Demand-Side Sales 101
by Bob Moesta, Greg Engle · first published 2020
100% recommend
Why HN recommends it
Shows how to frame sales around the customer's progress and the job they hire a product to do, rather than pitching features. Covers discovery-based selling for founders, product people and salespeople.
Summarised by Claude from recommending comments
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Bob Moesta's new book has some good pointers on it, it's currently on sale on Amazon: https://www.amazon.com/Demand-Side-Sales-101-Customers-Progr...
on “Ask HN: How to learn sales?” ↗…absolutely fabulous! It will help you understand how to position your product in the market and how to clearly communicate your benefits to them. 3. Demand-side Sales by Bob Moesta https://www.amazon.com/Demand-Side-Sales-101-Customers-Progr... This is a sales book that explores things from a jobs-to-be-done perspectives. I have found his frameworks extremely helpful. These 3 books taken together will help you understand…
on “Ask HN: I built it, nobody came, now what?” ↗…Why of the celebration you’re going to have when you’ve achieved your next big breakthrough. CC-BY-SA. [1] https://www.agendashift.com/resources/celebration-5w Edit: A much better book is Bob Moesta’s Demand-side Sales 101. Not just for salespeople, it’s the best treatment of jobs-to-be-done (JTBD) that I have come across. Who, When (their “struggling moments”), and How you might help them make progress.
on “Start with who, not why” ↗Just to add to this, a few things that can help: The Mom Test by Rob Fitzpatrick, Demand-Side Sales 101 by Bob Moesta, Continuous Discovery Habits by Teresa Torres, and this article on Risk Taxonomies by Marty Cagan https://www.svpg.com/product-risk-taxonomies/
on “The Ideation Flywheel (or how to get better startup ideas)” ↗I've had great success with Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress "For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing.…
on “I'm an engineer that needs to sell my services. Any good books on sales?” ↗…from a combination of insights from: 1) A must-read for user interviews: The Mom Test by Rob Fitzpatrick. It shows you how to uncover user needs with as little bias as possible. 2) Another great read: Demand-Side Sales 101 by Bob Moesta & Greg Engle. It helps you understand the user's “job to be done,” so you can align your product and messaging with their needs. 3) Other newsletters, and blogs I came across So here's…