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by Mark Donnolo
The Innovative Sale
Cover
Title
Copyright
Contents
Acknowledgments
Introduction
Chapter 1 The Sales Innovation Dilemma
The Dilemma of Perception
The Dilemma of Constraints
The Dilemma of Personality
How Sales and Innovation Work Together
Chapter 2 The Innovative Sale Principles
Principle One: Pattern
Principle Two: Variety
Principle Three: Unity
Principle Four: Contrast
Principle Five: Movement
Principle Six: Harmony
Chapter 3 What’s Your Problem? Laying the Foundation and Gathering Insight
The Innovative Sale Process: An Overview
Step 1: Define the Challenge and Constraints
Step 2: Gather Insight
Chapter 4 Breaking Down Barriers
Breaking Down Brainstorming
Step 3: Create Initial Approaches
Step 4: Destroy False Constraints
Chapter 5: Where Are All the New Ideas?
Step 5: Combine Parallels
Step 6: Explore Horizontally
Chapter 6: The Attraction of Rejection
Step 7: Develop Vertically
Step 8: Implement and Communicate
Chapter 7: The Innovative Sale in Practice: Delivering a Better Value Proposition
Working Through the Innovative Sale Process
Chapter 8: The Innovative Sale in Practice: Designing Your Sales Process and Customer Experience
Working Through the Innovative Sale Process
Chapter 9: The Innovative Sale in Practice: Coaching Your Team
The Innovative Sale Assessment: Understanding Your Sales Team’s Creative Quotient for Sales
Putting It into Action
Chapter 10: What’s Your Creative Quotient for Sales?
Get Your Creative Quotient for Sales
Building Your Innovative Sale Muscles
Appendix: Your Revenue Roadmap: A Powerful Left-Brained Approach for Connecting the Sales Effectiveness Disciplines
Index
About the Author
Free Sample Chapter from New Sales. Simplified.
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