What’s the Value of Creativity in Sales Meetings?

What’s the Value of Creativity in Sales Meetings?

Part I of a Series about Creative Sales Presentations. In the IBM study of 1,500 Chief Executive Offices from 60 countries and 33 industries worldwide, it was found that creativity—not rigor, management discipline, integrity or vision— was more crucial to navigating an increasingly complex world. Creativity is commonly defined as a “phenomenon whereby something new and somehow valuable is formed.” But what does that mean for those of us in sales? In the context of sales presentations, creativity comes into play in both the background preparation of the sales presentation, and the “think on your toes” moments inside the sales meeting. Both require research, knowledge, and an integrated understanding of the buyer’s struggles and behavior patterns. Sure, everyone wants to use the best sales presentation software and tools, but before we start talking technology, we need first to address our brains. Here are some ways you can encourage creativity in your team and individual reps. Creativity in Sales Meeting Preparation. Knowing the prospects’ industry, pain points, and buying attitudes is the foundation of creativity before the sales meeting. Creativity needs focus to thrive—a contextual aim that propels new ideas to occur. To help foster creativity for sales reps, it’s important to employ the following while developing sales meeting materials: Give direction to employees, then space: Giving teams the task of developing a new way to present the product or solution is the first step. The next step is time: time to allow individuals to find their ideas in the unlikely places they normally appear, like on breaks or time off. Creative ideas are rarely conceived on the spot, or...

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