Bob Moesta Helps Innovators and Entrepreneur With Learning To Build

Oct 20, 2022

Wes Schaeffer

The Sales Podcast Professional Development Marketing Automation Digital Marketing Entrepreneur

Innovate, Initiate, Dominate

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Tell them what has to happen for them to be ready for you.
Stop trying to sell everyone
Context has as much value as your product
40 years of building businesses there are only five features people need and they want a discount for the features they don't need
When you overload/over-engineer the product they want a discount
His four core mentors
Bob can't read or write due to several head injuries
His injuries are the greatest gift he ever got that he would never wish upon his children
He can see patterns
Learns through observation and conversation
Not afraid of being wrong
People mess up by not talking until they know
Go build to learn
Life is full of tradeoffs
The great know what not to do
Build a kick-ass half instead of a half-ass whole
People lie
We lie to ourselves

AI will not replace real sales."

Don't avoid the negative aspects of your offering
Let them know it'll be work
Underpromise and over deliver
What's the prize to them?
Basic...what they expect
Performance...the things like gas mileage
They don't expect but struggle with...heated seats, remote start
It always evolves down from exciting to performance to basic
"What could you do with a faster horse?"
Why feature creep happens...
- Engineers design something cool and customers say it's cool...but they never use it
- Study the consumer, not the product
- The salespeople make excuses and accept excuses from lying prospects who just want to get off the phone. Price is the easiest way to shut up salespeople.

You need to understand the progress people are trying to make
Technology agnostic requirements of the customer
Causal structures, "If you can't describe what you're doing as a process, you don't know what you're doing." ~ J. Edward Deming
Slow down and document your steps
They only live processes...they need to see it
You need to see to work on it
Empathetic perspective: see around corners...remove your bias
Uncovering demand vs.
Causal structures: be curious and make them better
Prototyping to learn vs. to verify: contrast creates meaning so understand the competition
Help people learn how they want to buy
Teachers don't teach the way people like to learn
"Where are you on your buying timeline?"
Identifying and managing tradeoffs: knowing what you don't have to do
Southwest sucks at snacks and food
Southwest competes with driving
We all possess these skills
Salespeople are afraid of what to say
Painted his whole life
Over 900 paintings
Know your time...don't wait...when things age beauty emerges
How does a dyslexic person write a book?
Scribe Media helped him write his book and interviews him in 10, 2-hour sessions
Takes about 4.5 months to create
If he has never seen it before, he can't read it
He has to hear it first
Born premature
He likes to grind and help people
All of his hard work helps him help people

If you can't describe what you're doing as a process, you don't know what you're doing." ~ J. Edward Deming

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