Welcome

Today's revenue professionals need additional tools to help them--and their customers--navigate complexity, define new opportunities and accelerate solutions. Sell by Design Discovery offers you essential Design Thinking methods you can integrate into your everyday customer engagements.

Course Roadmap

    1. Welcome and Introduction

      FREE PREVIEW

    2. Voices from the Field

      FREE PREVIEW

    3. Playbook: Choose an Account to Start With

    1. The Macro and Micro of Your Customer

    2. Your Customer's Macro Priorities

    3. Playbook: Know Your Customer's Macro Priorities

    4. Account Team Pro-Tip

    5. Mapping Your Customer's Micro

    6. Playbook: Create Your Customer's Micro Map

    7. Account Team Pro-Tip

    8. Determine Your Discovery Strategy

    9. Playbook: Determine Your Discovery Plan, Part 1

    10. Account Team Pro-Tip

    11. Voices from the Field

    12. Check Your Discovery Strategy Know-How

    13. Reflections: Discovery Strategy

    1. How to Do Great Discovery

    2. Supercharge Your Curiosity

    3. Power Up Your Empathy

    4. Test Your Mindsets

    5. Deep Dive Conversations

    6. Deep Dive Demo

    7. Show Me

    8. Chairsides

    9. Be the Customer

    10. Fly on the Wall

    11. Account Team Pro-Tip

    12. Playbook: Finalize Your Discovery Plan (Part 2)

    13. Voices from the Field

    14. Test Your Discovery Methods Mojo

    15. Reflections: Discovery Mindsets and Methods

    1. Introduction to Insights

    2. Telling User Stories

    3. Playbook: Build Your User Story

    4. Framing an Insightful Point of View

    5. Playbook: Framing Your POV

    6. Account Team Pro-Tip

    7. Delivering Your Insights

    8. Test Your Insight about Insights

    9. Reflections: Insights

    10. Feedback on Sell by Design Discovery Online

About this course

  • 4 Chapters
  • 2 hours 20 minutes

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