bobmoesta

In this episode, Rob Cameron interviews Bob Moesta, based in Grosse Pointe, Michigan, USA. For more than 40 years, Bob has been inventing and creating things. He has worked with legends such as W. Edwards Deming, Dr. Genichi Taguchi, and Prof. Clayton Christensen, Jason Fried & Ryan Singer.

Bob assists small-medium business owners by helping them help their customers make progress, the main priority in one of his books. Bob expounds on the fact that customers buy a product for a reason, and it’s the business owner’s job to look for it. Look for the problems that customers are experiencing.

This Cast Covers:

• Bob Moesta’s innovations.
• Everything happens for a reason.
• Helping employees find the work that they want.
• Supply-side value and Demand-side value.
• Finding the frictional factors.
• Understanding who your customers are.
• Utilization of the Pareto principle.
• The five W’s and two H’s.
• Finding the solution to the customer’s problem.
• Helping customers make progress.

Links:

• Bob’s LinkedIn
• Bob’s Twitter

Additional Resources

• Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress by Bob Moesta

 

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Quotes:

“Deming would always say nothing is random, everything is caused we're just not smart enough to know all the causes.” — Bob Moesta.

“They don't randomly leave; they leave for a reason.” — Bob Moesta.

“I'm trying to find the frictional factors that are holding them back from moving.” — Bob Moesta.

“By talking to people who bought my product, and understanding what context they were in, what outcomes they wanted, …, helps me understand how to go find other people like them.” — Bob Moesta.

“What you have to do is you have to figure out what problem they have. And how do you build something to solve their problem? That's the most important thing.” — Bob Moesta.

 

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Music from https://filmmusic.io “Cold Funk” by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I had a follow-up chat with Bob Moesta, the Founder, President, and CEO of the Re-Wired Group. The Re-Wired Group specializes in Demand-Side Innovation and they help companies and individuals grow by enabling innovation from the Demand-Side; Changing buying and consumption behavior. They identify, design, and execute marketing, selling, and buying systems for growth and focus on fast, high impact actions that lead to immediate results, growth, and insight. Their approaches, methods, frameworks, and software have helped companies grow more than 20% when their current market was down more than 50%.

Bob is a founder, maker, innovator, speaker, professor, and the author of the New York Times Best-Seller, “Demand-Side Sales 101” He is an entrepreneur at heart, engineer and designer by training, and has started, built, and sold several startups. Bob and I will be joined by James Baker from Varicon (A SaaS-based business in Tasmania) and Ben Crowley from Bulk Nutrients (Who we had on the podcast in Episode 10). 

James and Ben will ask Bob some hard questions about demand-side sales and share how they have each benefitted from the strategies and tools they learned from Bob’s recent book. Wanna learn how to kill it with your sales and scale your business? This is the episode you’ll wanna listen to. Stay tuned for more.

This Cast Covers:

• How James and Ben have used some of the tools and strategies in Bob’s book.
• Making sure you reflect your customers’ value systems when you’re marketing.
• The success that came with applying demand-side sales in Ben’s business.
• Understanding the true needs of customers before building a product around it.
• The six steps that customers go through before they decide they wanna buy a product as a solution to their problem.
• Bringing together customer discovery and the sales process in an effective way.
• Why so much of marketing involves not trying to solve problems that customers have.
• The questions you should ask yourself to understand what your customers are buying.
• One out of the 3,500+ products that Bob has been responsible for that he’s proud of in terms of solving a problem.
• Having a thousand paintings before starting a gallery: One of Bob’s core hobbies
• Some really great tips on how to build a high-performance team.

Additional Resources:

• The Re-Wired Group
• Demand-Side Sales 101 By Bob Moesta and Greg Engle

Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod (https://incompetech.com). License: CC BY (http://creativecommons.org/licenses/by/4.0/

With so many moving pieces, it can be hard to truly understand why your customers actually bought from you. But fear not, because a simple framework called Jobs To Be Done will ensure you're giving your customers exactly what they need. The co-architect of the Jobs To Be Done framework Bob Moesta joins Katelyn Bourgoin to explain

In this episode, I interview Bob Moesta, the Founder, President, and CEO of the Re-Wired Group. The Re-Wired Group specializes in Demand-Side Innovation and they help companies and individuals grow by enabling innovation from the Demand-Side; Changing buying and consumption behavior. They identify, design, and execute marketing, selling, and buying systems for growth and focus on fast, high-impact actions that lead to immediate results, growth, and insight. Their approaches, methods, frameworks, and software have helped companies grow more than 20% when their current market was down more than 50%.

Bob is a founder, maker, innovator, speaker, and now a professor, and he enjoys making innovation more predictable and successful for entrepreneurs and enterprise leaders. Among the principal architects of the Jobs to be Done theory in the mid-90s along with Harvard Business School Professor Clayton Christensen, Bob has continued to develop, advance, and apply the innovation framework to everyday business challenges. He is a fellow at the Christensen Institute and has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including defense, automotive, software, financial services, and education, among many others. 

The Jobs to be Done theory is just one of 25 different methods and tools he uses to speed up and cut costs of successful development projects. He is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University’s Kellogg School of Management. He is an entrepreneur at heart and engineer and designer by training. He has started, built, and sold several startups. Bob started out as an intern for Dr. W. Edwards Deming, father of the quality revolution, and worked with Dr. Genichi Taguchi extensively. He traveled to Japan and learned first-hand many of the lean product development methods for which so many Japanese businesses, including Toyota, are known. A lifetime learner, he holds degrees from Michigan State University and Harvard Business School. He has studied extensively at Boston University’s School of Management, MIT School of Engineering, and Stanford University’s “D” School. Stay tuned to gain from Bob’s wealth of expertise on matters demand-side sales and it will definitely help you change the growth trajectory of your small business upwards.

This Cast Covers:

• Starting seven companies and letting other people run them once they top $50 Million.
• Moving away from managing more people and selling to focus more on doing work.
• From engineer to helping people in the defense and food industries build products, to becoming a highly successful serial entrepreneur. 
• Continuous learning to gain horizontal skills that helped him communicate with the right people.
• His guest lecturing work and how his books are helping educate future innovators.
• Starting the entire sales process by understanding why people buy in the first place.
• Demystifying what Demand-Side sales is all about and why it’s important when growing a small business.
• The value of understanding the forces of progress.
• Translating the three motivations of progress into the dimension of product.
• A great example of how powerful Demand-Side sales can be for a business.
• Innovating by learning enough fast enough and focusing on the things you struggle with by either eliminating them or figuring out new ways to them.
• The importance of realizing that sales is much about timing and listening that it is about you as the business owner. 
• Learning to understand demand instead of getting obsessed with pushing a product.

Additional Resources:

• The Re-Wired Group
• Dark Horse By Todd Rose
• The End of Average By Todd Rose
• How to Fly a Horse By Kevin Ashton 
• Little Red Book of Selling By Jeffrey Gitomer

Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod (https://incompetech.com). License: CC BY (http://creativecommons.org/licenses/by/4.0/