Ashley starts us out describing her business and tells us what design thinking means as it relates to effective sales teams.
Somersault Innovation is a sales enablement firm who has pioneered bringing the tools, techniques, and mindsets from the world of design thinking into the sales environment to help sellers at all levels in the sales organization, and really stay customer centric, stay co-creative with their customers and then accelerate the deal cycle.
Even though many people haven't heard of it, most people have been a beneficiary of it. Design thinking is an innovation process.
I ask Ashley if there are particular organizations better suited for this approach. Also, are there some were she sees particular red flags or warning signs or signals that this approach would be particularly useful?
I think the more complex a sale is the more useful this approach is. Let's say you're selling something very simple, like water filters and you don't have a whole lot of options here, and it's not that complex in terms of the need, then you don't need to go into this, co-creative mode. You don't need to do deep discovery. Whereas if you're selling a complex, say software system, you really do need to be on the same side of the table as your customer to figure it out together. There's so much unknown. There's so much ambiguity. And that's where I think some of these tools become particularly useful.
We talk a little bit about the discovery process in this approach and how it sometimes differs from the typical list of discovery or qualification questions that a seller might use.
This and a LOT MORE! Listen in now and/or read the transcript on the Heinz Marketing blog starting Monday, 8/31/20 at 6am PDT.
Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel. I interview the best and brightest minds in sales and Marketing. If you would like to be a guest on Sales Pipeline contact Sheena.