In B2B sales, the world of simple customer funnels is gone, and one-size-fits-all sales processes need to be rethought. Business customers’ needs and situations are more complex, more individualized, and their buying journey doesn’t follow a linear path. Our sales organizations need to change to keep up.
I’m Geordie Kaytes, and I’m an experience designer and the host of Design the Sale. In this show, we’re going to talk about using design thinking to build and implement complex sales processes in a more intentional, customer-centered way. By thinking of the sales process as a product to be designed and improved, we'll gain access to a powerful toolkit of ideas.
In the design world, when we don’t understand something, we talk to people, we observe their behaviors, and we create prototypes to test their reactions. What if we could bring the same approach to designing a sales process? What if we could use design thinking to discover the ways customers want to buy — and build our sales processes around them?
In this show, we’ll learn from leaders who are at the forefront of this new way of thinking, and see what ideas we can steal from the worlds of technology, user experience, and product management. Ideas like research, testing, prototyping, iteration, and data-driven optimization.
We’ll learn how successful sales leaders put their biases aside without losing their intuition for how customers want to buy. We’ll talk about balancing structure with flexibility. And of course, we won’t even try to avoid everyone’s favorite topic: the sales CRM.
So press that subscribe button in your podcast app, and let’s get started!