Customer Conversations Sean Boyce and Stuart Balcombe

Bob is the President and CEO of the Rewired Group, a pioneer of Jobs to Be Done, the author of the Jobs to be Done Handbook and his latest work Demand Side Sales. On this week's episode of Customer Conversations, Stuart and Bob cover


Defining and applying the demand side
Where to start with identifying the “struggling moment”
The limitations of correlation in assessing customer behavior
An atomistic approach to the customers buying timeline
Trading off money, time and knowledge
What causes the transition from passive to active looking

Resources:


Demand Side Sales, by Bob Moesta - https://www.amazon.com/Demand-Side-Sales-101-Customers-Progress-ebook/dp/B08FRRF68Q
The Jobs-To-Be-Done Handbook, by Bob Moesta - https://www.amazon.com/Jobs-be-Done-Handbook-techniques-application/dp/1499339232
Shape Up, by Ryan Singer - https://basecamp.com/shapeup
Jobs-To-Be-Done Radio - http://jobstobedone.org/topics/radio/
The Disruptive Voice Podcast - https://www.hbs.edu/forum-for-growth-and-innovation/podcasts/disruptive-voice/Pages/default.aspx

Connecting with Bob:


Connect with Bob on Youtube - https://www.youtube.com/user/bmoesta/videos
Connect with Bob on LinkedIn - https://www.linkedin.com/in/bobmoesta/

Michael Callahan is Vice President of eCommerce and Transformation for Maytex and Zenith Home Corp. Michael started his career in large CPG companies and has worked on national brands like Mr. Coffee, CrockPot and T-fall. Over the past 15 years, Michael has been transforming organizations to think Consumer and Digital First. He believes that the key to running any successful eCommerce business is full organizational integration… The words he lives by are “Work Hard, Stay Humble”. On this weeks Customer Conversations, Sean and Michael cover 


What it means to build a digital strategy 
Managing necessary organizational change 
Interchange from digital to brick and mortar 
Ensuring complementary online and offline strategies
What can be done to reduce "friction" for the consumer 
Determining whether or not to offer DTC

Resources: 


Digital Commerce 360 - https://www.digitalcommerce360.com/product/b2b-ecommerce-market-report/?utm_source=GA&utm_medium=CPC&utm_campaign=2020B2BECMarket&gclid=CjwKCAjw4rf6BRAvEiwAn2Q76jrjpcDb0pI8rREID_ok2doy1vfIW0gsHZ_2Z4FyeFFShhaoxCs3eBoCC-gQAvD_BwE
Digital Shelf Institute - https://www.salsify.com/digitalshelfinstitute
The Digital Transformation Playbook - https://www.goodreads.com/book/show/27797899-digital-transformation-playbook
The Retail Ecommerce Playbook - https://www.forrester.com/playbook/The+Retail+eCommerce+Playbook+For+2020/-/E-PLA440

Connecting with Michael 


Connect with Michael On LinkedIn - https://www.linkedin.com/in/michael-g-callahan-b3331516/
Connect with Michael Over Email at michaelc@maytex.com

Jeff Ignacio is the Head of Revenue and Growth Operations at UpKeep, managing the Go To Market Systems and Enablement teams. Prior to working at UpKeep Jeff spanned a variety of roles at both large tech firms such as Accenture, Intel, Google, and high growth ventures such as Vizier (viz-ier) and PatientPop. In this episode of the Customer Conversations podcast, Sean and Jeff cover


The difference between product fit vs. go to market fit
Expanding from early adopters and engaging the early majority
Monitoring a customers risk profile
Defining and managing a post-sales cycle


Resources:


Product Lifecycle - https://www.amazon.com/Diffusion-Innovations-5th-Everett-Rogers/dp/0743222091
Crossing The Chasm - https://www.goodreads.com/book/show/61329.Crossing_the_Chasm
Sales Enablement Podcast - https://www.ringdna.com/sales-enablement-podcast-with-andy-paul


Connecting with Jeff:


Connect with Jeff on LinkedIn - https://www.linkedin.com/in/jeffbethechange/

Ryan currently leads product at Basecamp, is the author of Shape Up and the host of the Synthetic a Priori podcast. Here are a few of the topics we’ll talk about on this episode of Customer Conversations:


The role and goals of customer research in the shaping process

The workflow breakdown of the ‘jobs to be done’ framework

Using research in your pitch

The main goal of prototyping your product


Connect with Ryan


Follow Ryan on Twitter

Lucas currently leads product marketing and strategic partnerships at Gorgias and has previously founded successful companies including Venngage and Treats Happen. Here are a few of the topics we’ll discuss on this episode of Customer Conversations:


Actionable steps towards improving your customer support

Generating profit from customer support

Reducing friction to purchase

Why you should always have an offer or promo for customers


Connect with Lucas


Gorgias.com

Text him at 416.388.4470

Ben is the CEO and co-founder of Tuple (the best pair programming app for remote teams). He is also the host of one of my favorite podcasts the Art of Product, a former Thoughtbotter and the creator of several educational products for Rails developers. Here are only a few of the topics we’ll discuss on this episode of Customer Conversations.


An update on progress at Tuple

Keeping your finger on the pulse of your customers needs

Building a product for developers and the importance of understanding your audience

Soliciting feedback from customers from different channels


Connecting with Ben


Tuple’s website
Follow Ben on Twitter
The Art of Product Podcast