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.