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March 26, 2015
You Must Uncover Why Customers Want Innovation and How It Helps Them
To Sell Innovation, You Must Uncover Why Customers Want Innovation and How It Helps Them

We are going to discuss the second and third deadly sins related to selling innovation. Think back to the ‘Shark Tank’ situation described in part 1. Contestants invited to the show are confident that they bring with them an innovation that customers will buy. After they briefly introduce the sharks to their innovation, contestants who have a chance to succeed must address:

  • Why their target customers would need/want their innovation
  • How their innovation (and only their innovation) will help the target customers innovate

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March 5, 2015
Why Selling Innovation Is Hard When It Should Be Easy (or Easier)
Selling innovation should be easy but selling innovation is hard.

The product experts have created the next breakthrough. Or maybe the services team has developed a new approach to customer service and maintenance. It is handed off to the sales team and the breakthrough or new approach will sell itself when presented to customers and prospects. If innovation sells itself, why are there so many stories of innovation failures?

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February 11, 2015
The Type of Recognition You Give is Critical Essential 3 for Creating a Culture of Curiosity

Welcome back to our blog series on Creating a Culture of Curiosity. In the last post, we talked about the second essential around the meetings you run and changing the mundane meeting mindset, which can lead to breakthrough innovation. Today we are going to discuss the third essential to the culture you get is in the recognition you give. As we consider what it takes to “Create a Culture of Curiosity” to drive innovation in your organization, one reality stands front of mind for me. Culture is not what you say, but what you do.

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January 22, 2015
A Culture of Curiosity Requires Gathering the Naturally Curious or Establishing an Environment That Fosters Curiosity

Have you ever been to a meeting and wondered why you are there? All the topics seem pre-determined and the answers controlled. Does anyone really want your input? This blog is all about changing this mindset which can lead to breakthrough innovation. Welcome back to our blog series on Creating a Culture of Curiosity to lead innovation in your organization.

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January 15, 2015
Creating a Culture of Curiosity in Your Sales Team Starts with the Questions You Ask

Asking questions is vital in creating a culture of curiosity as well as driving innovation. In our last post on creating a culture of curiosity, we introduced the struggling CXO barely keeping their head above water because of the changing environment and intense competition. The CXO needed to overcome business as usual and move beyond the status quo by initiating innovation within their organization. The CXO needs to foster a culture of curiosity. Essential number 1 to the culture you get is in the questions you ask.

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