How Would You Beat Your Sales Quota in a Downturn Using Jobs-to-be-Done?
How Would You Beat?
English - April 28, 2023 21:00 - 32 minutes - 22.6 MBManagement Business Entrepreneurship jtbd jobs-to-be-done innovation product roadmap product strategy marketing sales jobs theory product management product development Homepage Download Google Podcasts Overcast Castro Pocket Casts RSS feed
In this episode, we'll look at how you can beat your sales quota in a downturn using Jobs-to-be-Done (JTBD) . And today, we have a very special guest, Paul Stansik, an operating partner with private equity firm ParkerGale. Paul was previously at Bain and Company, and he was VP of sales at ITG.
✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 👉 https://www.thrv.com/jobs-to-be-done-white-paper
Key moments from today's topic on how you would beat your sales quota in a downturn:
00:00 How would you beat your sales quota in a downturn?
03:19 How the up market can hide weakness in your process?
07:12 Less data more often is the answer.
12:13 The customer’s Job-to-be-Done.
14:32 How to be more curious about your product?
18:46 How to build a buyer’s guide.
21:02 How do you choose a product category?
25:22 How do you tap into the customer's needs?
29:50 Knowing what you can’t do and being honest about it.
✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 👉 https://www.thrv.com/jobs-to-be-done-white-paper
Learn more about JTBD: https://www.thrv.com/jobs-to-be-done
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