Bob Moesta is the founder, president and CEO of the Re-Wired Group, which specializes in demand-side innovation, changing buyer behavior and helping customers make progress. Bob is also an author and has written this book: Demand-side sales 101: Stop selling and help your customers make progress.
I first learned about Bob from a talk he gave at the Business of Software Conference. I was blown away by the nature of how he turns the perspective of sales from supply side (product first orientation) to a demand side (customer first orientation).
We talked about his book, how sales should solve for the customer struggle, how to see things through the customers’ eyes, and how to change from thinking of sales as a funnel to thinking of sales as a timeline.
More about Bob:
His company: The Re-Wired Group
His Business of Software session
262 Bob Moesta Sales is a timeline not a funnel