Demand-Side Sales 101 | Bob Moesta | BoS USA Online 2020

Bob Moesta // The Rewired Group

Should you rethink your sales process from the buyer’s perspective?*

For most of us, sales means reciting features, benefits, pressuring customers into purchasing. Selling feels icky. It’s not our fault – that’s how most selling is done. There’s a better way. Bob Moesta has taken Jobs-to-be-Done theory and flipped it to apply it to sales.

Before giving this talk Bob asked, “Why are there no sales professors?”.  There are lots of practices but really no underlying theory. We need to learn how to think like a salesperson.

In this talk, delivered at the end of BoS USA Online, Bob talks about how to help people to buy, without selling. He takes us through the six steps of a customers journey from ‘first thought’ to ‘on-going use and building habits’. Knowing this journey can help you to position your product differently and help your customers buy.

* Of course, the answer is ‘yes’.

also available on the podcast

Video and Slides below



Transcript coming soon

Get the book



Get your Fall BoS Conference Ticket

27 - 29 September 2021, Online

BoS Conferences are the events professional CEOs and serious founders attend to learn how to build, run, and scale successful software companies.

First batch of speakers and sessions have been announced. Attendance is limited to 300 spots.

"The only place where I feel, professionally, amongst my peers." — Scott Farquhar, founder and CEO of Atlassian

"Software people of the world: If you haven't been to a @bosconference, you should go." — Dharmesh Shah, founder and CEO of Hubspot