HIGH TECH SALES INNOVATIONHOW SALES LEADERSHIP CAN DRIVE PRODUCT & SERVICE INNOVATION

Ole Gerkensmeyer – Innovation Management 2016

UNDERSTAND & INFLUENCE YOUR VALUE CHAIN

Component

Sub-system

System

Consumer

The ideal customer is your friend or fan

Every customer relationship is of mutual benefit

Enthusiasm and passion bring you to the table

Curiosity and creativity keep you in the game

Competence and sincerity seal success

Ole Gerkensmeyer – Innovation Management 2016

PRE-EMPTIVE ENGAGEMENT

Idea Proof of

concept

Specification Development Test Production

ENGAGE @ HIGHEST LEVEL OF INFLUENCE = BEFORE THE IDEA

Ole Gerkensmeyer – Innovation Management 2016

Sales Influence

Solution/Product emegerges

TIME - Product Creation: from idea to series production

KNOW YOUR TOOL-BOX

Big Data

Tap into social networks

Understand customer web

presence & activity

Understand individual‘s (web)

activities

Trade & Network

Connect stake holder

Provide superior insights

Expand your area of influence

Portfolio Understanding

Existing products

Product roadmaps

RoI guidelines for deviations

Innovation Management

Implement processes

Learn & apply tools

Share learnings

Ole Gerkensmeyer – Innovation Management 2016