Shows
Full Funnel Freedom137. Why You Should Never Sell Using Pain with the April Fool Marcus CauchiThis episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY Do you want you, or your product or service to be tied to a feeling of pain? That's a considerable red flag, and our guest, Marcus Cauchi, explains why. Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey. What you'll learn: Why buyer safety is critical to your success. Why business values must align with customer needs Why it's time to embrace a more ethical approach to sales. What is the...2024-04-0133 minFull Funnel Freedom137. Why You Should Never Sell Using Pain with the April Fool Marcus CauchiThis episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY Do you want you, or your product or service to be tied to a feeling of pain? That's a considerable red flag, and our guest, Marcus Cauchi, explains why. Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey. What you'll learn: Why buyer safety is critical to your success. Why business values must align with customer needs Why it's time to embrace a more ethical approach to sales. What is the...2024-04-0133 min
Compassionate ClimbEpisode 19: Customer Centricity with Zac StuckiMeet Zac Stucki, a customer-centric operations expert who helps businesses understand the reasons their customers are buying so they can design their business strategy and operations around it which fixes quality, profitability, and scaling problems. He describes his process of disconnecting "no" from his value as an entrepreneur and building credibility and authority. He shares his efforts to serve as a conduit for entrepreneurs to help them grow their businesses and impact without the full weight on their shoulders. He differentiates our "why" from our mission and the customer versus the user. He encourages business owners to consider what...2023-06-2341 min
The Circuit BreakerS2 E16: Podcast Wrap-Up | The Upside and Downside of a Gut CheckThe meeting is about helping you shape a new way or a different path. It's about letting everybody be heard. It's about discussing and having real discussions about what has worked in the past and what the new direction is.In today's Circuit Breaker episode, Bob and Greg look at a tool they use frequently: the Gut Check. Bob recalls a consumer packaged goods company that ran into legal and patent issues while developing a product. The team had to hold a "Gut Check" meeting. Discover how this meeting proved very useful. They will explain why a...2023-04-2520 minThe Circuit BreakerS3 E15 | Red Line Green Line Development“Make sure you're comfortable learning and describing the things you don't know rather than trying to articulate what you do know and finding a way to verify only what you do know. There is no such thing as a completely red line or a completely green line.”In today's Circuit Breaker episode, Bob and Greg delve into the "green line" vs. the "red line." This reflects contrasting approaches to product development. Bob will recount his research on this topic in Japan when he was a member of the Ford team. You'll understand the mindset difference in product deve...2023-04-1824 minThe Circuit BreakerS2 E14 | JTBD in Business SchoolIf I were to change anything, it would be to make sure that students understand why they're there and what progress they're trying to make. That will actually help set the curriculum in the right way for how much and what they should be learning.In today's Circuit Breaker episode, Bob and Greg explore an interesting topic from an audience member: How would the curriculum in business schools change if JTBD was more widely understood? You'll learn what changes they'd propose to integrate the JTBD context into business school.Bob will explain...2023-04-1120 minThe Circuit BreakerS2 E13 | Process vs PracticeMost of the time the process assumes linearity, like step one, step two, step three, step four, but in reality sometimes there is iteration. And there are phases of work as opposed to steps of work.In today's episode of the Circuit Breaker Show, Bob and Greg address a current trend they've noticed in their interactions with customers, balancing the pendulum between process-driven product development and practice. Learn more about process-driven product development.This topic traces back to some of Bob's early work in Japan. You'll discover the Japanese perspective on process and how it...2023-04-0419 minThe Circuit BreakerS2 E12 | ListeningListening is about actually understanding where people are going and what they are trying to do. You need to listen very carefully not only to what they are saying, but how they are saying it.On today's episode of the Circuit Breaker Show, Bob and Greg address one of their guiding principles, listening, particularly in the context of JTBD. You'll learn about the orientation of the language as they expound more about listening for intent.Bob will discuss why he is not the biggest fan of small talk. They often argue with their office lawyer...2023-03-2816 minThe Circuit BreakerS2 E11 | How to Use Chat GPTIt's a tool that you have to respect. But you need to realize that ChatGPT can only give you so much. It's only going to regurgitate what's already there; it's not going to help you actually come up with new thoughts.In today's episode of the Circuit Breaker Show, Bob and Greg will delve into Chat GPT and express their concerns and fears about it. You'll understand the intricacies of using Chat GPT for a JTBD interview or book summary. Bob will explain Clayton Christensen's theory of disruption as Greg shares how he distorted the context of...2023-03-2119 minThe Circuit BreakerS2 E10 | The Rest of the Milkshake StoryDemand is demand, and supply is your supply. And you must match the two. Only when both sides match can you make a product. In today's Circuit Breaker Show, Bob and Greg unpack the milkshake story, or what their competitors call "the milkshake marketing myth." They'll explore how the fast food restaurant was able to increase sales of milkshakes and review the entire process. Fun fact: This happened almost 30 years ago. You'll learn why switching the milkshake from ice cream to yogurt increased sales.This is the most recognizable application of the J...2023-03-1426 minThe Circuit BreakerS2 E9 | How to Make Habits StickProgress is when an F1 and an F2 are greater than an F3 and an F4. So push and pull are greater than habits and anxieties. In today's Circuit Breaker Show, Bob and Greg discuss why New Year's resolutions or new habits are hard to maintain as well as their frameworks for achieving and maintaining them. As a first step, they address the forces of progress before moving on to effective strategies. These include making the change smaller, matching it to your motivation and building a time