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.
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.
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.
Download or read book The Innovative Mindset written by John Sweeney and published by John Wiley & Sons. This book was released on 2015-10-26 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Redefine what it means to be innovative The Innovative Mindset calls the accepted definition of innovation into question, urging you to consider how innovation might function as a behavior that you perpetuate, rather than an inflexible theory or corporate-defined initiative. By asking yourself what it takes to be innovative—and by being honest with yourself about the answer—you can incorporate innovation into your life much in the same way that you would a behavior to help you lose weight, increase your strength, learn to play the piano, or improve your relationships. This groundbreaking text helps you identify what you need to do in order to become more innovative and less fearful, and assists in creating a regimen that transforms how you act. Innovation has become one of the most popular buzz words of the Digital Age, and there is no better time to reevaluate the true meaning of a concept than when it is being touted by individuals and companies around the world. A fresh, practical understanding of innovation can revolutionize the way you think about work. Master innovation by reexamining what it means and how you can implement it as a behavior Explore the transformative power of the Mindset of Discovery in poignant, up-to-date case studies and improvisation-based tenets Spark innovation, maximize productivity, and increase profitability as a result of implementing the Big Five behaviors Boost performance as you foster and leverage your new approach towards innovation The Innovative Mindset reevaluates the nature of innovation and shows how a change in perspective can lead to more dynamic, more successful endeavors.
Download or read book The Innovative Sale written by Mark Donnolo and published by Amacom Books. This book was released on 2014 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Sell Local Think Global written by Olga Mizrahi and published by Red Wheel/Weiser. This book was released on 2014-11-24 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: "From Nielsen to grilled cheese trucks, this is a hands-on, idea-packed book for business people in search of growth." —SETH GODIN, author of Linchpin After years of sharing her small-business tips and marketing tricks with readers of her popular blog, ChunkOfChange.com, and column in the Long Beach Post, Olga Mizrahi has taken her message to the streets, urging business owners to focus in while reaching out. You’ll be excited and motivated to clearly state your difference to the world—and your neighborhood—while confidently selling yourself and your business. Through 50 low-cost, do-it-yourself tips, Sell Local, Think Global will help you: Figure out what makes you and your business truly different. Discover the secrets of “SoLoMo” marketing, both online and off. Spruce up your Web and mobile presence by learning to love analytics. Walk boldly into the future by embracing social media and customer reviews.
Download or read book Selling Results written by Stinnett and published by Tata McGraw-Hill Education. This book was released on 2007-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Results! is packed with practical advice for putting Stinnett's cutting-edge ideas to use, and includes a 16-point implementation checklist for making the Results-Based Selling method work for you. These concepts, strategies, techniques, and tools can be implemented as a complete system, or individually integrated with whatever processes and infrastructure you already have in place.
Download or read book The Microtheory of Innovative Entrepreneurship written by William J. Baumol and published by Princeton University Press. This book was released on 2010-07-01 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: An authoritative look at the microeconomics of entrepreneurship Entrepreneurs are widely recognized for the vital contributions they make to economic growth and general welfare, yet until fairly recently entrepreneurship was not considered worthy of serious economic study. Today, progress has been made to integrate entrepreneurship into macroeconomics, but until now the entrepreneur has been almost completely excluded from microeconomics and standard theoretical models of the firm. The Microtheory of Innovative Entrepreneurship provides the framework for introducing entrepreneurship into mainstream microtheory and incorporating the activities of entrepreneurs, inventors, and managers into standard models of the firm. William Baumol distinguishes between the innovative entrepreneur, who comes up with new ideas and puts them into practice, and the replicative entrepreneur, which can be anyone who launches a new business venture, regardless of whether similar ventures already exist. Baumol puts forward a quasi-formal theoretical analysis of the innovative entrepreneur's influential role in economic life. In doing so, he opens the way to bringing innovative entrepreneurship into the accepted body of mainstream microeconomics, and offers valuable insights that can be used to design more effective policies. The Microtheory of Innovative Entrepreneurship lays the foundation for a new kind of microtheory that reflects the innovative entrepreneur's importance to economic growth and prosperity.
Download or read book Harvard Business Review on the Innovative Enterprise written by and published by Harvard Business School Press. This book was released on 2003 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents specific managerial techniques, processes, and policies that set apart those few companies that consistently come up with great ideas. This work discusses ideas such as the failure-tolerant leader and innovation headhunters. It includes articles from thought leaders such as John Seely Brown, Theresa Amabile, and Peter Drucker.
Download or read book The Innovative Admin written by Julie Perrine and published by Createspace Independent Pub. This book was released on 2011-12-15 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Helps you learn how to embrace innovative thinking that makes you invaluable to your boss, your co-workers and your company.
Download or read book Seizing the White Space written by Mark W. Johnson and published by Harvard Business Press. This book was released on 2010 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Transformational new growth remains the Holy Grail for many organizations. But a deep understanding of how great business models are made can provide the key to unlocking that growth. This text describes how companies can achieve transformational growth in new markets or, simply put, how they can seize the white space.
Download or read book The Innovation Book written by Max Mckeown and published by Pearson UK. This book was released on 2014-08-06 with total page 297 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Innovation Book is your hands-on guide to turning new thinking into exciting opportunities. The quick-read format features an overview of each topic, what success looks like, the pitfalls to dodge and an action plan of what you can start doing - right now - to achieve success. Includes: Your Creative Self – how to become a more powerful innovator Leading Innovators – how to inspire and motivate creative people Creating Innovation – how to develop and test new concepts Winning with Innovation – how to sell your new ideas The Innovator’s Toolkit – 20+ tools to help you create, shape and share your ideas The Innovator’s Case Notes – real-life examples of innovation in action; what would you have done?
Download or read book Innovation Capital written by Jeff Dyer and published by Harvard Business Press. This book was released on 2019-05-14 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn from the Best Great leaders of innovation know that creativity is not enough. They succeed not only on the basis of their ideas, but because they have the vision, reputation, and networks to win the backing needed to commercialize them. It turns out that this quality--called "innovation capital"--is measurably more important for innovation than just being creative. The authors have spent decades studying how people get great ideas (the subject of The Innovator's DNA) and how people test and develop those ideas (explored in The Innovator's Method). Now they share what they've learned from a multipronged research program designed to determine how people compete for, and obtain, resources to launch new ideas: How you can build a personal reputation for innovation What techniques you can use to amplify your innovation capital How you can garner attention for your ideas and projects and persuade audiences to support them What it means to provide visionary leadership and how you can achieve it Featuring interviews with the superstars of innovation--individuals like Jeff Bezos (Amazon), Elon Musk (Tesla), Marc Benioff (Salesforce), Indra Nooyi (PepsiCo), and Shantanu Narayen (Adobe)--this book will help you position yourself and your ideas to compete for attention and resources so that you can launch innovations with impact.
Download or read book The Modern Seller written by Amy Franko and published by . This book was released on 2020-12-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity.Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Frank offers specific and actionable strategies for sales professionals and leaders. You'll deliver top results and impact.
Download or read book The Business of Healthcare Innovation written by Lawton R. Burns and published by Cambridge University Press. This book was released on 2005-08-25 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first wide-ranging analysis of business trends in the manufacturing segment of the health care industry.
Download or read book Open Business Models written by Henry William Chesbrough and published by Harvard Business Press. This book was released on 2006 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides a diagnostic tool for readers to assess their business model and usher it through a six-stage continuum toward openness. This book also identifies the barriers to creating open business models (such as the not invented here syndrome and the not sold here virus) and explains how to surmount them.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 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.
