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The Innovative Sale
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Book Synopsis The Innovative Sale by : Mark Donnolo
Download or read book The Innovative Sale written by Mark Donnolo and published by AMACOM. This book was released on 2014-02-20 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: A left-brained salesperson uses logic and process to analyze their way to success. A right-brained salesperson flies by the seat of their parents to stumble upon exciting, innovative ways to bring in new business. Which is the better way to find success? Yes!When the left-brained learns how to integrate the right-brain aptitude for creativity, and the right-brained discovers how to draw on the left-brain affinity for operating analytically, a hybrid sales genius results who has learned how to address all their customers’ needs and can land more sales than they ever imagined possible. 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”Drawing on the work of pioneering geniuses in design, architecture, and the arts, the tools and tips of this game-changing book will help any salesperson--left- or right-brained--unleash their own unique powers of intuition and innovation.
Book Synopsis The Innovative Sale by : Mark Donnolo
Download or read book The Innovative Sale written by Mark Donnolo and published by . This book was released on 2014 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Innovative Seller by : Jake Dunlap
Download or read book The Innovative Seller written by Jake Dunlap and published by John Wiley & Sons. This book was released on 2024-04-09 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical and straightforward solutions to everyday sales challenges In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.
Book Synopsis The Innovative Sale by : Mark Donnolo
Download or read book The Innovative Sale written by Mark Donnolo and published by AMACOM. This book was released on 2014-02-20 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: A left-brained salesperson uses logic and process to analyze their way to success. A right-brained salesperson flies by the seat of their parents to stumble upon exciting, innovative ways to bring in new business. Which is the better way to find success? Yes!When the left-brained learns how to integrate the right-brain aptitude for creativity, and the right-brained discovers how to draw on the left-brain affinity for operating analytically, a hybrid sales genius results who has learned how to address all their customers’ needs and can land more sales than they ever imagined possible. 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”Drawing on the work of pioneering geniuses in design, architecture, and the arts, the tools and tips of this game-changing book will help any salesperson--left- or right-brained--unleash their own unique powers of intuition and innovation.
Book Synopsis The Innovative Seller by : Jake Dunlap
Download or read book The Innovative Seller written by Jake Dunlap and published by John Wiley & Sons. This book was released on 2024-04-02 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical and straightforward solutions to everyday sales challenges In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.
Book Synopsis Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products by : Brian Burns
Download or read book Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products written by Brian Burns and published by McGraw Hill Professional. This book was released on 2009-12-18 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.
Book Synopsis The Sales Innovation Paradox by : Howard Dover
Download or read book The Sales Innovation Paradox written by Howard Dover and published by Greenleaf Book Group. This book was released on 2022-10-18 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why can’t sales seem to catch up with innovation? In The Sales Innovation Paradox, Howard Dover uses his decade of experience as a sales technologist and professor to answer the question: Why has investment in salesperson training and a huge transformation of available technology in the last decade not resulted in more efficacy in the modern sales world for most companies? In addressing this paradox, Dover discusses: How to develop modern sales methods to become a sales disruptor How digital marketplaces have shaken up the classic sales machine How customer behaviors have changed as a result of technology innovations How organizational and environmental obstacles keep the field in the state of paradox If you’re an executive who is feeling that your efforts are decreasing in efficacy and that your investment in technology isn’t paying off, this book will help you identify the cycles and trends that keep you from achieving your team’s full potential. It’s time to end the sales innovation paradox for you and your team!
Book Synopsis The Innovative Lean Machine by : Anthony Sgroi, Jr.
Download or read book The Innovative Lean Machine written by Anthony Sgroi, Jr. and published by CRC Press. This book was released on 2014-09-26 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: In order for an organization to thrive in a competitive business environment, its strategy, people, and branding must be fully optimized. The Innovative Lean Machine: Synchronizing People, Branding, and Strategy to Win in the Marketplace explains how to use Lean principles and visual tools to maximize these core components in any business. The book demystifies theory with examples of the various visual tools any organization can rely on during the idea generation, product development, and branding processes. Filled with easy-to-follow graphics, charts, and tables, the text provides a simple, yet effective, series of visual frameworks that readers can immediately apply with little or no difficulty. Describing how to ensure your business planning reflects what is most valuable to your customers, this resource presents the insights of a creative thought process that drives innovative solutions. It considers the key aspects of Lean that can help you drive innovation in the development of your organization’s branding, strategy, and in the selection and management of its people. It also includes discussions on the characteristics of highly effective and trustworthy people. After reading this book, you will better understand how to use Lean tools to build a stronger brand, build better market strategies, and identify and retain effective people. You will also gain an understanding of what it takes to align all organizational activities to ensure maximum value for your customers while relentlessly driving out waste.
