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’.
Transcript coming soon
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