How Would You Beat Your Sales Quota in a Downturn Using Jobs-to-be-Done?
Description
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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