Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

It gives you highest level of self respect plus multiple times increase in income, both dt the same time, going hand in hand.

What a terrific book, must read for anyone who want to improve their understanding of how people perceive products and go through a buying decision. Book has learning for everyone who builds products, UX, sales etc. Bob Moesta has distilled his years of experience into this nugget of wisdom, kudos.

I did not like the writing style of the book. Take too long to explain the concept. The size of the book and printing makes it difficult to read and see the illustration in the book. I would not recommend this one.

Livro muito bom! Passa por temas importantes da metodologia jtbd e da exemplos práticos e estudos de caso. Recomendo muito!

In the end, there is no such thing as "selling." There is only "helping people buy." Or, as Bob Moesta would say, "helping people make progress."Bob taught me that lesson many years ago, and I consider it maybe the most valuable lesson I've learned in business. Valuable in the business sense, in that it earned our company millions of dollars I'm certain it wouldn't have earned any other way. But even more valuable in a personal sense, in that learning to "sell" Bob's way allowed me to sell by genuinely helping others. He taught me to stop "persuading" and "convincing" customers, and start understanding what customers were really trying to do in their lives, often even better than they themselves could, and helping them do *that*.Until I learned that lesson, and how to actually do it day in and day out (easier said than done), I HATED sales. With a passion. At the best of times, I felt awkward about selling; at worst, I felt it was destroying my soul.But learning the "demand-side" approach was a breakthrough: it's endlessly motivating to help people, and when you learn, as Bob and Greg teach here, how to ask the right questions (and how to make sense of the answers), you'll realize that there are nearly endless ways to help people (and therefore, endless opportunity), and they will happily pay you a premium when you really figure out how to do it.That's why I'm so excited to see this book published and out in the world -- it's a short, practical guide to selling the "demand-side" way, written so that you can actually start using the method the day you're done the book.I consider it one of the 5 top business books in the last 15-20 years. It's that important. Principles, by Ray Dalio; Rework, by Jason Fried and David Heinemeier Hansson; High Output Management, by Andy Grove; Primal Leadership, by Daniel Goleman. Those are the ones I keep coming back to.Now, "Demand-Side Sales 101" by Bob Moesta and Greg Engle goes right up there with those, an instant and timeless classic. I couldn't possibly recommend it any more strongly. Get it on your bookshelf, put it into practice, and enjoy the breakthroughs that follow.

I’ve been following Bob Moesta’s work on Jobs To Be Done theory for a while and I love it’s straight forward application to selling. The book is very approachable and easy to understand while offering some fascinating insights. Bob doesn’t pretend that putting this into practice is easy, but it is now at least possible.

Insightful, actionable, inspiring and game changing. This book will help you reframe the way you see sales and much more.

This book is a paradigm shift for me on effective selling. By moving the emphasis away from shifting products and services (supply side or push) toward helping the customer by understanding their specific underlying needs and guiding them to make the necessary trade offs (demand side or pull) you design a process that adds value and addresses the risk off buyer's remorse later on.It takes you through the customer decision process toward meeting their underlying and sometimes unarticulated needs. Very useful framework on selling in a way that shows genuine concern for helping the customer effectively and one I will reread again to internalise and apply. A useful book for all seasoned and aspiring sales and business professionals.