INDEX
The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device for terms of interest. For your reference, the terms that appear in the print index are listed below
accepted truths
account executives, creativity in
advertising
advisory services
Amabile, Teresa
“Andrea del Sarto, called ‘The Faultless Painter’ ” (Browning)
Andrews Distributing
Apollo 13 space mission
Apple
as innovative organization
streamlined product design of
application phase
art, principles of
artistic creativity
auto-dialer
Barnes, Mike
Barnum, P.T.
Basel School
Bauhaus design
brain
pattern searching by
right vs. left
brainstorming
critiquing in
diversity of ideas in
effectiveness of
inhibitions about
in Innovative Sales process
and known approaches
origin of
on productivity
brand target, changing
Branson, Richard
Browning, Robert
Buerger, Chip
Buerger, Lorna
Buffington, Sean
business model
parallels with
and sales process
and value proposition
business-to-business organizations
business-to-consumer organizations
buying process, as foundation for sales process
Center for Cognitive
Neuroscience (Duke University)
challenge question
change
assessing degrees of
implementation of
managing
resistance to
Chermayeff, Ivan
Chermayeff and Geismar
Chilton, William
Chlopak, Donna
Claremont Graduate University
Clocky
closing sales
coaching
development plan for
follow-through on
team assessment in
time spent on
collaboration
individuality in
on sales teams
Comcast Communications
communication
of customer solution
in sales process
storytelling technique for
of value proposition
competition
combining parallels from
as creativity constraint
differentiation from
as success motivator
value propositions of
conditions phase
constraints
defining
destroying false
as enabling creativity
context
in brainstorming
in Creative Quotient
in presenting customer solutions
from Revenue Roadmap
contract employees, value proposition for
contrast
as Creative Quotient criterion (individual)
as Creative Quotient criterion (self)
as Creative Quotient criterion (team)
as Innovative Sale principle four
corpus callosum
cost, as creativity constraint
creative financial officer (CFO)
Creative Quotient
criteria for
evaluating
function of
for individuals
for team
for yourself
creativity. See also functional creativity
constraints as enabling
and flow
and idea generation
perceptions about
principles of art applied to
right-brain
and sales team size
simplicity vs. complexity in
criticism
accepting
in brainstorming
critique process
Csikszentmihalyi, Mihaly
customer(s)
applying Innovative Sale process to
assessing solutions for
decision makers for
developing loyalty program for
gathering insights from
generating prospective
needs addressed by sales process
needs addressed by value proposition
presenting solutions to
receptivity to change
rejection by
retention of
target base of
customer calls
customer coverage
customer experience, personalized
customer relationship management (CRM)
analytics in
constraints on
personality in
customer touch points
deadlines
differentiation
in customer solutions
by disrupting legacy practices
via Innovative Sale process
and value proposition
discovery phase
Drawing on the Right Side of the Brain (Edwards)
Duke Center for Interdisciplinary Decision Science
Dupree, John
Edwards, Betty
e-mail, in marketing
employees
contract
and idea generation
enablement, sales function of
Fields, Freddy
financial considerations
of customers
as organizational focus
of sales team
in solution assessment
focus groups
Ford, Henry
Frog Design
functional creativity
vs. artistic creativity
assessing
constraints in
importance of
improving
and solution completion
goal setting, for sales teams
Godard, Keith
goods/services. See products
Gropius, Walter
Gutenberg, Johannes
harmony
as Creative Quotient criterion (individual)
as Creative Quotient criterion (self)
as Creative Quotient criterion (team)
as Innovative Sale principle six
Harvard Business School
Hiebert, Kenneth
history, as idea source
Holland, Doug
horizontal solution development
Huettel, Scott
IBM
ideas
combining parallel
combining unrelated
creating bank of
generating variety in
history as source of
horizontal generation of
new vs. repurposed
preparing customers for
rejection of
vertical generation of
implementer role
initial approaches
innovation
in discovery process phase
flow as technique in
ownership of
as priority
questioning as technique in
and sales team size
stifling
innovation roadblocks
Innovative Sale
applying
development plans for
practicing
results from
right-brained model for
storytelling in
for applying Innovative Sale principles
in brainstorming
for coaching
in defining challenges
for developing customer solutions
for generating new ideas
for sales process
for value proposition delivery
Innovative Sale assessment
Creative Quotient in
function of
for yourself
Innovative Sale principles
contrast
function of
harmony
movement
pattern
unity
variety
Innovative Sale process. See also sales process
function of
phases of
step 1: define challenge and constraints
step 2: gather insight
step 3: create initial approaches
step 4: destroy false constraints
step 5: combine parallels
step 6: explore horizontally
step 7: develop vertically
step 8: implement and communicate
Innovative Sale team. See also sales teams
personnel roles on
stimulating creativity of
structure of
training of
insight
gathering
sales function of
insight specialist role
intelligence, and creativity
Intuit Financial Services
Johnson, Greg
Johnson, Paul
Johnson, Steven
Kay, Allen
key performance indicators (KPIs)
Klann, William
known approaches phase
Korey, Lois
Korey Kay & Partners
leadership, in sales innovation leads. See sales leads
Ledford, Kathy
left-/right-brained dominance
legacy practices, disruption of
“less is more” philosophy
LexisNexis
Lind, Jenny
linear thinking
London Symphony Orchestra
longshoremen, demise of
Lorenzo, Doreen
Lovell, Jim
Ludwig, Thomas
Manpower Group
market
as customer challenge
gathering information from
in solution assessment
marketing
customer-led
sales process role of
of value proposition
Mattingly, Ken
McLean, Clara
McLean, Jim
McLean, Malcolm P.
