innovation Work Together
  8. Chapter 2 The Innovative Sale Principles
    1. Principle One: Pattern
    2. Principle Two: Variety
    3. Principle Three: Unity
    4. Principle Four: Contrast
    5. Principle Five: Movement
    6. Principle Six: Harmony
  9. Chapter 3 What’s Your Problem? Laying the Foundation and Gathering Insight
    1. The Innovative Sale Process: An Overview
    2. Step 1: Define the Challenge and Constraints
    3. Step 2: Gather Insight
  10. Chapter 4 Breaking Down Barriers
    1. Breaking Down Brainstorming
    2. Step 3: Create Initial Approaches
    3. Step 4: Destroy False Constraints
  11. Chapter 5: Where Are All the New Ideas?
    1. Step 5: Combine Parallels
    2. Step 6: Explore Horizontally
  12. Chapter 6: The Attraction of Rejection
    1. Step 7: Develop Vertically
    2. Step 8: Implement and Communicate
  13. Chapter 7: The Innovative Sale in Practice: Delivering a Better Value Proposition
    1. Working Through the Innovative Sale Process
  14. Chapter 8: The Innovative Sale in Practice: Designing Your Sales Process and Customer Experience
    1. Working Through the Innovative Sale Process
  15. Chapter 9: The Innovative Sale in Practice: Coaching Your Team
    1. The Innovative Sale Assessment: Understanding Your Sales Team’s Creative Quotient for Sales
    2. Putting It into Action
  16. Chapter 10: What’s Your Creative Quotient for Sales?
    1. Get Your Creative Quotient for Sales
    2. Building Your Innovative Sale Muscles
  17. Appendix: Your Revenue Roadmap: A Powerful Left-Brained Approach for Connecting the Sales Effectiveness Disciplines
  18. Index
  19. About the Author
  20. Free Sample Chapter from New Sales. Simplified.

Product information

  • Title: The Innovative Sale
  • Author(s): Mark Donnolo
  • Release date: February 2014
  • Publisher(s): AMACOM
  • ISBN: 9780814433485