Sell By Design

Pratical Tools + Coach + Manager Engagement = Revenue Growth

Sales teams enter Sell by Design with an account to grow, learn deal acceleration techniques and get coached to apply tools by seasoned sales professionals. Revenue grows every time.

"Sell by Design has enabled our account teams to truly understand the customer’s business, thereby enabling us to offer a solution that resonates with the expected business outcomes. This has led us to fairly quickly get to a level where we have two concrete customer cases. We have a true partnership with them."

- Andrew Hamburger, Strategic Account Rep, Formerly, Salesloft

Closed a $4M deal in just 5 months, notably faster than the usual sales cycle.

Gained the trust of the customer’s executives, who revealed the root cause of budgetary constraints that stalled prior deals.

Devised a strategy to address the funding challenge and reallocate existing budget to support the lead generation and cross-selling goals of executives.

Andrew was later invited to speak at the Customer’s Sales Kick Off Event because they wanted to learn to sell like he sold to them.

ANDREW'S RESULTS

Training & Coaching for Sales Teams

Sell by Design

From

Always Be Closing

My Company Orientation

Transactional

Provoke and Challenge

Always Be Discovering

Customer Centricity

Consultative

Co-create

Sell by Design is a 3-month learning engagement. Somersault will work closely with you to understand success metrics and organizational context, so that we can tailor the program for your organization and measure results.

Sellers will enter the program with 1-2 accounts to grow.

They will learn new tools and then receive deal coaching in support of growth.

Managers are supported so that you are creating a holistic system of accelerated growth.

Sell by Design will not replace your sales methodology. It will make your sellers more successful, regardless of your methodology.

Sell by Design is the “How” or behaviors that enable a seller to be a trusted advisor.

OUTCOMES

Identify new areas for opportunity in strategic accounts
Learn innovative discovery techniques to gain insightful information
Create discovery plan to gain information
Prepare for a conversation with useful information to your customer not interrogative questions from a list
Shift to an insight-led discovery call that differentiates you
Increase ability for genuine curiosity and empathy
Tell compelling end user stories
Understand of the power of co-creation to accelerate revenue
Use a mutual success plan to use with customers

Sell by Design Is a 3-month learning engagement.

Somersault will work closely with you to understand success metrics and organizational context, so that we can tailor the program for your organization and measure results.

Sellers will enter the program with 1-2 accounts to grow. They will learn new tools and then receive deal coaching in support of application and growth.

Managers are supported as well so that we are creating a holistic system of accelerated growth.

Sell by Design will not replace your sales methodology. It will make your sellers more successful, regardless of your methodology.

Sell by Design is the “How” or behaviors that enable a seller to move a deal through a sales process as a trusted advisor. See Sell by Design process below.

INCREASE IN

Pipeline
Cross sell opportunities
Deal Size
Number of decision makers
Net new logos

LONGER TERM RESULTS

Revenue increase
Elevated Customer Sat scores

PROGRAM RESULTS

WHO

Up to 24 Account Executives/Customer Success or Solution Engineers or up to 3 Account Teams
Manager encouraged to attend

PRE-WORK

Each AE or Account Team will be given pre-work for their 1-2 accounts.

GUIDANCE

Pick accounts that are net new, at risk or have expansion potential.

Offer this for your team only OR host a joint session with your channel partners and/or customer to super charge the relationship AND grow revenue.