Great ideas don’t sell themselves. To profit from a breakthrough innovation, you have to create demand before you fulfill demand
You got a strategic buyer or channel partner to show interest? Great! But the road to a pilot program and to full-scale adoption requires more than a zealous champion. See how.
You like to challenge the status quo and show buyers what’s possible, not just what they already know they need? Great! You’re on the path to being valued more than an order taker. See how to profit from your desire to make a difference.
Equip enterprise sales pros to Make Courage Contagious when they show what more is possible…
Keep your eye on the prize – since today’s “yes” is merely a stepping stone to the next door you need to open
Challenge assumptions — with a sincere desire to help that wins a customer’s trust and makes it worth the work to buy
Be “in the moment” — with an inner calm, a quiet centered confidence and with the emotional intelligence to catch nuances and hidden opportunities
Welcome diverse views — using tension and impatience as a source of positive energy, courage and idea-sharpening
Challenge smoothly + artfully – when you shift from sympathy + understanding to ask, “Can we think about the pain-points you’re facing in a new and more optimistic way?”
Build a business case based on value + user experience, rather than compromising your brand to be the cheapest supplier
Bring diverse experts into the collaboration – to find better and more creative solutions
Arm champions + key opinion leaders (KOLs) to make the pitch for you – because it’s enterprise-insiders who will succeed in getting approval for your innovation to become the new standard of care
