Revolutionizing the Sales Landscape through Design Thinking

The Disruptor Podcast

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In this Throwback Thursday edition of The Disruptor podcast, co-hosts Jan Almasy and John Kundtz interview Ashley Welch, co-founder of Somersault Innovation and author of “Naked Sales.”
They discuss how design thinking can transform traditional sales techniques by building empathy, uncovering insights, and accelerating revenue growth.
Ashley explains how she helps sales teams move from pushing products to co-creating solutions tailored for each customer.
Quotes:
“Design Thinking Tools in the Hands of Sales Professionals is like putting Miracle-Gro on plants.” The iterative process helps you discover customer needs.
“When the buyer's process and the seller's process align, you are actually both working towards the same goal.” Remove friction by understanding motives.
“Stop playing the forecast game.” Obsess over customers, not projections, to drive organic business growth.
Key Points Discussed:

• The fundamentals of integrating design thinking into sales.
• Techniques to foster deeper customer relationships.
• The importance of empathy in understanding customer needs.
• Real-world examples of successful design-thinking applications in sales.
• Future trends in sales strategies and customer engagement.

Dive Deeper:
Check out her book, NAKED SALES: How Design Thinking Reveals Customer Motives and Drives Revenue, and how it helps teach the client about big-picture visions found through baby steps.
Connect directly with Ashley Welch on LinkedIn to continue the conversation and share your experiences or questions about Design Thinking and Sales.
Read our Meium.com Story, “How to Get from Empathy to Transformation,” and learn about the five-step process that Nichola

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1. Design Thinking and Sales (00:00:00)

2. Design Thinking in Sales and Marketing (00:03:58)

3. The Art and Science of Sales (00:14:39)

4. AI and Humanizing Sales (00:27:01)

5. Sales Strategies and Design Thinking (00:34:09)