Somersault Innovation

Customers don’t just buy products. They invest in outcomes. They want solutions that move the needle. That’s why?Value-Based Selling?is essential. Yet, many sellers struggle. They fail to dig beyond surface-level problems. They pitch features instead of impact. They talk without truly listening. How do you break through? Design Thinking. This isn’t just for designers. It’s a game-changer for sellers. A framework that builds trust, fosters insight, and drives bigger deals. Why design thinking elevates value-based selling? The best sellers don’t push. They solve. Customers aren’t interested in specs. They care about transformation. Design Thinking helps sellers?see through the customer’s eyes. It unlocks deeper conversations. It differentiates you from competitors. It accelerates decision-making. ??Gain sharper customer insights?– Understand what really matters. ??Stand out from the crowd?– Offer solutions others miss. ??Close larger deals, faster?– When buyers see value, they commit. How to apply design thinking in sales? 1???Empathize: Step into their world. Go beyond assumptions. Observe, ask, listen. Real insights come from real experiences. Customer Interviews:?Open-ended questions uncover the unexpected. Observation:?See pain points firsthand. Shadow workflows, review processes. Journey mapping:?Identify roadblocks and friction areas. 2???Define: Clarify the true problem. Customers often misdiagnose issues. Symptoms disguise root causes. Your role? Dig deeper. Ask?“Why?” five times?to strip away assumptions. Reframe issues: Not "They need automation" but "They need faster decision-making." 3???Ideate: Co-create solutions. Stop selling pre-packaged answers. Collaborate. Explore. Innovate together. Use?“how might we”?questions: "How might we streamline reporting?" Sketch solutions. Visualize possibilities. Bring in multiple stakeholders. Build alignment early. 4???Prototype: Make value real, show, don’t just tell. Make solutions tangible. Tailored demos?that reflect real scenarios. ROI calculators?that prove impact. Customer storytelling?that connects emotionally. 5???Test & refine: Keep iterating? Ask for direct feedback: "What’s missing?" Adapt. Adjust. Improve. Keep customers engaged in shaping the solution. Selling isn’t about pushing. It’s about guiding. It’s about revealing a future your customer desires. When you?apply Design Thinking, you shift from vendor to partner.

Do you want to find out how to close more large deals faster and bigger? Check this article written by Ashley Welch and read about the leading tech companies’ success recipe.

We’ve all met?that?sales rep. You know the one: loud suit, even louder voice, and an unstoppable stream of?"Let me tell you what YOU need!"? They barrel into meetings like it’s their personal TED Talk, except no one asked for it. Ever been stuck in a conversation with someone like that? It’s exhausting. They can’t stop talking long enough to notice that their “audience” is mentally checking out, scrolling emails under the table, or plotting an escape route. And let’s be real: Did you buy from them? Probably not. Spoiler alert: Volume ≠ Value. Here’s what happens when you rely on that “big personality” to sell: 1?? You make it all about you.? And shockingly, clients don’t care about?you.?They care about their problems. 2?? You drown out the client’s voice.? Pro tip: Listening is harder when you’re too busy selling yourself. 3?? You come across as pushy, not persuasive.? No one buys from the person steamrolling their way through a meeting. Being the loudest doesn’t win clients, it makes them want to fake a bad Wi-Fi connection to escape the call. Here’s the real deal: Success in sales isn’t about how loud you are; it’s about how?curious?and?collaborative?you are. ??Curiosity:?Instead of monologuing, ask great questions. Clients?love?talking about their challenges. Your job? Shut up and listen. ??Collaboration:?Think of sales as a team sport. Sit on the same side of the table as your client (figuratively, of course) and co-create solutions. ??Empathy:?Instead of?"Let me show you our great product!"?try?"Tell me about your goals. How can I help?" Revolutionary, right? So, next time you’re in a meeting, tone down the?alpha energy?and turn up your curiosity. Ask more questions. Collaborate. Clients will remember the one who listened, not the one who shouted. What do you think? What’s your “loud salesperson” horror story? Let’s hear it in the comments! Misery loves company. #SalesFails #CuriosityOverVolume #CollaborationOverNoise

Want to revolutionize your sales discovery process? AI is here to help. Incorporating?Design Thinking?into sales means empathizing with your clients, uncovering their real challenges, and co-creating tailored solutions. But let’s face it; time is tight, and gathering insights can feel overwhelming. Here’s the good news:?AI tools can augment your discovery phase, making it faster and more impactful. 3 ways AI can enhance your discovery process today: 1???Uncover more Insights with AI-powered research: Use tools like?ChatGPT?or Microsoft CoPilot to analyze a prospect's industry trends, challenges, and competitor activities. Example: Before your next call, ask ChatGPT to summarize recent news or whitepapers about your client’s sector. This allows you to walk in with a clear understanding of their business environment. 2???Analyze customer feedback for deeper empathy Use ChatGPT?to analyze customer reviews, social media comments, or survey data. Practical Tip: Upload publicly available customer reviews or feedback to identify patterns, such as pain points or recurring themes. Bring these insights to your client as a starting point for deeper discovery. 3???Visualize problems with AI mapping tools Leverage Mural to create empathy maps, journey maps, or even mind maps during client workshops. Why it works: It makes it easier to visually collaborate with clients and co-design solutions that truly address their needs. Discovery is no longer just a step, it’s a competitive edge.?With AI in your toolkit, you’ll connect more deeply with clients and uncover opportunities that others might miss. What’s one AI tool you’ve found useful in your discovery process? Share below! #Sales #AI #DesignThinking #SalesDiscovery #TrustedAdvisor

