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"I don't need to sell my product; I need to help people buy it." On today's Circuit Breaker Show, Bob and Greg discuss their book Demand-Side Sales. They will talk about why they wrote it, and what they learned from it. They'll also talk about what they believe to be the most difficult challenge for people implementing demand-side sales.
Series 2: Episode 4 | 31 January 2023
When you do a survey or ask a customer in a very generic way, "Why did you buy this?" and they say, "On impulse," that's just a way to shut you down. On today's episode of the Circuit Breaker Show, Bob and Greg unravel impulse buys.
Series 2: Episode 3 | 24 January 2023
On today's episode of the Circuit Breaker Show, Bob and Greg go over the difference between "restocking" and "shopping" and show you how to get your customers into the habit of buying.
Series 2: Episode 2 | 17 January 2023
On today's episode of the Circuit Breaker Show, Bob and Greg talk about the empathetic perspective in Bob's new book, Learning to Build.
Series 2: Episode 1 | 10 January 2023
"I see prototyping as a tool that I can use on both the supply and demand sides." In today's episode of the Circuit Breaker Show, we take a closer look at one of the skills Bob discusses in his book prototyping to learn.
Series 1: Episode 15 | 5 July 2022
When we are at a very early stage of the development process, it is very difficult to get big data. In today's episode of the Circuit Breaker Show, we take a look at Big Data to show you how to develop better products.
Series 1: Episode 14 | 8 June 2022
“When you're actually in the B2B space, you need to satisfy both the consumer and the customer.” In today's episode of the Circuit Breaker Show, Bob and Greg discuss the distinction between a customer and a consumer and how you can distinguish the two.
Series 1: Episode 13 | 6 June 2022
"Another essential ingredient to non-consumption is a desire to be better." In today's episode of the Circuit Breaker Show, we dive into unpacking non-consumption and how it helps people grow their businesses.
Series 1: Episode 12 | 1 June 2022
“So the jobs existed, but the change to a new product did not change the jobs. It changed the solutions that were available to satisfy the jobs.” In today's episode of the Circuit Breaker Show, Bob and Greg chat with Matt Sheppard, Associate and Principal at The Re-Wired Group, about the fact there is no such thing as a new idea.
Series 1: Episode 11 | 6 May 2022
Is your innovation plagued with biases that prevent you from becoming customer-centric? In today's episode of the Circuit Breaker Show, we talk about the biases innovators need to drop and the paradigm shifts they should adopt to help them use Jobs To Be Done (JTBD).
Series 1: Episode 10 | 6 May 2022
