Making the innovation consulting sale not only means getting the facts right. At a deeper level, closing the sales requires to capture implicit buying signals. That’s critical to know how to sell innovation consulting.
Here are, in my view, the top innovation issues that are keeping innovation VPs awake at night.
Selling innovation consulting means listening. But, as corporate meetings can be very dense and long, what should the innovation consultant listen to in greater detail?
Clients buy innovation consulting when their careers are at risk. The innovation consultant needs to listen in order to collect as much information related to his client’s career dynamics. Here’s more how to sell innovation consulting?
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Why do large companies fail to innovate? An interview on L’Atelier Numérique on BFM
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“Why do large companies fail to innovate?” This a question I addressed in an interview with BFM, a French-speaking Business radio show. I was invited on L’Atelier Numérique, a show dedicated to innovation. More here.
Many feel that the key to selling innovation consulting is expertise. There’s certainly some truth to that. But expertise is not enough. Decision-makers are time-pressured: they just can’t find the time to make their decision based on an in-depth understanding of supplier expertise. Therefore, the innovation consultant must not present his/her expertise in great depth, simply because the client doesn’t have the time to…
While many believe that selling innovation consulting requires promoting one’s expertise, the truth is that expertise alone isn’t enough to close a deal. Understanding how clients make decisions is, in my opinion, the most important skill any successful sales executive has to develop.
Many of my friends, who work in innovation consulting firms, often believe that the best way to sell innovation consulting is to develop an expertise. There is clearly some truth to that but, although this may cause disagreement with some of my friends, I believe that the best way to sell innovation is not so much to promote an expertise, but, rather, to understand…
How to get Senior Management to commit resources to innovation ? How to secure Senior Management Buy-In ?
Decision-makers are always happy to communicate on how much they believe in innovation. They may : declare how important it is that the company create a more innovation-friendly culture share a few corporate stories illustrating how innovation played a critical role in creating a sustainable competitive advantage, in the past But, paying lip service to innovation doesn’t mean being committed to innovation. In fact,…