21 episodes

Welcome to the Circuit Breaker Podcast where we challenge the status quo of innovation and new product development. In this show, we will discuss tools and skills, and methodologies used to build better products and make you a better consumer. Your host is Bob Moesta who is one of the co-founders of the Rewired Group and he is joined by Greg Engel, the other co-founder, and chief Bob interpreter. Join us now as we trip the circuit and give you time to reset, reorganize and recharge your brain to build better products.

The Circuit Breaker Bob Moesta and Greg Engle

    • Business

Welcome to the Circuit Breaker Podcast where we challenge the status quo of innovation and new product development. In this show, we will discuss tools and skills, and methodologies used to build better products and make you a better consumer. Your host is Bob Moesta who is one of the co-founders of the Rewired Group and he is joined by Greg Engel, the other co-founder, and chief Bob interpreter. Join us now as we trip the circuit and give you time to reset, reorganize and recharge your brain to build better products.

    S2 E4 | Reframing the Sales Process With Demand-Side Sales

    S2 E4 | Reframing the Sales Process With Demand-Side Sales

    I don't need to sell my product; I need to help people buy it. On today's Circuit Breaker Show, Bob and Greg discuss their book Demand-Side Sales. They will talk about why they wrote it, and what they learned from it. They'll also talk about what they believe to be the most difficult challenge for people implementing demand-side sales. Bob will give his perspective on between getting the first yes or no, which is more important in sales. You will learn what progress means in Jobs to Be Done and why it is so important in sales. You will discover why you, as a salesperson,  actually need to be a therapist. They'll discuss the problem of feature-benefit selling and how to make it more effective.
    You'll discover why it is difficult to apply demand-side sales to companies that have not done Jobs To Be Done. They will share how difficult it was for them to do Jobs To Be Done as well and how contracting with another company changed their sales and marketing processes. They will provide insights into the two demand-side sales courses that are yet to be launched.
    Join Bob and Greg for this thought-provoking and timely discussion.
     
    Enjoy!

    What You'll Learn in this Show:
    Why are there no sales professors? The mindset shift that most salespeople need In sales, is it more important to get the first yes or the first no?The value of understanding Jobs To Be Done when doing demand-side salesDo most companies know why customers buy their product?Why you need to hire someone to do Jobs To Be DoneTidbits about the demand-side sales coursesAnd so much more...

    Resources:
    The Rewired Group Website

    • 21 min
    S2 E3 | Unraveling the Concept of Impulse Purchases

    S2 E3 | Unraveling the Concept of Impulse Purchases

    When you do a survey or ask a customer in a very generic way, "Why did you buy this?" and they say, "On impulse," that's just a way to shut you down. On today's episode of the Circuit Breaker Show, Bob and Greg unravel impulse buys. They talk about the classic mattress, the interview with Brian Walker where he explains why buying a mattress was an impulse buy for him. This topic is covered in more detail in Competing Against Luck and Demand Side Sales 101. From a business perspective, you will see why classifying your products as impulse buys is a bad idea: It's a form of laziness. Greg will use an analogy to show how quickly people can make decisions.
    You'll learn why you should not stop when you hear the word "impulse buy". It's time to dig deeper and your job is to help people remember why. Greg will explain if Bob is an impulse buyer. You will also find out why Bob bought the rare Ohio State University medal as well as all of their efforts to get Bob to minimize his purchases. You will understand why people use shopping websites.
    Join us for this thought-provoking discussion.

    Enjoy!

    What You'll Learn in this Show:
    Is there such a thing as an impulse buy?Why classifying your product as an impulse purchase is a form of laziness. How quickly humans can make decisions.The two main categories with impulse buying Why irrational becomes rational with context.And so much more...

    Resources:
    The Rewired Group Website

    • 22 min
    S2 E2 | Shopping vs Restocking

    S2 E2 | Shopping vs Restocking

    Restocking is all about consistency, and shopping is when I have an anomaly. On today's episode of the Circuit Breaker Show, Bob and Greg go over the difference between "restocking" and "shopping" and show you how to get your customers into the habit of buying. You'll learn how to change the design of your product to make it more impactful, and that doing so may be harmful. If you have a top-selling product and change the packaging to make it better, are you really making it better or making it harder for people to find? They'll also talk about advertising and developing a more context-driven product. You'll learn how their shopping-restocking framework incorporates an empathetic perspective.
    You'll hear Bob's narrative about switching shampoos and how it fits into their shopping-restocking framework. They'll explain how you set up criteria for a Job To Be Done when you are in shopping mode. You will also understand why you should not rely on a product being "out of stock" to generate new sales. They will define the terms "restocking" and "shopping."

