Use creativity, empathy and innovation to win customers and boost sales

Bringing a whole new toolkit to your Sales Team

It can be tough out there.
You’ve got a great product, a high value service offering, a compelling reason for prospects to buy and a really committed business development and account management team.
But still it’s a struggle to turn those prospects into clients, and then those clients into retained long term customers.

The most common challenges we hear about…
“We lack a clear strategy or unified approach to Sales & Business Development”

“Our understanding of ideal prospects could be better, we rely on basic segmentation and anecdotal stories”

“Our sales cycles are too long, we really need to close deals faster”

“Lead nurturing and qualification is at times slow and inconsistent”

“Brand, sales and marketing strategies seem disconnected”

What if you could bring to your team a new set of skills beyond learning ‘how to get better at selling’…

The need for people in B2B Sales to expand their existing toolkit to include
human-centred problem solving, empathetic research and creative thinking is essential so that they can confidently meet the growing needs of prospects and clients.

Gartner have identified the need for B2B sales people to become ‘sense-making’ guides on the buyer journey, offering high quality information and resources across multiple touchpoint and on different channels.
For many organisations this means taking a different approach that means acquiring some new skills and applying a different mindset so your team are upskilled, ready and able.

Design Thinking already has many proven tools and valuable techniques that we can use to help.

How? Using the Design Thinking Advantage

Customer empathy

Simple segmentation and targeting is no longer going to cut it. You need to go deeper to understand your clients’ true needs, behaviours and pain points.
Map out what prospects and clients do, say, think and feel.

Journey Mapping

Customer Journey Mapping to visualise and enhance the entire client experience - find the gaps and pain points in your lead nurturing strategy.

Persona development

Craft detailed client profiles for highly targeted and personalised strategies and work out what really influences your audience and inspires them to action.

Ideation

Generate innovative solutions with cross-functional collaboration - eg create and frame a sales pitch and story to help your sales people become trusted guides throughout the buyer journey.

Prototyping and feedback

Quickly test and refine your new ideas for maximum impact so you become more efficient and focus on the plays that win.

Our workshops

The most efficient way to bring your people and teams together. We foster collaboration, align goals, and ensure everyone is on the same page, in a fraction of the time it takes with multiple meetings.

Not just thinking, but doing.
How we work with you so you win.

Insight - Learn more about your customers
We’ll dive in and use tools such as personas, empathy maps and journey mapping to really zoom in on client/prospect needs and behaviours and look at where the gaps are in your own process.

Ideate - Generate new ideas for guiding them through the buyer journey
We’ll problem solve, collaborate and generate ideas together - from new ways to influence prospects, improvements in lead nurturing and better ways to demo the value in your offering.

Accelerate - Deliver and measure
Identify metrics for success. Prioritise experiments to run and validate, then execute.

Create playbooks, tactical guides and other assets that your teams can use in their work.

Getting started is easy.

Answer a few questions using this simple form.

With that information we can start putting together an early idea of what a programme could look like.

Matthew Prosser - Sales Director EMEA, Agilysys

“This workshop really helped us to understand some of the challenges and think differently so we could develop new ideas and solutions in an inclusive, efficient and structured way. The team loved it and we now have some tangible next moves.”

Working with a leading Hospitality Software organisation on Sales strategy in EMEA. The first part was a ‘hands-on’ introduction to some easy tools and techniques in design thinking.

If you need to get people to think differently and start flexing their problem solving muscles this is an ideal starting point.
Read about it here.

About me

I’ve worked in brand, marketing and design for over 30 years. In the last decade my area of interest has been design (and strategic) thinking.
I’m deeply committed and energised by collaboration, innovation and creativity, and my goal is always to bring people together to think differently and do great work, turning ideas into action - whether teams are distributed or all in the same room.

Over the years I’ve worked with start-ups, SMEs and well known enterprise organisations such as IKEA, Sainsbury’s, M&S, the London Metal Exchange and more.
My ‘Strategy is Creative’ Miro template won an award in 2024 and I’m a Miro ‘MVP’. In 2022 I completed AJ&Smart’s renowned Workshopper Master course.

I work with a number of experienced design thinking and innovation consultants to deliver UpLift for Sales Teams.

More about Design Thinking and Sales

The top Sales Teams are already using design thinking to innovate and win customers faster.

How Top Sales Teams Use Design Thinking to Win Customers Faster
https://www.youtube.com/live/Ch_Cf8MRAUs?feature=shared