Demand-Side Sales Sales
Synching selling to the way people buy
Traditional sales are not in sync with the way people buy. They say up to 60% of b2b purchase processes end in no decision. That’s because we overwhelm our buyers.
Flip the lens on your innovation practice.
Articles
Interviews Jobs To Be Done
JTBD interviews: How many do I need to get meaningful answers?
Our approach means we don’t need to conduct 100 or 1000 interviews to get our answer, we are able to do it in fewer.
Buyer Personas Jobs To Be Done
JTBD versus Buyer Personas
JTBD is all about what people are going to do next, it’s not about the Job they do now. That’s why you can’t over simplify your audience.
Interviews Jobs To Be Done
How to improve your JTBD interviewing skills
You know when you’ve done a good job when they’re laughing or showing emotion with you. If they say, “boy, that’s a really good question i haven’t thought about that” you’re on the right track.
Jobs To Be Done
What should a JTBD include?
What separates us from other practitioners of Jobs to be Done (JTBD), is we talk about the functional, emotional and social components. For a Job to be truly complete, it needs all three elements.