Start reading The Innovative Sale on the free Kindle Reading App or on your Kindle in under a minute. Don't have a Kindle? Get your Kindle here.

Deliver to your Kindle or other device

Enter a promotion code
or gift card
 
 
 

Try it free

Sample the beginning of this book for free

Deliver to your Kindle or other device

Anybody can read Kindle books—even without a Kindle device—with the FREE Kindle app for smartphones, tablets and computers.
Sorry, this item is not available in
Image not available for
Color:
Image not available

To view this video download Flash Player

 

The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results [Kindle Edition]

Mark Donnolo
5.0 out of 5 stars  See all reviews (13 customer reviews)

Digital List Price: $22.50 What's this?
Print List Price: $25.00
Kindle Price: $12.49
You Save: $12.51 (50%)

Whispersync for Voice

Switch back and forth between reading the Kindle book and listening to the Audible narration. Add narration for a reduced price of $4.49 after you buy the Kindle book. Learn More

Formats

Amazon Price New from Used from
Kindle Edition $12.49  
Hardcover $20.60  
Audible Audio Edition, Unabridged $15.95 or Free with Audible 30-day free trial
Kindle Delivers
Kindle Delivers
Subscribe to the Kindle Delivers monthly e-mail to find out about each month's Kindle book deals, new releases, editors' picks and more. Learn more (U.S. customers only)

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.


Editorial Reviews

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.

From the Inside Flap

Why do sales teams tend to repeat the same approaches and offer customer solutions that lack new ideas? Why do sales leaders gravitate to “the way we’ve always done it,” leaving the organization vulnerable to competition? Regardless of whether you think of yourself as a “creative person,” your job as a sales professional demands creativity and innovation. If you want to join the top echelon of performers, you (and your team) need to blend both left-brain and right-brain thinking to develop better answers for your customers or market that differentiate you from the competition.

In The Innovative Sale, sales and creativity expert Mark Donnolo provides you with a fresh, dynamic approach for ad­dressing your customers’ needs while expanding your entire way of thinking. Drawing on the work of pioneering geniuses in design, architecture, and the arts—as well as real-life examples from the world of sales—The Innovative Sale arms you with everyday tools you can use to push your thinking and develop better ideas, create winning strategies, and grow revenue.

You’ll learn how to master a predictable process you and your team can rely upon, not just in moments of inspiration, but whenever faced with a particularly competitive and difficult sales challenge. You’ll also receive techniques for listening, gaining new insight, getting beyond the standard offer, creating diver­gent ideas, pushing customers’ thinking, and coming up with answers that lead your customers ahead rather than simply meeting requirements. And you’ll discover ways to define sales challenges, mine unrelated situations for fresh solutions, become comfortable with feeling lost as you explore new directions, and question assumptions in order to reframe problems.

Based on original research, interviews, and stories from sales innovators that include Fortune 1000 sales leaders and innovators in the creative fields, this book provides eye-opening insight along with tools you can apply in your work. In addition, it includes an Innovative Sales Assessment, enabling you to understand, measure, and improve your own and your team’s Creative Quotient for Sales.

Most salespeople veer toward one of two extremes: operating analytically . . . or by the seats of their pants. This groundbreaking guide equips you with the proven, results-oriented techniques you need to incorporate creativity into your sales practices, better understand your customers, and develop stronger value propositions. Start reading . . . and prepare yourself for a sales innovation breakthrough!

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.


Product Details

  • File Size: 2728 KB
  • Print Length: 288 pages
  • Publisher: AMACOM (January 20, 2014)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B00FBYT7B8
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #700,268 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
  •  Would you like to give feedback on images?


