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Are creative thinkers the best sales people?

Are creative thinkers the best sales people?. Jeff Dienhart Hearst Corporation/Map of Medicine. Why was I invited....?. Selling consulting services, installing selling and training processes. Account Management selling Tooling Equipment to Jaguar/Rolls Royce.

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Are creative thinkers the best sales people?

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  1. Are creative thinkers the best sales people? Jeff Dienhart Hearst Corporation/Map of Medicine

  2. Why was I invited....? Selling consulting services, installing selling and training processes Account Management selling Tooling Equipment to Jaguar/Rolls Royce Sales Executive and Sales Management of Consumable Medical Devices European Sales Leadership of High-Tech Medical Implants Commercial Leadership Pharmaceutical Foods and Industry Lobbying Healthcare Infomatics supporting Health Service Re-design/Care Pathways

  3. But is that a reason to listen to me... The difference between education and experience? Education is when you read the fine print; experience is what you get when you don't.”

  4. Initial orientation around ‘creativity’ The use of imagination or original ideas to create something; inventiveness --- Oxford Dictionary

  5. Why Organisations tend to encourage creativity... “We need all the help we can get” The ‘Apple Gene’

  6. Why Organisations may discourage creativity... “We took a long time getting here do not mess it up” “You would not know what to do with it”

  7. Connecting the dots with tonight’s theme Lets assume the organisational benefits of creativity to be: adapt standard products and processes in order to optimise profit for the organisation while maximising extra value to the client --- Portsmouth University

  8. Is the sales person therefore a good agent for organisational creativity? Client Director Not all Sales People Are the Same Account Mgr Partnership Sales Exec H Relationship The Rep Transaction Degree of Interdependency Information L

  9. Lets explore the possible benefits of ‘creativity’ in differing contexts 1 Maximise Coverage of Target Customer The challenge Effective Lead Conversion Creative Space? No Product Flex Some Process Flex

  10. Lets explore the possible benefits of ‘creativity’ in differing contexts 1 Maximise Coverage of Target Customer The Solution Optimise Targeting Standardise Good Practice Lo Hi Creativity

  11. Lets explore the possible benefits of ‘creativity’ in differing contexts 2 Winning Tenders for Specialist Works The challenge Secure long term heavy equipment contracts Creative Space? Some Product Flex Some Process Flex

  12. Lets explore the possible benefits of ‘creativity’ in differing contexts 2 Winning Tenders for Specialist Works The Solution Effective Relationship Management Deliver to Spec. Lo Hi Creativity

  13. Lets explore the possible benefits of ‘creativity’ in differing contexts 3 Launching specialist High-Tech innovation The challenge KOL Advocacy Creative Space? Ltd Product Flex High Process Flex

  14. Lets explore the possible benefits of ‘creativity’ in differing contexts 3 Launching Specialist High-Tech innovation The Solution Credibility with the medical expert community Lo Hi Creativity

  15. Lets explore the possible benefits of ‘creativity’ in differing contexts 4 Selling Information to help Restructure the Health Service The challenge Credible Intelligence Provider Creative Space? High Product Flex High Process Flex

  16. Lets explore the possible benefits of ‘creativity’ in differing contexts 4 Selling Information to help Restructure the Health Service The Solution Tailored & Accredited Infomatics for Healthcare Practitioners & Politicians Lo Hi Creativity

  17. The value of ‘Creativity’ needs to be consider in the selling context High Volume Product Selling High Impact Information Specialist High Value Selling New Market Development (Evolving Product/Buyers) Individual Vs Multiple Stakeholders

  18. Hence can we come with an interesting hypothesis ...or at least catchy model? • Creativity vs Process Focus Solutions Consultant (Creative & Enthusiastic) Credible Entrepreneurs ( Expert Knowledge and Organised) Hi Flexibility of Offering • Product Representative • (Evangelist) Account Experts (Relationship Experts) Lo Clear Complex Access to Decision Making

  19. However ‘creativity’ must land on solid foundations... • Effective Selling Processes

  20. And the right behaviours are also necessary for the customer environment • Effective Selling Behaviours (Source: Wilmerdon)

  21. So is that it for the ‘creativity’ message...?

  22. The credibility dilemma...who will our customers trust to make their buying decisions

  23. The times are shifting fast. Enterpreneurial and innovative thinking is needed ... to distinguish tomorrow’s successful firms From High Value Awareness & Interest Supporting Decision Making (Repeat) Transaction

  24. The times are shifting fast. Entrepreneurial and innovative thinking is needed ... to distinguish tomorrow’s successful firms To High Value Awareness & Interest Supporting Decision Making (Repeat) Transaction

  25. Thank you and good selling...

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