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Bob Moesta Helps Innovators and Entrepreneur With Learning To Build

Innovate, Initiate, Dominate




Professional Sales Tips you'll learn today on The Sales Podcast...

  • Meet them where they are
  • We don't have to educate them
  • Our features and benefits don't excite them
  • How does the benefit help you?
  • "Why now?"
  • How many are struggling with the issue you solve? 

Related episodes and posts

  • 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


Join The Club

  • Where's a void?
  • People don't know what they want or what's possible
  • Learn to uncover demand
  • The greatest lie in the world is if you build it they will come
  • Stop looking at your customers through your product
  • It's how they say it that matters
  • AI will not replace real sales.
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.


The Most Interesting Entrepreneur In The World, Bob Moesta


Which CRM Is Right For You?


  • 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

Sales Growth Tools Mentioned In The Sales Podcast

  • Take The CRM Quiz: get a free consultation with me
  • Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
  • The Sales Agenda: take control of every sales opportunity like a pro.
  • Leadferno: Turn lurkers into leads
  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it.
  • Send Drunk Emails: ...that get opened and get you paid!
  • Phone Burner: work the phone like a machine so you can be a human when you connect.
  • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months



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