Always. Be. Curious. Design Thinking and Sales Unite for Extraordinary Results

Episode 010 • 44 min

Sales and design thinking in the same sentence?

It’s a new way of selling that builds off of the design process: empathy, discovering insights, and genuinely building relationships with customers. Ashley Welch, Co-Founder of Somersault Innovation and Author of Nakes Sales, joins us to discuss her Sell by Design methodology. She’s teaching sales professionals the tools of design thinking to drive customer centricity and revenue growth. We dive into her process and design-informed sales strategies. We’re also joined by Sachin Rai, a Senior Account Executive at Salesforce, who utilized Ashley’s training and advice to transform how he sells. Before selling to a new customer, Greyhound, Sachin took an 8-hour bus ride to learn about his potential customer and the pain-points in their service. Armed with surprising insights from his own first-hand experience, he was able to close a multi-million dollar deal. Sachin tells his story and the impact on his work. Plus, our weekly dose of good design.

Weekly Dose of Good Design

• Liz: Emancipation Park Houston, TX
• Sam: SpaceX space suits by José Fernández
• Ashley: homemade candles & Snacks Daily Podcast

Links

• Book: Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue By Ashley Welch
• Article: Sell by Design
• Article: The $3 Million Bus Ride