JTBD Research Startups
Zero to One – Can you use JTBD?
Can you use Jobs to be Done if you’ve got no customers? This was a topic I discussed on the podcast with Lenny Rachitsky, titled the Ultimate Guide to JTBD.
Flip the lens on your innovation practice.
Articles
Demand-Side Sales Sales
Why I have a big problem with TAM
TAM is the first step of market sizing whereby we look for the total demand for a product – but are we using the right data?
Learning to Build Prototyping
Prototyping to learn: Look at the Problem as a System (and don’t A/B test yet)
As entrepreneurs we have this habit of looking at an issue as “one problem with one solution”. This is know as red line development. When you don’t look at a situation broadly enough, you end up defaulting to conduct A/B testing.
Demand-Side Sales Innovation Sales
What’s the difference between an inventor and an innovator?
Bob shares the key differences between innovation and invention. He discusses the traits, the thinking, and the skills.
Interviews Learning to Build Sales Unpacking Language
What to do when your customers aren’t telling the truth
Spoiler: They’re not doing it on purpose, you’re just not asking the right questions.