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Data.com Connect Presents: Ashley Welch - Naked Sales: Use Design Thinking to Reveal What Customers Care About & Drive Revenue

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Data.com Connect Presents: Ashley Welch - Naked Sales: Use Design Thinking to Reveal What Customers Care About & Drive Revenue

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @ConnectMembers Data.com
  2. 2. Naked Sales Use Design Thinking to Show What Customers Care About & Drive Revenue
  3. 3. 4 “By taking a customer-centric approach to discovery, we became a student of our customer’s business. When we shared our insights at the executive level we gained instant credibility. This could very well be one of the fastest zero dollar to multimillion dollar partnership we have seen in the history of our company.” Brad Hanggi, AVP Enterprise Sales 2
  4. 4. What’s the Problem? 2
  5. 5. • Always Be Closing • “Self” or “My Company” orientation • Discovery enough to find sale • Short term, moderate revenues or quick wins • Provoke the customer • Attunement, Buoyancy, and Clarity (Dan Pink) • Customer Centricity • Continuous discovery and insight • Long term, breakthrough revenue • Co-create together FROM TO 3 MINDSET SHIFT
  6. 6. DESIGN THINKING Research, Patterns & Insights Innovation 6
  7. 7. DESIGN THINKING 7 Insight Re-frame Empathize Insight Incite Generate Accelerate Experiment Desirability Feasibility Viability Start Here Sweet Spot!
  8. 8. WHAT DO OUR CUSTOMERS VALUE? WHAT DO OUR CUSTOMERS’ CUSTOMERS VALUE? 8
  9. 9. 7
  10. 10. FIRST CLASS BECOME A NOTICER “The world is full of things which nobody by any chance ever observes.” - Sherlock Holmes 8
  11. 11. DISCOVERY MINDSET: CURIOSITY 11 X
  12. 12. WHAT SURPRISES YOU? 10
  13. 13. WHAT DO PEOPLE CARE ABOUT? 11
  14. 14. HACKS OR ADAPTATIONS? 14
  15. 15. INCONSISTENCIES OR CONTRADICTIONS? 15
  16. 16. RESULTS $ 125% increase in pipeline 170% increase in bookings over last year Pipeline Bookings 2.5 Months 66 Accounts33 Account Executives 14
  17. 17. RESULTS Number of touches to get to first meeting cut by 50% (15 touches versus 30) # 50% 14
  18. 18. RESULTS EngagementTrustCredibility 16
  19. 19. DISCOVERY STORIES 17
  20. 20. “My talk track used to be about the Salesforce product, now it is based on my experience with the customer’s product.” AE , Enterprise Corporate Sales, Salesforce Sachin Rai 20
  21. 21. 20 www.somersaultinnovation.com
  22. 22. THANK YOU 22

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