Bobby MoestaInnovator, Entrepreneur, Professor and Advisor

Why Demand-Side Sales? #sales #demandsidesales #bobmoesta

15 Jul 2023 · 1 min

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In this brief interview, Bobby Moesta explains why he authored the book Demand‑Side Sales. He describes his background as an engineer who has built products across seven startups, and how early in his career he realized that success required not just creating a product but convincing people to buy it. Moesta notes the lack of formal sales education—there are no “sales professors”—and how real‑world selling proved far harder than he was prepared for. He credits his success in sales to adopting the Jobs‑to‑Be‑Done framework as the primary lens for understanding customer needs and positioning his product accordingly.

Chapters

Why did you write Demand Side Sales?
Great question, right? I'm an engineer. I've always wanted to, you know, I've been building product my whole life, but what I realized very early in my career is that I had to actually, you know, one is either convince people to buy my product, or the fact is, is the more and more I actually understood that I actually had to, you know, help understand where they wanted to go and get my product in their way. Why are there no sales professors? Like, in having done 7 startups and everything that I had to do and everything's going on, like, they never prepared me for how hard sales was in the real world. The way that I learned sales and the way I've been so successful at sales is that I use Jobs to Be Done as the primary framework to do that.