How to use Mental Models to Close More Deals, with Sunne Kumaar, Global Vice President of Sales at ServiceNow
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Sunne Kumaar, Global Vice President of Sales at ServiceNow. They discuss what a mental model is, how to recognize mental models, and how mental models can be applied to building successful sales teams.
Sunne has held the position of Sales Director at Salesforce and Accenture. Sunne has a wealth of knowledge and experience of international trade. Additionally, he reads widely and keeps up with various commercial and technological trends.
- Sunne’s LinkedIn
- Sunne’s Twitter
- Service Now’s Website
- Sunne’s Book Recommendation – The Most Important Thing by Howard Marks
00:32 – 01:30 – Sunne’s Story
01:57 – 03:52 – What is a mental model?
04:04 – 06:47 – The 5 Whys – and how to use it to get to the root cause
07:08 – 10:12 – How to use the 5 whys in your sales process
10:51 – 16:40 – How ServiceNow used First Principles to trigger 150% YoY growth
18:14 – 26:21 – Using Inversion to prevent deals from slipping or from being lost
27:06 – 28:31 – How to use Inversion sparingly to drive the most value
29:34 – 31:20 – How to recognize mental models and use them in your day-to-day
31:30 – 37:33 – How Occam’s Razor can be used to take a simple approach that works first before building complexity on top that can scale
38:41 – 42:17 – How to find the balance between a simple process that everyone can understand and allowing the emotional art of sales to thrive
42:40 – 45:32 – Sunne’s Book Recommendation: Howard Marks – The Most Important Thing
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