Book Synopsis The Innovative Entrepreneur by : Daniel F. Spulber
Download or read book The Innovative Entrepreneur written by Daniel F. Spulber and published by Cambridge University Press. This book was released on 2014-06-16 with total page 385 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovative entrepreneurs are the prime movers of the economy. The innovative entrepreneur helps to overcome two types of institutional friction. First, existing firms may not innovate efficiently due to incumbent inertia resulting from adjustment costs, diversification costs, the replacement effect, and imperfect adjustment of expectations. The innovative entrepreneur compensates for incumbent inertia by embodying innovations in new firms that compete with incumbents. Second, markets for inventions may not operate efficiently due to transaction costs, imperfect intellectual property protections, costs of transferring tacit knowledge, and imperfect information about discoveries. The innovative entrepreneur addresses inefficiencies in markets for inventions through own-use of discoveries and adoption of innovative ideas. The Innovative Entrepreneur presents an economic framework that addresses the motivation of the innovative entrepreneur, the innovative advantage of entrepreneurs versus incumbent firms, the effects of competitive pressures on incentives to innovate, the consequences of creative destruction, and the contributions of the innovative entrepreneur to the wealth of nations.
Book Synopsis The Innovative Lean Enterprise by : Jr., Anthony Sgroi
Download or read book The Innovative Lean Enterprise written by Jr., Anthony Sgroi and published by CRC Press. This book was released on 2013-08-19 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explaining how to use Lean principles to drive innovation and strategic portfolio planning, The Innovative Lean Enterprise: Using the Principles of Lean to Create and Deliver Innovation to Customers outlines simple, yet powerful, visual Lean tools that can enhance idea generation and product development. It starts with a discussion of Lean principl
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-05-05 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Book Synopsis Key Issues for Management of Innovative Projects by : Bernardo Llamas
Download or read book Key Issues for Management of Innovative Projects written by Bernardo Llamas and published by BoD – Books on Demand. This book was released on 2017-08-30 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book gathers pioneering experiences based on the same concept: innovation. According to Schumpeter's research, there would be four types of innovations: product or service innovation (market introduction of a new type of good), process innovation (introduction of a new type of production), market innovation (introduction of a new market in a country or a new market structure), and innovation of matter (introduction of a new raw material). This book contains ten chapters organized in four main sections: (a) "Strategic Issues," (b) "Risk Management in Innovative Projects," (c) "Economic Issues and Financing Innovation," and (d) "Leadership and Teamwork."
Download or read book Innovative Selling written by Eden White and published by . This book was released on 2020-05-19 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovative Selling is a unique book for corporate sales professionals and their sales leaders about how to prepare, manage, cope, and succeed at corporate global sales. Recent research has discovered concerning underlying discontent with professional sales people who represent global sales organizations. This book assists the sales professionals with navigating the dilemmas and pitfalls that confront today's corporate sellers so they emerge at the other end mentally healthy, skilled, and sane. The book also tackles and simplifies the basic steps of the overall sales process, territory planning, and product training, so as to ultimately improve your sales results. Many sales people today are looking for a simple and concise book to guide them through the corporate sales process-this is the book for you.
Book Synopsis Innovative Public Procurement and Health Care by : Nordic Council of Ministers
Download or read book Innovative Public Procurement and Health Care written by Nordic Council of Ministers and published by Nordic Council of Ministers. This book was released on 2011-11-16 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt: This report focuses on the use of innovative procurement in the health sector in the Nordic countries. It presents six Nordic cases demonstrating best practice within innovative procurement. The report argues that despite challenges particularly relating to navigating the legal framework, there are benefits associated with the use of innovative procurement. The use of dialogue between procurers and suppliers is highlighted as a key benefit in innovative procurement as it leads to increased knowledge of possibilities available in the market and hence better solutions. As innovative procurement practice is still relatively new across the Nordic countries, there is a need to disseminate best practices and to develop procurement guides to assist the implementation. The report has been prepared by DAMVAD.
