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. This course offers Leaders a Cliff's Notes version of what you can do as coaches to help your teams succeed, along with access to the entire Sell by Design Discovery course content.

Course Roadmap

    1. Introduction to Sell by Design for Leaders

      FREE PREVIEW

    2. Sell by Design Coaching Framework

    3. Coaching through Common Challenges

    4. Coaching Tool: Ladder of Inference

    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 Mic Drop

    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: From Discovery to Insight

    14. Test Your Discovery Methods Mojo

    15. Reflections: Discovery Mindsets and Methods Mic Drop

    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 Mic Drop

    1. Feedback on Sell by Design Discovery Online

About this course

  • 4 Chapters
  • 2 hours 20 minutes

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