Published: 18 June 2013

Helping organisations instigate innovation

Driving innovation remains a key corporate objective in businesses both large and small. Innovation, however, is not limited to new product development; it can be incorporated into all areas of business.

In recent weeks, Surrey Business School (SBS) Professors Alan Brown and David Goss, together with Ben Partridge, Entrepreneur in Residence at the Surrey Research Park, brought together a worldwide sales team from US-based organisation Heat Transfer Research, Inc. (HTRI) to take part in a new sales innovation workshop.

The programme, designed to challenge assumptions about delivering services to clients, introduced tools to help technical sales staff identify and articulate the value their product offers to customers. It also provided a step-by-step guide to improving sales techniques, concluding with insights into future trends in markets and technologies.

The latter session featured SBS undergraduate Guillaume Devinat, who introduced delegates to the latest developments in sales analytics and social media, as captured by his company Lucky Metrics.

Workshops such as this help clients like HTRI face the challenges of delivering value in the digital economy and provide a practical demonstration of how SBS is building strong, ongoing connections with industry.

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