Our self-paced, online program, is 2.5 hours of content comprised of short videos, account based application exercises (a playbook), knowledge and skill checks. Other highlights include:
The intended audience is Account Executives and account team members selling complex B2B offerings who want to differentiate themselves, broaden access to customer business decision makers and generate more healthy pipeline that closes in less time.
“I took the Sell by Design course 7 years ago and it is the only sales training that I remember. Leading with empathy fundamentally changed how I interact with customers and has led to multi-million dollar, multi-year deals.”
“The curious seller wins, not because they have the best offering but because they have made their offering most relevant for their customers. Sell by Design Discovery offers real return in the way of more and higher quality pipeline and better deal control because one builds a deep understanding of the customer.”
“When you stop doing discovery as a sales person and you start doing discovery as your customer’s customer, you flip the script on its head. Trust is gained more quickly, and your POV is listened to more intently. Decision makers care about what you have to say because you are now sharing a POV from the person they intend to serve, their customer.”
“After many years, I have realized that Design Thinking is the best method to build deep client engagement because it enables you to be truly customer centric.”
“Using design thinking for discovery is about leverage. If you want high quality pipeline, larger deals, and faster deal conversion, get your reps involved in these discovery methodologies. You won’t be disappointed.”
“This approach takes selling from having a solution that is looking for a problem to solving a real customer issue. Isn’t that the whole point?”
In this program, participants will learn:
As a result, the account team will gain increased relationships with Business Decision Makers, more quality pipeline and increased revenue closed in less time.