In this episode, Brian Dietmeyer talks with Kayleigh Hogan about the transformative power of design thinking and empathy mapping in sales enablement. They explore how these methodologies can significantly enhance the adoption and implementation of sales tools and training by focusing on the human side of enterprise selling. Kayleigh shares her experiences and successes in driving remarkable adoption rates through a human-centered approach to problem-solving, making this episode a must-listen for anyone looking to improve sales enablement strategies and outcomes.

Timestamps:

00:01.93 Introduction to Kayleigh Hogan and the topic of design thinking and empathy mapping in sales enablement.

01:00.24 Kayleigh discusses the spectacular adoption rates achieved through design thinking.

01:25.77 Explanation of design thinking and its historical background.

03:10.90 Kayleigh shares insights on empathy mapping and its impact on stakeholder buy-in.

08:02.80 Collecting data through various methods for empathy mapping.

10:56.54 Kayleigh discusses the importance of stakeholder feedback in the design process.

16:09.78 The significant impact of a well-designed account planning tool on adoption rates.

24:01.53 Kayleigh and Brian discuss the human aspect of sales enablement and the importance of caring about the work.

28:33.67 Closing thoughts and appreciation for the discussion.