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The Sales Innovation Paradox
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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 Resolving the Innovation Paradox by : G. Haour
Download or read book Resolving the Innovation Paradox written by G. Haour and published by Springer. This book was released on 2003-11-17 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovation is central to the success of technology companies. The CEOs of these companies must make a priority of ensuring that technical know how is effectively converted into value. The paradox is that they rarely do. Resolving the Innovation Paradox shows how to put innovation for longer-term growth at the centre of the CEO radar. One tool is distributed innovation . Distributed innovation offers companies two main benefits. First, companies raise revenue by using channels such as licensing and selling innovation projects. Second, companies tap into external technical know-how, combining it seamlessly with their internal capabilities to develop 'high impact' products and services. Unconstrained by internal resources, such firms gain in agility. Resolving the Innovation Paradox offers examples from companies such as Generics, Intel, Nokia and Samsung. The book is addressed to all readers interested in managing innovation.
Download or read book Brand New written by G. Michael Maddock and published by John Wiley & Sons. This book was released on 2011-03-23 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brand New’s revolutionary innovation process is a proven road map you can put to work immediately to create successful new products, services, and business models. Written by leading innovation practitioners, and the coauthor of the bestseller Customers for Life, the authors of this tightly focused, highly entertaining book have nailed the issue perfectly when it comes to successfully introducing anything new. Research shows people like new products and services. Indeed they go out of their way to try to find them. Yet companies are truly terrible at providing new products and services that meet these customers’ needs. Why are companies so bad at giving customers what they want? Because they lack a simple proven process that makes sure innovation occurs efficiently time after time. No one knows this better than Mike Maddock and his team at Maddock Douglas, the Agency of Innovation,TM which has worked closely with more than a quarter of Fortune 100. To solve the innovation paradox, Maddock explains the process his team has used to help the world’s best companies and shows you how to Find needs and opportunity in the marketplace Come up with significant market insights Create compelling communication (using the actual words your customers use) to convince people to try your new creation What has worked for some of the world’s most successful companies, when it comes to innovation, will work for you. Start putting the lessons of Brand New to work for you...before the competition does.
Download or read book Naked Sales written by Ashley Welch and published by . This book was released on 2017-09-26 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: You've worked hard to make your sales operation a success, and you've achieved results. But in an age of ever-changing technologies and increasing customer demands, if you're selling like you always have, you're leaving deals on the table-and reducing potential. You can reinvigorate your sales organization, create new opportunities, and build competition-proof customer relationships when you start thinking like a designer. Design Thinking is a customer-centric innovation process that transforms the way one sells, whether it's an inside sales team or a group of field reps with multimillion-dollar portfolios. Welch and Jones's proven Sell by Design methodology will reduce the time it takes to get a first call, build pipeline, and increase deal size. And it reestablishes a deeper human connection in an era of automated response. Naked Sales will show you how firms like Salesforce, Hyland Software, and Ellie Mae are using this approach to stay customer-centric and increase revenue. Learn more at www.somersaultinnovation.com.
Book Synopsis The Innovation Paradox by : Tony Davila
Download or read book The Innovation Paradox written by Tony Davila and published by Berrett-Koehler Publishers. This book was released on 2014-06-30 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the bestselling authors of Making Innovation Work (30,000 copies sold and translated into ten languages) comes a book that questions everything about how organizations innovate. Key takeaway: classical business management and corporate structures by their very nature will kill, not create, breakthroughs. The authors describe a new kind of organization--the startup corporation--that will make established companies as innovative as startups.
