"If someone is genuinely interested in connecting in a deeper way with their customer base, this approach is the way to do it. You will not do it with any other sales technique that comes with a checklist and scripts and sales pitches to customers. Quite frankly, if you don't connect with your customer in a genuine way, you will lose out to someone else."
"Nothing has been as sticky as Sell by Design. Even if something is helpful, people always fall back into old habits. Not with Sell by Design. Account Executives (AE) immediately got out of their comfort zones, oriented toward customers differently, and saw results that reinforced the habit. One AE reignited a stalled deal and increased the opportunity by $240,000 with an unexpected upsell."
From the Back Cover
Design Thinking is a customer-centric innovation process that transforms the way one sells, whether it's an inside sales team or a group of field reps with multimillion-dollar portfolios. Welch and Jones's proven Sell by Design methodology will reduce the time it takes to get a first call, build pipeline, and increase deal size. And it reestablishes a deeper human connection in an era of automated response.
Naked Sales will show you how firms like Salesforce, Hyland Software, and Ellie Mae are using this approach to stay customer-centric and increase revenue.
Learn more at somersaultinnovation.com.