FAQ

  • Who should take this course?

    If you have already determined you'd like to implement and adopt a demand side sales approach, this is the course for you.

  • What will I get out of this course?

    You'll gain not only the basic vocabulary and frameworks but also thought starters and exercises to practice a demand side approach to sales.

  • Is this a course in Jobs to Be Done (JTBD)?

    While demand side sales is grounded in Jobs to Be Done theory, this course does not include lessons on how to conduct and analyze a JTBD project.

  • What if I have more questions after taking the course?

    Stay tuned for the launch of an advanced, cohort-based offering. This program will provide more iteration and feedback to help you refine your demand side sales mindset and approach.

  • How was this course developed?

    This course is a prototype, more of a version 1.0 than a final, set-in-stone offering. As students enroll and complete the course, we'll be taking into account student experience in order to hone and refine the offering for all. We thank you in advance for participating in this initial prototype.

Course curriculum

    1. Welcome to Demand Side Sales

    2. Understanding Why You Are Taking This Class

    3. Stop Making Excuses and Start Changing

    4. Learning Objectives

    5. Meet Your Instructors

    6. Reference Guide: Preparing for a Paradigm Shift

    1. Two Interdependent Systems: Supply & Demand

    2. Supply & Demand Selling: A Story

    3. Practice: Reflecting on Supply & Demand

    4. Reference Guide: Supply & Demand

    1. Jobs to Be Done for Sales

    2. Practice: Using the Forces of Progress to Conduct a Sales Post-Mortem

    3. Practice: Conducting Sales Postmortems

    1. Introduction to the Timeline

    2. The Seller's Funnel and the Buyer's Timeline

    3. Reference Guide: The Timeline

    4. Practice: Placing Your Prospects on Their Timeline

    1. Qualifying Leads into JTBDs

    2. Buyer's Remorse: The Perils of Not Qualifying Properly

    3. Reference Guide: Qualifying Leads

    4. Practice: Clustering Your Customers

    5. Reference Guide: Using the Contrast Method to Determine Clusters

    1. Matching Features & Benefits

    2. Reference Guide: Matching Features and Benefits

    3. Practice: Your Clusters and Your Product's Features

About this course

  • $300.00
  • 27 lessons