Book Synopsis The Innovation Paradox by : Xavier Cirera
Download or read book The Innovation Paradox written by Xavier Cirera and published by World Bank Publications. This book was released on 2017-10-02 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: Since Schumpeter, economists have argued that vast productivity gains can be achieved by investing in innovation and technological catch-up. Yet, as this volume documents, developing country firms and governments invest little to realize this potential, which dwarfs international aid flows. Using new data and original analytics, the authors uncover the key to this innovation paradox in the lack of complementary physical and human capital factors, particularly firm managerial capabilities, that are needed to reap the returns to innovation investments. Hence, countries need to rebalance policy away from R and D-centered initiatives †“ which are likely to fail in the absence of sophisticated private sector partners †“ toward building firm capabilities, and embrace an expanded concept of the National Innovation System that incorporates a broader range of market and systemic failures. The authors offer guidance on how to navigate the resulting innovation policy dilemma: as the need to redress these additional failures increases with distance from the frontier, government capabilities to formulate and implement the policy mix become weaker. This book is the first volume of the World Bank Productivity Project, which seeks to bring frontier thinking on the measurement and determinants of productivity to global policy makers.
Book Synopsis The Salesperson Paradox by : Douglas Vigliotti
Download or read book The Salesperson Paradox written by Douglas Vigliotti and published by . This book was released on 2018-01-11 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you a salesperson or entrepreneur? Would you like to provide solutions your customers can't resist? Douglas Vigliotti uses a unique but simple sales philosophy backed by twelve years of selling experience, and easy-to-understand examples to show you how to provide solutions your customers actually want. Yes, solutions your customers want to buy from you. He begs you to answer the pivotal question... Am I providing CRINGE solutions? Solutions customers will either buy, or "cringe" to say no to. Solutions that imprint you in the customers mind even in the absence of an initial sale. CRINGE solutions are not just products or services... They solve real problems. They provide loads of tangible and intangible value. They reduce social, emotional, and financial risk for the customer. They're overwhelming easy to understand, use, and implement. They acquire more customers, retain more customers, and tell better stories. The Salesperson Paradox will show you exactly how to create, position, and provide these solutions. It's a solution selling playbook packed with instantly implementable sales tools, guides, and frameworks. It's sales coaching aided by sales training. It's sales strategy backed by sales tactics. It's a lesson in sales psychology, ethical influence, and ultimately it will challenge you to ask yourself: Am I selling? Or, am I helping? -- 3 BIG Reasons The Salesperson Paradox is Different It leverages, embraces, and showcases the power of simplicity... It's easy to reproduce in your life and business. It's sticky. It keeps you engaged and interested. It's fun. It's fast paced and easily consumable. It's quick. It teaches you how to create solutions NOT sell products and services... It's essential - This is how customers (just like you and I) buy today. It's transferable - Doesn't matter what industry you're in - finance, healthcare, entrepreneurship, insurance, real estate, direct selling, business-to-business, or retail. It's actionable - Includes a FREE workbook with all frameworks, tools, and guides from the book. It's battle-tested, verified, and proven to work... Douglas has personally utilized every strategy, tactic, and tip in this book. Douglas has researched and studied the best in the world to certify every strategy, tactic, and tip in this book. Douglas has had a successful selling career spanning over twelve years, three industries, and two fortune 500 companies. Douglas had this to say about the book: "I wrote the book with one thing in mind - simplicity. I firmly believe simplicity is what resonates and aids reproducibility. And, I know salespeople and entrepreneurs are on the move. They're in a hurry. I tried to write a book that could be consumed on a cross-country plane flight, but had the power to stick for a lifetime. That's the book I would want to read."
Book Synopsis The Power of Paradox by : Deborah Schroeder-Saulnier
Download or read book The Power of Paradox written by Deborah Schroeder-Saulnier and published by Red Wheel/Weiser. This book was released on 2014-03-24 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: We’re so often faced with apparent paradoxes: continuity and change, conservatism and progressiveness, predictability and chaos. In business, inherent tensions are mistakenly viewed as problems to be resolved once the “correct” answer is found. But when we consider only one direction—either A or B—we only see part of the picture. The strongest and most innovative solutions are frequently realized not through either/or decisionmaking, but by pursuing two contrasting options at the same time. Taking readers through the same steps she’s used to help Fortune 500 companies such as Scottrade, Georgia-Pacific, and Boeing, Deborah Schroeder-Saulnier reveals a dynamic critical-thinking process anyone can use to define the strategic tensions within his or her organization, identify the potential of seemingly conflicting options, and develop action steps to maximize the benefits of each. Complete with examples of companies that achieved a competitive advantage with this breakthrough strategy, The Power of Paradox will help you face chronic challenges with confidence and uncover unexpected and infinitely better solutions.
