Demand-Side Sales 101 - Stop Selling and Help Your Customers Make Progress

Key Insights from the Book

1. Understanding the customer’s struggle for progress: This book emphasizes the need for understanding customer's struggles and how your product or service can help them make progress.
2. The Jobs-to-be-Done (JTBD) theory: The book revolves around the Jobs-to-be-Done theory, emphasizing that customers do not buy products, they hire them to do a job.
3. Reframing sales as helping: Sales are not about convincing customers to buy, but about genuinely helping them to make and see progress.
4. Role of demand in sales: Demand is not created by the supplier but already exists in the market. The role of...

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