Customer Reviews

Most Helpful Customer Reviews
5.0 out of 5 stars Sales like you've never thought about it June 15, 2014
Format:Hardcover|Verified Purchase
The entire foundation of successful selling is to differentiate and add value -- which is exactly what this book does. With the hundreds of sales books on the market, this practical, realistic guide enables and empowers sales people starting from the right approach -- human to human. Using engaging concepts like how the 8 elements of art pragmatically relate to effective sales techniques and execution is brilliant and easily useful to any sales force. Thank you, Mark, for yet another insightful and easy-to-read path to success.
Comment | 
Was this review helpful to you?
5.0 out of 5 stars SALES = X % ART + X % SCIENCE ? April 24, 2014
Format:Hardcover|Verified Purchase
If you have wrestled with this question through out your sales career, be it carrying a bag or as a leader of a large sales organization, read this book.
Mark brings great insight into the art of selling without making the "sales scientists" squirm. With the tap of a finger today's buyers have access to almost perfect information, placing more focus on creativity and art for the seller. Mark brings this equation together in his book.
Well Done!
Susan Searle
Comment | 
Was this review helpful to you?
5.0 out of 5 stars Finally someone gets it! April 18, 2014
Format:Hardcover
Good things happen when you mix a little right brain with some left and this is what happened with author Mark Donnolo. An accomplished and talented artist Donnolo decided to get an MBA and join and enter the world of business. Although he loved his art and had a passion for creativity he also loved the world of business. He quickly found himself at a distinct advantage because he was able to apply his creativity to the world of business…most particularly sales.
In this unique book on sales the author shares with us the solutions he has developed over the years by applying his creativity hence innovation to the sales process.
“It’s time for serious sales people to think differently,” He says, “We can track sales leads and dollars sold until our pipelines burst. But the sale happens when we connect to the buyer and offer something they need in a way our competitors cannot.”
All I can say to that is thank you Mark.
As a long time sales consultant I have been saying the same thing. I have been known to strenuously object when a LEAN guru tells me that he can apply those principles to the sales process. I have fought long and hard against those left brained theorists who think that all you need is a process to get things done. You know who I’m talking about those guys that think that everything would work so much more smoothly if we could eliminate people from the equation!
In this book Donnolo proves again and again that it takes people, very innovative and creative people to be successful when it comes to sales. The only way a sale is made is when one person convinces another person to do something. Sorry but all sales are personal that’s just the way it is. And if you are ready to agree with this theory then pick this book up and learn how you can do it.
Comment | 
Was this review helpful to you?
Format:Hardcover|Verified Purchase
Some really incredible insight to sales innovation and ways to think outside of the traditional sales approaches. At IBM we are always seeking new strategies that will influence a sales deal, shorten the sales cycle and drive competitive differentiation. Mark brings new and fresh ideas with real-world perspectives and makes us think about how we can be more 'creative' - how we can use both the 'left side' and 'right side' of our brain to break down barriers in closing the sale. I especially like how Mark has tied the principles of 'art' to the principles of selling (Pattern, Variety, Unity, Contrast, Movement, and Harmony)...there is creativity in all of us - Mark helps us tap into the creativity within us. And the fundamental sales pitch must have a well defined and memorable 'value proposition'...Chapter 7 is a must read for all sales and marketing leaders.
Comment | 
Was this review helpful to you?
5.0 out of 5 stars A must read in today's competitive environment! March 5, 2014
Format:Hardcover
'The Innovative Sale' directly addresses one of the most challenging areas of sales, which is to break out of the tried and true, traditional methods and embrace a more creative approach. In today's competitive environment, sales professionals and sales leaders must develop new approaches to every customer opportunity. 'The Innovative Sale' demonstrates how tapping into creative skills can provide the competitive edge and enable each of us to look at sales opportunities in a new light.
Rebecca Bernson
Comment | 
Was this review helpful to you?
Format:Hardcover
Pattern, variety, unity, contrast, movement, and harmony - normally, the focus is on pipelines andstack rankings. The book provides good examples of the process at work which then leads to success with pipelines and stack rankings.
Comment | 
Was this review helpful to you?
5.0 out of 5 stars Science and Art March 3, 2014
Format:Hardcover
Donnolo has done a great job of adding the Art dimension to sales management. We all know the lag measures and the applied science but often the art dimension is left out. I enjoyed how he related functional creativity can be targeted to a solution. Well worth the read.
Comment | 
Was this review helpful to you?
Most Recent Customer Reviews
5.0 out of 5 stars Provocative Thoughts From Outside-The-Box
The Innovative Sale does a great job of providing real-life examples and experiences of the author. From a practical standpoint, the theme of innovation is the backbone of... Read more
Published 5 months ago by Mike Carbone
5.0 out of 5 stars Inspiring "Functional" Creativity...
Sales is a function dominated by linear and conventional thinking. Financial, process and operational measurements are a critical success factor, but they only tell half the... Read more
Published 5 months ago by Thomas Cagney
5.0 out of 5 stars Innovation: Starting point and intervention
Helps focus on what matters most!

We ( the sales community) focus on complex end-to-end processes. Read more
Published 5 months ago by Jeffrey Connor
5.0 out of 5 stars Innovation in sales - the next wave?
Great job of helping us identify and action one of the key two or three ingredients in world-class sales. Read more
Published 5 months ago by Mark Hawn
5.0 out of 5 stars A Must Read
This is an entertaining and informative read. I enjoyed the stories from sales innovators and found the principles very helpful in working through idea development with my team. Read more
Published 6 months ago by colleen cavanagh
5.0 out of 5 stars Makes sales innovation practical
There are lot of books out there about innovation but they're usually too conceptual. This book is really practical in terms of making innovation real and accessible for someone... Read more
Published 6 months ago by Anthony W.
Search Customer Reviews
Search these reviews only

More About the Author

Mark Donnolo is managing partner with SalesGlobe, a sales effectiveness consulting and services firm that works with leading companies in the areas of sales strategy, sales process innovation, sales team coaching and development, and sales compensation. He is the author of "What Your CEO Needs to Know About Sales Compensation- Connecting the Corner Office to the Front Line" and founder of the SalesGlobe Forum, a thought leadership and research group that works with leading business schools.
Mark holds an MBA from the University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He serves on the Board of Trustees of The University of the Arts and the Board of Trustees of the Ludwig Symphony Orchestra.

(770) 335-9225

mdonnolo@salesglobe.com


Forums

There are no discussions about this product yet.
Be the first to discuss this product with the community.
Start a new discussion
Topic:
First post:
Prompts for sign-in
 


Look for Similar Items by Category