Book Synopsis The Prosperity Paradox by : Clayton M. Christensen
Download or read book The Prosperity Paradox written by Clayton M. Christensen and published by HarperCollins. This book was released on 2019-01-15 with total page 415 pages. Available in PDF, EPUB and Kindle. Book excerpt: Clayton M. Christensen, the author of such business classics as The Innovator’s Dilemma and the New York Times bestseller How Will You Measure Your Life, and co-authors Efosa Ojomo and Karen Dillon reveal why so many investments in economic development fail to generate sustainable prosperity, and offers a groundbreaking solution for true and lasting change. Global poverty is one of the world’s most vexing problems. For decades, we’ve assumed smart, well-intentioned people will eventually be able to change the economic trajectory of poor countries. From education to healthcare, infrastructure to eradicating corruption, too many solutions rely on trial and error. Essentially, the plan is often to identify areas that need help, flood them with resources, and hope to see change over time. But hope is not an effective strategy. Clayton M. Christensen and his co-authors reveal a paradox at the heart of our approach to solving poverty. While noble, our current solutions are not producing consistent results, and in some cases, have exacerbated the problem. At least twenty countries that have received billions of dollars’ worth of aid are poorer now. Applying the rigorous and theory-driven analysis he is known for, Christensen suggests a better way. The right kind of innovation not only builds companies—but also builds countries. The Prosperity Paradox identifies the limits of common economic development models, which tend to be top-down efforts, and offers a new framework for economic growth based on entrepreneurship and market-creating innovation. Christensen, Ojomo, and Dillon use successful examples from America’s own economic development, including Ford, Eastman Kodak, and Singer Sewing Machines, and shows how similar models have worked in other regions such as Japan, South Korea, Nigeria, Rwanda, India, Argentina, and Mexico. The ideas in this book will help companies desperate for real, long-term growth see actual, sustainable progress where they’ve failed before. But The Prosperity Paradox is more than a business book; it is a call to action for anyone who wants a fresh take for making the world a better and more prosperous place.
Book Synopsis Open Innovation Results by : Henry Chesbrough
Download or read book Open Innovation Results written by Henry Chesbrough and published by Oxford University Press. This book was released on 2019-11-28 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: We live in an age of exponential technology, but this is not so new. Indeed, technological innovation has been promoted so assiduously for so long that there is now a discernible pattern to its emergence known as the Gartner Hype Cycle. Open innovation is no exception. In this book Henry Chesbrough, the originator of open innovation, examines the hype behind its practice, shows where real results are taking place, and explains how companies can move beyond the hype to achieve real business results. The book begins with an exponential paradox; new technologies are emerging at an accelerating rate, yet we continue to see stagnant wages and lagging production. These realities are hard to reconcile with the promise of exponential technologies. A closer look suggests that exponential advocates are paying too little attention to the broad dissemination and absorption of a new technology before it delivers real profit and social benefit. To get valuable results from innovation, businesses must open up their innovation processes and finish more of what they start. They need to open their knowledge flows to generate new growth, and unused internal knowledge must flow openly to others to generate new revenue and future business opportunities. Many of the best known aspects of open innovation such as crowdsourcing, open source software, or innovation intermediaries are often not well connected to the rest of the organization. Using numerous real-world examples of these methods in practice, Chesbrough illustrates how they can, and must, be used in connection to the organization as a whole in order to have real long-term value. Open Innovation Results offers a clear-eyed view of the challenges and realities that limit the ability of organizations to create and profit from innovation. Whether in the largest companies or in a small business, an advanced economy or a rural village, this book charts a course to enhance organizational growth and performance.
