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.
Flip the lens on your innovation practice.
Learning and Resources
Guides, playbooks, books, podcasts and more to help you understand why your customers hire you.
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.
Interviews Jobs To Be Done Learning to Build Unpacking Language
Unpacking language to find the underlying causality
You can’t just build based on who. Unpacking language to get past the surface crap people tell themselves.
Demand Side Innovation Product Development
Rebranding the word innovation
If you talk to companies, it seems like innovation is the main goal. But with so much focus on innovation, why don’t we have more of it?
Demand-Side Sales Jobs To Be Done Sales
Using Right to Left Thinking: Applying JTBD to Sales
People in business think they know about the market… but there’s a disconnect. And this disconnect comes from our need to make sales a ‘process’ and not about demand.