The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results
- 2h 50m
- Mark Donnolo
- AMACOM
- 2014
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; and 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 graduated from The University of the Arts and worked as a designer in New York before earning his MBA from The University of North Carolina at Chapel Hill and making the leap to the business world. Today he is managing partner of SalesGlobe and has over 25 years of experience as a leading sales effectiveness consultant with companies such as LexisNexis, Comcast, KPMG, Iron Mountain, Office Depot, AT&T, IBM, and Accenture.
In this Book
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The Innovative Sale—Unleash Your Creativity for Better Customer Solutions and Extraordinary Results
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Introduction—From Art School to MBA
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The Sales Innovation Dilemma
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The Innovative Sale Principles
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What’s Your Problem? Laying the Foundation and Gathering Insight
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Breaking Down Barriers
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Where Are All the New Ideas?
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The Attraction of Rejection
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The Innovative Sale in Practice: Delivering a Better Value Proposition
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The Innovative Sale in Practice: Designing Your Sales Process and Customer Experience
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The Innovative Sale in Practice: Coaching Your Team
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What’s Your Creative Quotient for Sales?
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Appendix—Your Revenue Roadmap: A Powerful Left-Brained Approach for Connecting the Sales Effectiveness Disciplines