Book Synopsis Unrelenting Change, Innovation, and Risk by : Daniel J. Phelan
Download or read book Unrelenting Change, Innovation, and Risk written by Daniel J. Phelan and published by Rowman & Littlefield. This book was released on 2016-04-08 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, thirty-five year veteran Dan Phelan shares key insights from his personal and professional journey as a transformational, entrepreneurial community college leader. The book’s wisdom and insights are amplified by observations gleaned from interviews and visits with dozens of leading practitioners. Drawing upon his sailing experiences, Phelan argues that leaders should stop playing it safe in the harbor because the real gains driving institutional and student success are found in uncharted waters. Unrelenting Change, Disruptive Innovation, and Risk: Forging the Next Generation of Community Colleges dares community college leaders to innovate and provides them with a toolkit for understanding changing conditions, assessing risk and successfully navigating change.
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 Profit Paradox by : Jan Eeckhout
Download or read book The Profit Paradox written by Jan Eeckhout and published by Princeton University Press. This book was released on 2022-10-25 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: A pioneering account of the surging global tide of market power—and how it stifles workers around the world In an era of technological progress and easy communication, it might seem reasonable to assume that the world’s working people have never had it so good. But wages are stagnant and prices are rising, so that everything from a bottle of beer to a prosthetic hip costs more. Economist Jan Eeckhout shows how this is due to a small number of companies exploiting an unbridled rise in market power—the ability to set prices higher than they could in a properly functioning competitive marketplace. Drawing on his own groundbreaking research and telling the stories of common workers throughout, he demonstrates how market power has suffocated the world of work, and how, without better mechanisms to ensure competition, it could lead to disastrous market corrections and political turmoil. The Profit Paradox describes how, over the past forty years, a handful of companies have reaped most of the rewards of technological advancements—acquiring rivals, securing huge profits, and creating brutally unequal outcomes for workers. Instead of passing on the benefits of better technologies to consumers through lower prices, these “superstar” companies leverage new technologies to charge even higher prices. The consequences are already immense, from unnecessarily high prices for virtually everything, to fewer startups that can compete, to rising inequality and stagnating wages for most workers, to severely limited social mobility. A provocative investigation into how market power hurts average working people, The Profit Paradox also offers concrete solutions for fixing the problem and restoring a healthy economy.
Book Synopsis Technological Innovation by : Laurier Schramm
Download or read book Technological Innovation written by Laurier Schramm and published by Walter de Gruyter GmbH & Co KG. This book was released on 2017-12-18 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book provides a basic introduction on innovation technology in research and industry, mainly chemical/ technical industry and therefore bridges the gap between academic and corporate markets. The different innovation stages are discussed and tools presented how to successfully apply this knowledge within a research organization.
Download or read book Brand New written by G. Michael Maddock and published by John Wiley & Sons. This book was released on 2011-05-03 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brand New’s revolutionary innovation process is a proven road map you can put to work immediately to create successful new products, services, and business models. Written by leading innovation practitioners, and the coauthor of the bestseller Customers for Life, the authors of this tightly focused, highly entertaining book have nailed the issue perfectly when it comes to successfully introducing anything new. Research shows people like new products and services. Indeed they go out of their way to try to find them. Yet companies are truly terrible at providing new products and services that meet these customers’ needs. Why are companies so bad at giving customers what they want? Because they lack a simple proven process that makes sure innovation occurs efficiently time after time. No one knows this better than Mike Maddock and his team at Maddock Douglas, the Agency of Innovation,™ which has worked closely with more than a quarter of Fortune 100. To solve the innovation paradox, Maddock explains the process his team has used to help the world’s best companies and shows you how to Find needs and opportunity in the marketplace Come up with significant market insights Create compelling communication (using the actual words your customers use) to convince people to try your new creation What has worked for some of the world’s most successful companies, when it comes to innovation, will work for you. Start putting the lessons of Brand New to work for you…before the competition does.
Book Synopsis The Platform Paradox by : Mauro F. Guillén
Download or read book The Platform Paradox written by Mauro F. Guillén and published by University of Pennsylvania Press. This book was released on 2021-05-11 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt: In The Platform Paradox, Wharton professor Mauro F. Guillén argues that many platforms misunderstand key aspects of what it takes to succeed globally, from culture and institutions to local competitive dynamics. He offers an integrated framework for digital platforms to identify and implement a strategy on a truly global scale.
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.
