The UX of Sales :: A small book

I have embarked on the process of writing a small book about this and have decided to preview much of the material here on my site and on Medium.

Here is the tentative table of contents that I am going to cover in this material.


Part 1: The UX of Sales
The way we used to do things
The UX Process: A refresher
The Sales Questions
Understanding your buyers
The Proposal
Coauthoring with your clients
Testing and Iterating
Showing Your Work
What About RFPs?
Lessons Learned

Part 2: Telling Your Story
Intro to part 2
Learnings from a hiring manager
Selling Yourself
What Hiring Managers Are Looking For
The Package – Bio, Resume, Portfolio
For the Interaction Designer
For the Visual Designer
For the Design Manager
Presenting your work
To agencies
To in house teams
To start-ups
The Design exercise
The pros and cons

Part 3: Closing The Deal
Business Matters
Legal Stuff
The Contract or Statement of Work (SOW)
Hourly versus Time and Materials
Bringing on subcontractors

Wrap Up