What’s hiding in your sales pipeline?? It’s easy to fall into a routine when you’re good at what you do. One sales professional we worked with had 25 clients in the same industry, all with similar needs. It was a smooth process; quick deals, happy clients, solid results. But here’s the catch: when they took a closer look, they realized they’d been leaving?massive opportunities?on the table. With a little digging, they uncovered hidden client challenges and unmet needs that could have?tripled the size of their deals. The takeaway? Success can be the enemy of innovation. At Somersault Innovation, we teach sales professionals to challenge assumptions and shift from “selling” to “co-creating.” By adopting?Design Thinking?principles like asking deeper questions and connecting with your client’s world, you can uncover opportunities you didn’t even know existed. Here’s your challenge this week: What’s one question you can ask a client to uncover something new about their business or customers? When you make curiosity your superpower, the possibilities are limitless. #SalesInnovation #DesignThinking #TrustedAdvisor #SalesSuccess

What if the key to solving your prospect’s biggest challenges isn’t in what they say but in what they do? The?chairsides?method lets you observe your prospect’s workflows in real time, uncovering inefficiencies and pain points they might not even realize exist. It’s discovery that goes beyond the surface. Imagine presenting solutions that directly address what you’ve seen firsthand; solutions that build trust, streamline workflows, and close deals faster. Ready to learn how? Check out our latest article! #SalesDiscovery #Chairsides #TrustedAdvisor #SalesStrategy

“Discovery is just about asking more questions.” “Discovery ends after the first meeting.” Sound familiar? These myths have been floating around for far too long. But let’s set the record straight: Effective discovery is about?quality, not quantity. It’s about asking the?right?questions and actively listening. It evolves as you engage with more stakeholders, uncovering insights that build trust and position you as a partner, not just a vendor. And here’s the kicker: Discovery doesn’t stop at solving pain points. It’s also about spotting growth opportunities that deliver real value. Curious to see more? Check out the infographic below that busts the biggest myths about discovery and shows you how to elevate your process. Which myth have you run into the most? Let’s debunk it together, drop your thoughts in the comments! #SalesDiscovery #MythBusting #TrustedAdvisor #SalesSuccess #ComplexDeals

Ever been stuck in a discovery meeting, drowning in vague answers and theoretical jargon? You nod, take notes, and wonder,?“Am I really getting the full picture?” Here’s the truth: sometimes, words just aren’t enough. That’s where the?"SHOW ME" comes in. Instead of asking your prospect to explain their processes, ask them to?show you. It’s a game-changer. Here’s how to use it effectively: 1?? Observe, don’t assume Ask your prospect to walk you through their current workflow. Watch how they perform key tasks. Where do they pause? What workarounds do they use? The smallest frustrations can reveal the biggest opportunities. 2?? Ask clarifying questions in real time As they show you their process, ask, “Why do you do it this way?” or “What’s the biggest pain point here?” This keeps the conversation focused on uncovering actionable insights. 3?? Look for moments of friction or inefficiency Is there a manual step that could be automated? A recurring error that slows everything down? These are your golden opportunities to offer solutions that create real value. By seeing their challenges firsthand, you gain a deeper understanding and can tailor your solutions more effectively. So, next time you’re stuck in a discovery loop, skip the theoretical and go for the tangible. Ask them to?"Show Me". You’ll be amazed at what you uncover. #SalesDiscovery #ShowMeTool #TrustedAdvisor #SalesStrategy #ComplexDeals

Think you know discovery? Think again. There’s a lot of bad advice floating around, like “just stick to the script” or “ask more questions.” Sound familiar? Sure, those tactics might scratch the surface, but real discovery? It digs deeper. It challenges assumptions. It uncovers what your prospect?isn’t?saying. That’s exactly what we’re busting in our latest video. We take the myths, flip them on their heads, and show you how to turn discovery into your superpower. Ready to rethink your approach? Hit play. Let’s bust some myths and elevate your game. What’s the biggest myth about discovery you’ve heard? Share below, we are all ears. #SalesMythBusters #DiscoveryDoneRight #SalesLeadership #TrustedAdvisor #SalesInsights

“Just map the customer journey, and you’ll unlock all their secrets!” Yeah, that’s what they told me. So, I meticulously crafted the world’s most detailed customer journey map. It had arrows, color-coded touch points, and even a few strategically placed clip-art emojis for flair. And guess what? My prospect looked at it and said,?‘Cool diagram. What is it?’ Lesson learned: a pretty map doesn’t guarantee smooth sailing. Here’s the thing: Customer Journey Maps can be a fantastic tool, but only if you use them right. Otherwise, you’re just creating a corporate version of a treasure map with zero Xs marking the spot. So, let’s break it down. Where journey maps go wrong: 1?? Overcomplicating the map: If your map looks like a tangled bowl of spaghetti, even the most experienced sales pros will get lost. 2?? Ignoring real-life insights: Your map is only as good as the information you gather. Skip discovery, and your map’s a work of fiction. 3?? Assuming everyone’s journey is the same: Pro tip: not every stakeholder follows the same breadcrumbs. How to make journey maps actually useful ?? Talk to your prospect's stakeholders. Like,?all?of them. ?? Use the map to find gaps, friction points, and opportunities; not just to impress people with your graphic design skills. ?? Keep it simple. The fewer arrows, the better. The real treasure? Using that map to solve problems and close deals. Have you ever used Customer Journey Maps as a discovery tool? What was your experience? Drop your stories in the comments, we are here for it. #SalesStrategy #CustomerJourney #DiscoveryDoneRight #SalesHumor #ComplexDeals