Bobby MoestaInnovator, Entrepreneur, Professor and Advisor

What is the Premise of 'Demand-Side Sales' #sales #demandsidesales #bobmoesta

17 Jul 2023 · 1 min

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In this segment Bobby Moesta outlines the core idea of demand‑side sales. He argues that sales should start by understanding how buyers actually make purchasing decisions rather than focusing on how sellers think they should sell. The sales process is therefore a response to the buyer’s desired progress. Demand is not generated by the product itself but by the buyer’s “struggling moments” – specific points of friction or unmet needs. Identifying these struggling moments is essential, because it allows sellers to design a sales process that helps the buyer move forward, creating genuine demand.

Chapters

Oh, oh, oh. The basic premise of demand-side sales, right, is that the fact that, that what we want to be able to do is understand how people buy as opposed to how we should sell. The sales process is an effect, right? How do we actually figure out how to understand how people want to buy? And we should design our sales process based on the way people want to buy or the progress they're trying to make. But a lot of times we don't actually think about What it's like to make one individual sale. How do we see things from the demand side, and that the demand is created by struggling moments, not by products? And that finding struggling moments is the key to actually helping people make progress.