membership programs
Mies van der Rohe, Ludwig
Mineta, Norman Y.
movement
as Creative Quotient criterion (individual)
as Creative Quotient criterion (self)
as Creative Quotient criterion (team)
as Innovative Sale principle five
Nanda, Gauri
The Natural History of
Innovation: Where Good Ideas Come From (Johnson)
New York Metropolitan Transportation Authority
Ohio State University
operating rules
Osborn, Alex F.
outcomes from functional creativity
outsider role
parallel situations
combining in sales process
matching to business challenge
sources for
pattern
as Creative Quotient criterion (individual)
as Creative Quotient criterion (self)
as Creative Quotient criterion (team)
as Innovative Sale principle one
performance objectives. See also key performance indicators
in coaching plan development
as creativity constraints
dominance of
and idea generation
and improvement
personality
influence on creativity
and sales team composition
personalization of customer experience
Piano, Renzo
Pickard Chilton
pioneer role
Pixar
pointillism
Pompidou Centre (Paris)
precedents, identification of
price
as competitive advantage
as creativity constraint
and value proposition
principles of art
problem solving. See also solution development
conceptual
discovery phase of
persistence in
problem deconstruction in
problem definition in
vs. product selling
progression in
related ideas as foundation for
by sales team
simplicity vs. complexity in
via storytelling
taking breaks from
procedural rules
process guide role
product(s)
as customer challenge
evolution of sales processes for
introduction of
in solution assessment
traditional development for
productivity, improvement of
profitability, as customer challenge
provocations
P.T. Barnum Museum
Pulitzer, Joseph
Quality of Life Research Center
questioning
to gather customer insight
to stimulate innovation
rejection, dealing with
research and development departments
relationship with academic institutions
in traditional product development
resellers
as customer challenge
in solution assessment
return on investment (ROI)
articulating in sales process
as CFO’s responsibility
as sales tactic
in value proposition
Revenue Roadmap
right-/left-brained dominance
Rogers, Richard
rules
breaking
operational vs. procedural
sales. See also Innovative Sale
building on existing work
closing
financial incentives for
improving
sales idea bank
sales innovation
bridging from old to new
context awareness in
leadership in
persistence in
and repurposing ideas
sales innovation dilemmas
constraints
perception
personality
sales leads, researching
sales meetings, achieving flow in
sales offer
sales organizations
accepted truths about
artistic vs. functional creativity in
and brain dominance
coaching impact in
combining parallels within
consistency in
constraints on
customer experience at
four major competencies of
gathering data from
innovative culture in
leadership in
parts vs. whole in
performance of
program development by
resistance to discovery in
size of
sales pipeline
sales pitch
in sales process steps
value proposition in
sales process. See also Innovative Sale process
analyzing
consistency of
customer-led
evolution of
extent of
reactive vs. creative impulses in
sales representatives
analytical vs. intuitive personalities in
approach used by
collaboration among
compensation of
Creative Quotient of
measurable results by
scripts for
value proposition delivery by
sales strategy
sales teams. See also Innovative Sale team
achieving flow with
assembling
changing role of
coaching of
collaboration on
Creative Quotient for
creativity vs. technical expertise in
divergent views within
effectiveness of
idea generation by
inconsistency on
as problem solvers vs. product sellers
rules governing
training of
unity on
and value proposition
sales territories, expansion of
Sea-Land Service Inc.
Seurat, Georges-Pierre
social media, in marketing
solution development
customer involvement in
horizontal
and implementation
vertical
Sony
speed of service delivery
Sperry, Roger W.
Sprint
Sprout it gardening app
Starbucks
Staten Island Children’s Museum
Statue of Liberty Centennial
Stone, Brian
storytelling techniques
Stratton, Charles
StudioWorks
“A Sunday on La Grande Jatte” (Seurat)
superstitions
suppliers, limitations on
Swift & Company
Tait, David
technology
bridging from old to new
and evolution of sales rep’s role
telephone contact
Tevonian, Stephanie
They Made America (TV program)
Tolbert, Tracy
Tom Thumb. See Stratton, Charles
training
for coaches
of sales teams
unity
as Creative Quotient criterion (individual)
as Creative Quotient criterion (self)
as Creative Quotient criterion (team)
as Innovative Sale principle three
University of the Arts
value-added resellers (VARs)
value proposition
communicating
company execution vs. customer needs in
definition of
delivering on
and differentiating solutions
effectiveness of
in families
horizontal breakdown of
levels of
message checkpoints for
understanding of
Van Dijk, Hans
Variety
as Creative Quotient criterion (individual)
as Creative Quotient criterion (self)
as Creative Quotient criterion (team)
as Innovative Sale principle two
Växa Design Group
vertical solution development
Virgin Atlantic
Virgin Group
voice-of-the-customer interviews
Warren, Lavinia
Web sites, as sales tools
West, Geoffrey
Westinghouse
Xerox
Brother Dominic ad campaign
creative thinkers at
generations of solutions at
Your Creative Power: How to Use Imagination (Osborn)
YouTube