The Innovative Sale

Unleash Your Creativity for Better Customer Solutions and Extraordinary Results

The Innovative Sale

Author: Mark Donnolo
Pub Date: February 2014
Print Edition: $25.00
Print ISBN: 9780814433478
Page Count: 288
Format: Hardback
e-Book ISBN: 9780814433485

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Table of Contents

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

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