Sales leadership can drive product and service innovation by engaging with customers at the earliest stages of the innovation process. They should understand how their products move through the entire value chain from components to end consumers. By gaining a deep understanding of customers and their needs, sales teams can provide input before new ideas are even conceived. Sales teams should also utilize tools like big data, social networks, and trade insights to expand their influence and understanding of customers so they can identify opportunities for innovative new products and services.

1. HIGH TECH SALES INNOVATION
HOW SALES LEADERSHIP CAN DRIVE PRODUCT & SERVICE INNOVATION
Ole Gerkensmeyer – Innovation Management 2016

2. 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

3. 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

4. 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