Demand-Side Sales 101 - Moesta, Bob; Engle, Greg
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For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste. Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from…mehr

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Produktbeschreibung
For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste. Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives-demand-side sales. ¿ Now, in Demand-Side Sales 101, you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson-you'll want to help people make progress.
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Autorenporträt
Bob Moesta is a builder, teacher, entrepreneur, author, and co-founder of The Re-Wired Group, a design and development firm based in Detroit, Michigan. Early in his career, Bob received an education in building and launching new products from renowned innovators Dr. Clayton Christensen, Dr. Genichi Taguchi, Dr. W. Edwards Deming, and Dr. Willie Hobbs Moore. The worldview he gained has enabled him to work on and launch thousands of new products over the last thirty years, be the founder of ten different companies, and become a mentor to the next generation of builders and problem solvers. Bob is an adjunct lecturer at the Kellogg School at Northwestern University and a guest lecturer at Harvard Business School, and MIT's Sloan School of Management.