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A small business can apply the concept of investigating, creating, and sharing in sales innovation to overcome challenges by following these steps:
1. Investigating: The business should work closely with its sales team to identify what is preventing a deal from advancing. This could be due to a lack of understanding of the customer's needs, or a mismatch between the product or service offered and the customer's requirements.
2. Creating: Once the challenges have been identified, the business should focus on creating innovative solutions. This could involve mapping the business's capabilities to meet customer challenges, or creating opportunities for cross-selling.
3. Sharing: The business should share its innovation efforts with the rest of the team to enable replication. This could involve sharing successful sales strategies, or lessons learned from failed deals. By sharing this information, the business can ensure that all members of the sales team are equipped with the knowledge and tools they need to overcome similar challenges in the future.
Asked on the following book summary:
How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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Sales innovation is driven by three key activities: investigation, creation, and sharing. Investigating is working closely with the rep to identify what is preventing a deal from advancing. Creating solutions includes innovative mapping of supplier capabilities to meet customer challenges and creating cross-sale opportunities. Great managers share their innovation efforts to enable replication elsewhere.
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