Cover -- Title -- Copyright -- Contents -- Acknowledgments -- Introduction -- Chapter 1 The Sales Innovation Dilemma -- The Dilemma of Perception -- The Dilemma of Constraints -- The Dilemma of Personality -- How Sales and Innovation Work Together -- Chapter 2 The Innovative Sale Principles -- Principle One: Pattern -- Principle Two: Variety -- Principle Three: Unity -- Principle Four: Contrast -- Principle Five: Movement -- Principle Six: Harmony -- Chapter 3 What's Your Problem? Laying the Foundation and Gathering Insight -- The Innovative Sale Process: An Overview -- Step 1: Define the Challenge and Constraints -- Step 2: Gather Insight -- Chapter 4 Breaking Down Barriers -- Breaking Down Brainstorming -- Step 3: Create Initial Approaches -- Step 4: Destroy False Constraints -- Chapter 5: Where Are All the New Ideas? -- Step 5: Combine Parallels -- Step 6: Explore Horizontally -- Chapter 6: The Attraction of Rejection -- Step 7: Develop Vertically -- Step 8: Implement and Communicate -- Chapter 7: The Innovative Sale in Practice: Delivering a Better Value Proposition -- Working Through the Innovative Sale Process -- Chapter 8: The Innovative Sale in Practice: Designing Your Sales Process and Customer Experience -- Working Through the Innovative Sale Process -- Chapter 9: The Innovative Sale in Practice: Coaching Your Team -- The Innovative Sale Assessment: Understanding Your Sales Team's Creative Quotient for Sales -- Putting It into Action -- Chapter 10: What's Your Creative Quotient for Sales? -- Get Your Creative Quotient for Sales -- Building Your Innovative Sale Muscles -- Appendix: Your Revenue Roadmap: A Powerful Left-Brained Approach for Connecting the Sales Effectiveness Disciplines -- Index -- About the Author -- Free Sample Chapter from New Sales. Simplified.