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Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue
You've worked hard to make your sales operation a success, and you've achieved results. But in an age of ever-changing technologies and increasing customer demands, if you're selling like you always have, you're leaving deals on the table--and reducing potential. You can reinvigorate your sales organization, create new opportunities, and build competition-proof customer relationships when you start thinking like a designer.Design Thinking is a customer-centric innovation process that transforms the way one sells, whether it's an inside sales team or a group of field reps with multimillion-dollar portfolios. Welch and Jones's proven Sell by Design methodology will reduce the time it takes to get a first call, build pipeline, and increase deal size. And it reestablishes a deeper human connection in an era of automated response.Naked Sales will show you how firms like Salesforce, Hyland Software, and Ellie Mae are using this approach to stay customer-centric and increase revenue.Learn more at somersaultinnovation.com.
- GenresBusiness
89 pages, Kindle Edition
Published October 15, 2017
46 people are currently reading
127 people want to read
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Displaying 1 - 17 of 17 reviews
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November 4, 2017Normally we like books on how to sell more stuff. Having studied at the feet of three top salesmen, we have observed what it takes.
Naked Sales works hard to teach readers what it takes to excel in sales. However, it is a lot like playing skeeball. Naked Sales by Ashley Welch and Justin Jones hits the 40 point skeeball hole but never makes it to the 50 hole.
What we mean is that they really come close to teaching what it takes to make great sales, but then they undo it.
Why do we say this? If you are in sales, no one is going to say, “I would buy from that person if only they would use a little more street language in their conversation.”
We aren’t saying that the book contains vulgar language. What we are saying is that one must avoid using words that one would expect from an uneducated person.
Also, in one graphic, the caption says “Client Could Care Less”. Probably what they meant to say is “Client Couldn’t Care Less.” Are we nitpicking? Maybe. But, if one is trying to improve his sales, he must put his best foot forward.
If you are trying to convince someone that you know your product will fill their need, you diminish your credibility when you don’t speak professionally.
Naked Sales is a good book and is deserving of three out of five stars. If one is looking to improve his sales, he will want to fill in the gaps that Naked Sales leaves by reading Dale Carnegie’s How to Win Friends and Influence People. He may also wish to pick up a copy of All In by Bill Green. Polish this up with How I Raised Myself From Failure to Success In Selling by Frank Bettger.
These four books together will give the prospective salesperson everything needed to be a super success in selling.
We were sent a complimentary copy of this book. We are under no obligation to write any review, positive or negative.
We are disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255.
Naked Sales works hard to teach readers what it takes to excel in sales. However, it is a lot like playing skeeball. Naked Sales by Ashley Welch and Justin Jones hits the 40 point skeeball hole but never makes it to the 50 hole.
What we mean is that they really come close to teaching what it takes to make great sales, but then they undo it.
Why do we say this? If you are in sales, no one is going to say, “I would buy from that person if only they would use a little more street language in their conversation.”
We aren’t saying that the book contains vulgar language. What we are saying is that one must avoid using words that one would expect from an uneducated person.
Also, in one graphic, the caption says “Client Could Care Less”. Probably what they meant to say is “Client Couldn’t Care Less.” Are we nitpicking? Maybe. But, if one is trying to improve his sales, he must put his best foot forward.
If you are trying to convince someone that you know your product will fill their need, you diminish your credibility when you don’t speak professionally.
Naked Sales is a good book and is deserving of three out of five stars. If one is looking to improve his sales, he will want to fill in the gaps that Naked Sales leaves by reading Dale Carnegie’s How to Win Friends and Influence People. He may also wish to pick up a copy of All In by Bill Green. Polish this up with How I Raised Myself From Failure to Success In Selling by Frank Bettger.
These four books together will give the prospective salesperson everything needed to be a super success in selling.
We were sent a complimentary copy of this book. We are under no obligation to write any review, positive or negative.
We are disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255.
August 21, 2018
El framework propuesto, alrededor de design thinking, es sencillo y fácil de aplicar. Si no tienes conocimiento alguno sobre Design thinking, mas bien parece un pitch de su curso ya que no da detalles profundos sobre como desarrollar los pasos.
November 5, 2017
This short, breezy book offers a way of thinking about sales that pushes the salesperson deep into the life of the customer, or the customer's customer in the case of B2B. While the concepts are not really new, the "design thinking" gloss is a useful way of approaching the analysis of the customer experience. If you follow the principles in the book, you'll almost certainly end up with a deeper understanding of what makes your customers tick.
