Customer Conversations

Understanding the Demand Side with The Re-Wired Group’s Bob Moesta

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/

Building an Ecommerce Presence for a Major Brand with Maytex’s Michael Callahan

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

Going Beyond Your Early Adopters with UpKeep’s Jeff Ignacio

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/

Shaping strategy with Basecamp’s Ryan Singer

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

Customer support from cost center to profit driver with Gorgias’s Lucas Walker

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