Book Synopsis Commercialization of Innovative Technologies by : C. Joseph Touhill
Download or read book Commercialization of Innovative Technologies written by C. Joseph Touhill and published by John Wiley & Sons. This book was released on 2011-09-20 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book helps you find innovative new technology ideas and guides you through the complete lifecycle of product innovation, including screening, funding, development, and commercialization. It gives you an edge by enabling you to start off with a solid foundation and strategy. Commercialization of Innovative Technologies focuses on three core areas that set the stage for successful commercialization: Developing and managing a strong, flexible "innovation team" of inventors, investors, technologists, and entrepreneurs; building a portfolio that spreads risk; leveraging input from technologists throughout the commercialization process.
Book Synopsis The Innovative Executive by : Bella Rushi
Download or read book The Innovative Executive written by Bella Rushi and published by Simon and Schuster. This book was released on 2022-05-17 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: In The Innovative Executive, Bella Rushi helps business leaders react to ever-changing environments with flexible thinking and adaptability to create work cultures that thrive on innovation, risk-taking, and creativity. Every executive knows that smart innovation is essential for success. But how do you create new growth strategies and address old business models that are at risk due to competition, global epidemics, or other drastic changes in the marketplace? Today, many companies don’t know how to select the “right projects” to pursue new growth opportunities. They struggle to find the best market opportunities and can’t decide how to efficiently allocate resources for R&D. Meanwhile, new and old competitors alike are disrupting the marketplace in dismaying ways. How do you innovate and win in today’s fast-moving business climate? In The Innovative Executive, internationally renowned Bella Rushi argues that innovation should not only be a priority for survival but also for creating new sustainable growth. Companies need to flex their innovation muscles to reframe their business models, develop new capabilities, and leverage technology. Without the right methodology and framework, however, it’s difficult to succeed. The Innovative Executive will show you how to build an innovation agenda. Furthermore, it will help you align your innovation goals with business strategies and invest in ideas that will open future opportunities. Rushi examines how innovative executives articulate the dream of success and effectively integrate key capabilities to focus on customercentricity, leverage technology, and cultivate innovation competency and collaboration with their networks. Through stories of successful companies and her experience consulting with Fortune 500 companies, Rushi helps business leaders react to ever-changing environments with flexible thinking and adaptability to create work cultures that thrive on innovation, risk-taking, and creativity.
Book Synopsis History of Innovative Entrepreneurs in Japan by : Takeo Kikkawa
Download or read book History of Innovative Entrepreneurs in Japan written by Takeo Kikkawa and published by Springer Nature. This book was released on 2023-03-18 with total page 282 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the first Open Access book introducing more than 20 of Japan’s leading innovative entrepreneurs from the 17th century to the present. The author outlines the innovative business models created by entrepreneurs including SoftBank’s Masayoshi Son, Fast Retailing (Uniqlo)’s Yanai Tadashi, Honda’s Soichiro Honda, Sony’s Akio Morita, Panasonic’s Konosuke Matsushita, and Toyota’s Kiichiro Toyoda, as well as their predecessors including Takatoshi Mitsui of Mitsui Zaibatsu, Shibusawa Eiichi of Daiichi Bank. While introducing the innovators, the author also raises three broader questions: 1. Why did Japan industrialize earlier than any other country outside Europe and the United States? 2. Why was Japan able to realize unsurpassed economic growth between the 1910s and the 1980s? 3. Why has Japan’s economy stagnated for more than 30 years since the 1990s? Drawing upon analytical concepts including Schumpeter’s breakthrough innovation, Kirzner’s incremental innovation, and Christensen’s disruptive innovation, the author contends that Japan’s successes were based on unique and systematic breakthrough innovation and an accumulation of incremental innovation, while it later fell victim to a combination of breakthrough innovation from advanced countries and disruptive innovation by developing nations.