February 1, 2019
Easy to read. It's not egotistical like many sales books. This book will be easy to reference and will be nice to glance back at. Since it's so easily digestible, it makes it easy to understand the concepts and think about how you can apply it while you're reading.
I would certainly recommend this book to other sales professionals. I would have given it a 5/5 but there was some redundancy and nothing stood out to make me go "WOW".
I would certainly recommend this book to other sales professionals. I would have given it a 5/5 but there was some redundancy and nothing stood out to make me go "WOW".
February 21, 2021
User Research-Insight Generation-Solution Experimentation!
A very brief and effective narration about the benefits of Design Thinking in Sales.
Title of my review is the foundation of Design Thinking.
Authors detail out the importance of Story Telling, Empathy, Sketching and many more tools that in turn help an organization to grow.
A good book to start off in the journey of Design Thinking.
A very brief and effective narration about the benefits of Design Thinking in Sales.
Title of my review is the foundation of Design Thinking.
Authors detail out the importance of Story Telling, Empathy, Sketching and many more tools that in turn help an organization to grow.
A good book to start off in the journey of Design Thinking.
April 26, 2024
"Don't worry about winning or losing the deal. Hold your ideas lightly. See how the client responds."
"The client shouldn't feel convinced, persuaded or obviously sold. They should see their fingerprints all over the deal."
My takeaways from this are: draw on calls and do discovery from the customers perspective! Go to their store, call and act like a customer, get insights.
Loved all the stories in this.
Fantastic sales book!
"The client shouldn't feel convinced, persuaded or obviously sold. They should see their fingerprints all over the deal."
My takeaways from this are: draw on calls and do discovery from the customers perspective! Go to their store, call and act like a customer, get insights.
Loved all the stories in this.
Fantastic sales book!
December 25, 2017
Naked Sales brings design thinking into the existing sales methology. It has created insights for the modern salesperson. and added value onto the classics like The Challenger Sale to aid the modern salesperson how to tackle the complex selling environment today.
This book is highly worth a read. It's simple, short and pack a solid punch.
This book is highly worth a read. It's simple, short and pack a solid punch.
May 24, 2021
Great book for sellers wanting to truly connect with clients
Everything in this book resonated with me and aligned with my thinking of sales success. I love the Design Thinking angle on this... it totally makes sense and they do a great job of incorporating storytelling to build a connection with the reader. Definitely recommend.
Everything in this book resonated with me and aligned with my thinking of sales success. I love the Design Thinking angle on this... it totally makes sense and they do a great job of incorporating storytelling to build a connection with the reader. Definitely recommend.
October 22, 2020
Wonderful and concise
Wonderful book.Three key take aways and validation for me
1. Use sketching instead of PowerPoint ( wherever possible)
2. Use first person narrative in stories
3. Understand problems and experiences of your customers customer
Wonderful book.Three key take aways and validation for me
1. Use sketching instead of PowerPoint ( wherever possible)
2. Use first person narrative in stories
3. Understand problems and experiences of your customers customer
November 11, 2020
Short, easy to read, to the point, and includes clear and specific details on how to be a better seller by putting the customer and the customer's customer at the center of everything you do. All conversations should be open-minded to co-create solutions together. Great book.
December 24, 2022
This was a very quick read. The quality of the material was very good but I felt it left a bit to be desired. It does not at all touch on the close of the deal. Now that you have determined the story to tell, why next? Worth the read though!
July 15, 2018
Got it from Salesforce when working as a designer. Short and sweet. Not super helpful for designers but their summary about design is actually quite brilliant.
September 2, 2018
Nothing new for me...concise easy read. I hope this helps sales people be better!
November 5, 2019
Good intro to design thinking. A bit rudimentary if you know the tools but interesting to see in a sales context that can be used without a full-on workshop
May 23, 2023
Simple but clear & impactful message
December 30, 2023
Hands on och smidig bok. Fortfarande relevant, men koncepten är så pass vedertagna numera att alla andra säljböcker lär ut samma sak. Bra för repetition och minnesvärda exempel tas upp i boken.
October 5, 2020
One of the few books that attempt to apply Design Thinking to the Sales Process. Found that it maps to much of the work that our team has been trying to do independently. Re-enforces my hypothesis that we need to approach the sales process differently and focus on User Centered Design principals. I believe this especially true for start-up and scale-up companies.
Displaying 1 - 17 of 17 reviews