1. Jeff Dienhart Hearst Corporation/Map of Medicine

2. Why was I invited....? 2 Selling consulting services, installing selling and training processes Account Management selling Tooling Equipment to Jaguar/Rolls Royce Sales Executive and Sales Management of Consumable Medical Devices European Sales Leadership of High-Tech Medical Implants Commercial Leadership Pharmaceutical Foods and Industry Lobbying Healthcare Infomatics supporting Health Service Re-design/Care Pathways

3. But is that a reason to listen to me... 3 The difference between education and experience? Education is when you read the fine print; experience is what you get when you don't.”

4. Initial orientation around ‘creativity’ 4 The use of imagination or original ideas to create something; inventiveness --- Oxford Dictionary

5. Why Organisations tend to encourage creativity... 5 “We need all the help we can get” The ‘Apple Gene’

6. Why Organisations may discourage creativity... 6 “We took a long time getting here do not mess it up” “You would not know what to do with it”

7. Connecting the dots with tonight’s theme Lets assume the organisational benefits of creativity to be: 7 adapt standard products and processes in order to optimise profit for the organisation while maximising extra value to the client -- - Portsmouth University

8. Is the sales person therefore a good agent for organisational creativity? 8 Not all Sales People Are the Same Information Transaction Relationship Partnership The Rep Sales Exec Account Mgr Client Director Degree of Interdependency L H

9. Lets explore the possible benefits of ‘creativity’ in differing contexts 9 Maximise Coverage of Target Customer 1 1

10. Lets explore the possible benefits of ‘creativity’ in differing contexts 10 Maximise Coverage of Target Customer 1 1 Creativity LoHi

11. Lets explore the possible benefits of ‘creativity’ in differing contexts 11 Winning Tenders for Specialist Works 2 2

12. Lets explore the possible benefits of ‘creativity’ in differing contexts 12 Winning Tenders for Specialist Works 2 2 Creativity LoHi

13. Lets explore the possible benefits of ‘creativity’ in differing contexts 13 Launching specialist High-Tech innovation 3 3

14. Lets explore the possible benefits of ‘creativity’ in differing contexts 14 Launching Specialist High-Tech innovation 3 3 Creativity LoHi

15. Lets explore the possible benefits of ‘creativity’ in differing contexts 15 Selling Information to help Restructure the Health Service 4 4

16. Lets explore the possible benefits of ‘creativity’ in differing contexts 16 Selling Information to help Restructure the Health Service 4 4 Creativity LoHi

17. The value of ‘Creativity’ needs to be consider in the selling context 17 High Volume Product Selling Specialist High Value Selling Individual Vs Multiple Stakeholders High Impact Information New Market Development (Evolving Product/Buyers)

18. Hence can we come with an interesting hypothesis... or at least catchy model? Creativity vs Process Focus 18 Flexibility of Offering Access to Decision Making ClearComplex Lo Hi

19. However ‘creativity’ must land on solid foundations... Effective Selling Processes 19

20. And the right behaviours are also necessary for the customer environment Effective Selling Behaviours (Source: Wilmerdon) 20

21. So is that it for the ‘creativity’ message...? 21

22. The credibility dilemma... who will our customers trust to make their buying decisions 22

23. The times are shifting fast. Enterpreneurial and innovative thinking is needed... to distinguish tomorrow’s successful firms Awareness & Interest Supporting Decision Making (Repeat) Transaction From High Value

24. The times are shifting fast. Entrepreneurial and innovative thinking is needed... to distinguish tomorrow’s successful firms 24 Awareness & Interest Supporting Decision Making (Repeat) Transaction To High Value