195: 3 Steps to Focus on Your Customer’s Customer

In this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness.What You’ll LearnThe importance of focusing on your customer’s customerTrue sales is about empathyHarnessing challenge into curiosityAshley’s discovery-insight-acceleration frameworkShow Agenda and TimestampsAbout Ashley Welch & Somersault Innovation [2:05]Bringing concepts of design thinking to sales [5:24]Step one: discovery [7:29]Step two: insight [14:03]Step three: acceleration [17:41]Paying it forward [25:16]Sam’s Corner [27:31]The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.Visit gtmnow.com for more episodes and other interesting content.