    Join Bob and Greg for this thought-provoking and timely discussion.

    Enjoy!

    What You'll Learn in this Show:
    The difference between restocking and shopping?Why restocking is all about habitHow you can use Jobs To Be Done when shopping and in advertising The importance of empathetic perceptive What the consequences are if you alter your product while someone is restockingAnd so much more...

    Resources:
    The Rewired Group Website

    • 26 min
    S2 E1 | Practicing an Empathetic Perspective

    S2 E1 | Practicing an Empathetic Perspective

    Really good innovators and entrepreneurs have this ability to see things and connect the dots between different views. They are empathetic because they do not judge what it is. Rather, they ask themselves, What is it? And what can we do with it? On today's episode of the Circuit Breaker Show, Bob and Greg talk about the empathetic perspective in Bob's new book, Learning to Build. Bob will explain why he does not like personas and why you need them. You'll discover why the empathetic perspective is more art than science. You'll also learn why you need diverse perspectives on your team and how different worldviews are connected.
    When Bob wrote his book, he studied a lot of good innovators and entrepreneurs. You'll learn how they anticipate problems before they happen. Greg will address the most difficult aspect of having an empathetic view of people. He will also talk about his experience working in an independent living facility. You will learn why it is easier to practice an empathetic perspective in a group setting than alone. You will see why Greg is known as "Bob's Whisperer" You will also learn the steps you need to take to adopt an empathetic perspective.
    You will discover several skills that are part of an empathetic perspective. Bob will explore some of the obstacles that prevent us from adopting an empathetic perspective. You will learn how Greg maintains an empathic stance with Bob and what is the most important thing you can take away from an empathic perspective.
    Join us for this thought-provoking discussion.
    Enjoy!
    What You'll Learn in this Show:
    What is an empathetic perspective?A teaser of a future episodeHow good innovators and entrepreneurs see problems before they arise The importance of being able to put yourself in someone else's roleThe importance of empathetic perspective in the workplace.Why Bob always asks unconventional questionsAnd so much more...

    Resources:
    The Rewired Group Website

    • 28 min
    16 | Season 1 Podcast Wrap-Up

    16 | Season 1 Podcast Wrap-Up

    We do a postmortem on the podcast to help us frame what we're going to do in season two.
    In today's episode of the Circuit Breaker Show, we reflect on a tool we frequently use, the postmortem, and present some thoughts on the season that just ended.

    You'll learn about the unexpected growth Bob and Greg have achieved.

    You'll learn what strategies they plan to use to increase growth next season.

    Join us for this fascinating and thought-provoking discussion!

    Enjoy!

    What You'll Learn in this Show: 
    Bob's mastery of the postmortem and when he employs it.Some of Bob and Greg's struggling moments in the first season. Hints at the possible themes for season two.And so much more...

    Resources:
    The Rewired Group Website (https://therewiredgroup.com/)
    The Postmortem PDF https://bit.ly/3yfSzfs

    • 24 min
    15 | Understanding Prototyping to Learn

    15 | Understanding Prototyping to Learn

    I see prototyping as a tool that I can use on both the supply and demand sides.
    In today's episode of the Circuit Breaker Show, we take a closer look at one of the skills Bob discusses in his book Prototyping to learn. 

    Bob distinguishes between divergent and convergent prototypes and the contexts in which both can be used.

    You'll learn about the dimensions of prototyping. 

    You'll learn why 80% of the code generated by some software companies doesn't make it into the product.

    Bob explains why A/B testing is the most ineffective way to test anything.

    Join us for this fascinating and thought-provoking discussion!

    Enjoy!

    What You'll Learn in this Show: 
    The difference between the demand side and the supply side.
    About the role of prototypes.
    Questions to ask yourself to understand what prototypes you need.
    Is A/B testing prototyping? 
    And so much more...

    Resources:
    The Rewired Group Website (https://therewiredgroup.com/)

    • 25 min

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