Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress
A book review to help salespeople and regular people sell better
I was drawn to this book when I saw Jason Fried of Basecamp and Hey had written the forward, and, while reading in his forward an anecdote about his experience selling sneakers (if the shoes don’t feel good in a customer’s hands, they don’t even make it onto their feet; customers want to avoid shoes that hurt them versus shoes that feel great; they don’t care about the technical details of the cushioning or the materials) and how Bob Moesta — the author of Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress — helped him in the case of Basecamp to better sell not software but a suite of jobs to be done, from giving transparency to project managers to individuals more clearly planning their household projects.
“People rarely buy what the company thinks it’s selling.” — Peter Drucker
If I can try to describe the book in a sentence: This book is helping people take a closer look at the demand side of their sales process, to pay more attention to their customers, to sit with them, to listen to them, to understand what jobs they are trying to get done.
