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

How Would You Beat?

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
Youtube: youtube.com/channel/UCEKeVWAeyQeMPzq9HfbUa5w
Linkedin: https://www.linkedin.com/company/thrv-com/
Twitter: https://twitter.com/thrvapp
Follow Jay Haynes on Linkedin: https://www.linkedin.com/in/jayhaynes/
Follow Jared Ranere on Linkedin: https://www.linkedin.com/in/jaredranere/

Chapters

1. How would you beat your sales quota in a downturn? (00:00:00)

2. How the up market can hide weakness in your process? (00:03:19)

3. Less data more often is the answer. (00:07:12)

4. The customer’s Job-to-be-Done (00:12:13)

5. How to be more curious about your product? (00:14:32)

6. How to build a buyer’s guide (00:18:46)

7. How do you choose a product category? (00:21:02)

8. How do you tap into the customer's needs? (00:25:02)

9. Knowing what you can’t do and being honest about it. (00:29:50)