Episode description
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.
In this talk 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.
Recorded live online at Business of Software Conference USA Online 2020.
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