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The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results Hardcover – February 20, 2014
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“You, your sales staff…will find this book chock-full of proven strategies for shaking things up and moving your sales to a new level. “ --Anna Jedrziewski, Retailing Insight
"This book arms you with everyday tools you can use to push your thinking and develop better ideas, create winning strategies, and grow revenue." --New Equipment Digest
"The Innovative Sale does a great job of coming up with a logical framework for generating creativity, while simultaneously keeping that creativity within useful bounds." --About.com/Sales
"…makes a clear and compelling case to place creativity inside your sales organization...must have book for the sales leader with a large sales team." --Knights on the Road
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.
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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.
We ( the sales community) focus on complex end-to-end processes. Innovation should be a starting point for differentiation and in any process it can be a difference making intervention.
Mark Donnolo applies his deep understanding of the art world to the rapidly changing world of sales. He introduces new frameworks and ways of thinking to the constraints and hidden opportunities around us.
Three of my favorites include:
1. The five myths about sales innovation
2. Dissecting false constraints
3. Generating new selling approaches by combining parallels
This book belongs on the shelves of any marketing or sales professional who wants to out-think their competition through critical thinking and empathy versus price chopping, clever SEO strategies, or persistence. In today's customer-driven economy, that probably includes you.
author, "The Mindful Marketer: How to Stay Present and Profitable in a Data-Driven World"
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.
“The Innovative Sale” encourages sales professionals to use artistic license to inspire “functional” creativity to differentiate themselves and/or their products. As a right brain sales executive in a left-brain world, Donnolo’s unique perspective on innovation is validating and refreshing!