The Sales Innovation Paradox
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The Sales Innovation Paradox
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Author : Howard Dover
language : en
Publisher: Greenleaf Book Group
Release Date : 2022-10-18
The Sales Innovation Paradox written by Howard Dover and has been published by Greenleaf Book Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-10-18 with Business & Economics categories.
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!
The Salesperson Paradox
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Author : Douglas Vigliotti
language : en
Publisher:
Release Date : 2018-01-11
The Salesperson Paradox written by Douglas Vigliotti and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-01-11 with categories.
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."
Resolving The Innovation Paradox
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Author : G. Haour
language : en
Publisher: Springer
Release Date : 2003-11-17
Resolving The Innovation Paradox written by G. Haour and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-11-17 with Business & Economics categories.
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.
The Innovative Sale
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Author : Mark Donnolo
language : en
Publisher:
Release Date : 2014
The Innovative Sale written by Mark Donnolo and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Creative ability in business categories.
The Innovation Paradox
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Author : Xavier Cirera
language : en
Publisher: World Bank Publications
Release Date : 2017-10-02
The Innovation Paradox written by Xavier Cirera and has been published by World Bank Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-10-02 with Business & Economics categories.
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.
Naked Sales
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Author : Ashley Welch
language : en
Publisher:
Release Date : 2017-09-26
Naked Sales written by Ashley Welch and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-09-26 with Business & Economics categories.
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.
The Innovation Paradox
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Author : Tony Davila
language : en
Publisher: Berrett-Koehler Publishers
Release Date : 2014-06-30
The Innovation Paradox written by Tony Davila and has been published by Berrett-Koehler Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06-30 with Business & Economics categories.
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.
The Innovative Sale
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Author : Mark Donnolo
language : en
Publisher: AMACOM
Release Date : 2014-02-20
The Innovative Sale written by Mark Donnolo and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-20 with Business & Economics categories.
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.
Sales Force Management
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Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2013-05-02
Sales Force Management written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-05-02 with Business & Economics categories.
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
The Prosperity Paradox
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Author : Clayton M. Christensen
language : en
Publisher: HarperCollins
Release Date : 2019-01-15
The Prosperity Paradox written by Clayton M. Christensen and has been published by HarperCollins this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-15 with Business & Economics categories.
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.