wall. You'll will be introduced to the concept of "outcome vs. output"2023-03-0717 minThe Circuit BreakerS2 E8 | Selling New IdeasIf I paint the picture for you, I'm convincing. If you paint the picture for me and answer my questions, you create your own context. On today's Circuit Breaker Show, Bob and Greg tackle the myth of convincing and how it leads to buyer's remorse as they talk about selling new ideas. Bob describes a case from the past where convincing someone completely failed.You'll understand why it's difficult for people to change and how you can help people understand the context they're in without convincing them. You'll learn why they hate prefabricated presentations and why it's...2023-02-2825 minThe Circuit BreakerS2 E7 | | Identifying and Making Trade-Offs as a Product DeveloperEmpathetic perspective and trade-offs kind of go hand in hand. In today's episode of the Circuit Breaker Show, Bob and Greg continue their discussion of Bob's book, focusing specifically on trade-offs. You'll learn how empathetic perspective and trade-offs intertwine, for example, by understanding and emulating consumer trade-offs when designing a product.Greg will explain why you need to understand both the demand and supply sides as well as your technical capabilities to gain sufficient perspective on the trade-offs you need to make. You'll understand how JTBD helps with trade-offs and why it's important to be flexible even...2023-02-2122 minThe Circuit BreakerS2 E6 | Causal StructuresCause and effect is something that affects every area of our lives, even if we aren't aware of it. This is particularly true in innovation. On today's episode of the Circuit Breaker Show, Bob and Greg dive into a subject covered in Bob's book, "Learning to Build," namely causal structures, and why they represent one of the five bedrock skills every innovator must possess. They discuss correlation versus causation, as well as the differences between iterating, innovating, and inventing.They also discuss what's coming next for Bob's book, including a course based off the training in the...2023-02-1418 min
UI Breakfast: UI/UX Design and Product StrategyEpisode 259: Designing Services vs Products with Justin ZalewskiHow can services improve and expand our product experience? Our guest today is Justin Zalewski, director of product design and strategy at Studio Science. You’ll learn their framework for figuring out customer pains, how to establish the balance between self-serve and done for you, how to test your design service prototype, and more.Podcast feed: subscribe to https://feeds.simplecast.com/4MvgQ73R in your favorite podcast app, and follow us on iTunes, Stitcher, or Google Podcasts.Show NotesStudio Science — Justin’s place of workEpisode 254: Learning to Build with Bob MoestaDemand-side Sales 101 — a book b...2023-02-1038 minThe Circuit BreakerS2 E5 | Benchmarking in Business: Types and BenefitsTechnical benchmarking is usually done on the supply side, and consumer benchmarking is done on the demand side. On today's Circuit Breaker Show, Bob and Greg talk about benchmarking and how it works as a kind of prototyping to find a common language for marketing, sales and developing a better product. You'll learn about technical benchmarking and customer benchmarking and how they are used at different times for different purposes, yet blend seamlessly. You will learn about the importance of technical and customer benchmarking. Bob's perspective as an engineer and product developer will help you understand technical benchmarking and...2023-02-0723 minThe Circuit BreakerS2 E4 | Reframing the Sales Process With Demand-Side SalesI don't need to sell my product; I need to help people buy it. On today's Circuit Breaker Show, Bob and Greg discuss their book Demand-Side Sales. They will talk about why they wrote it, and what they learned from it. They'll also talk about what they believe to be the most difficult challenge for people implementing demand-side sales. Bob will give his perspective on between getting the first yes or no, which is more important in sales. You will learn what progress means in Jobs to Be Done and why it is so important in sales. You will...2023-01-3121 minThe Circuit BreakerS2 E3 | Unraveling the Concept of Impulse PurchasesWhen you do a survey or ask a customer in a very generic way, "Why did you buy this?" and they say, "On impulse," that's just a way to shut you down. On today's episode of the Circuit Breaker Show, Bob and Greg unravel impulse buys. They talk about the classic mattress, the interview with Brian Walker where he explains why buying a mattress was an impulse buy for him. This topic is covered in more detail in Competing Against Luck and Demand Side Sales 101. From a business perspective, you will see why classifying your products as impulse buys...2023-01-2422 minThe Circuit BreakerS2 E2 | Shopping vs RestockingRestocking is all about consistency, and shopping is when I have an anomaly. On today's episode of the Circuit Breaker Show, Bob and Greg go over the difference between "restocking" and "shopping" and show you how to get your customers into the habit of buying. You'll learn how to change the design of your product to make it more impactful, and that doing so may be harmful. If you have a top-selling product and change the packaging to make it better, are you really making it better or making it harder for people to find? They'll also talk about...2023-01-1726 minThe Circuit BreakerS2 E1 | Practicing an Empathetic PerspectiveReally good innovators and entrepreneurs have this ability to see things and connect the dots between different views. They are empathetic because they do not judge what it is. Rather, they ask themselves, What is it? And what can we do with it? On today's episode of the Circuit Breaker Show, Bob and Greg talk about the empathetic perspective in Bob's new book, Learning to Build. Bob will explain why he does not like personas and why you need them. You'll discover why the empathetic perspective is more art than science. You'll also learn why you need diverse perspectives...2023-01-1028 minThe Circuit BreakerS1 E16 | Season 1 Podcast Wrap-UpWe do a postmortem on the podcast to help us frame what we're going to do in season two.In today's episode of the Circuit Breaker Show, we reflect on a tool we frequently use, the postmortem, and present some thoughts on the season that just ended.You'll learn about the unexpected growth Bob and Greg have achieved.You'll learn what strategies they plan to use to increase growth next season.Join us for this fascinating and thought-provoking discussion!Enjoy!2022-07-1224 minThe Circuit BreakerS1 E15 | Understanding Prototyping to LearnI see prototyping as a tool that I can use on both the supply and demand sides.In today's episode of the Circuit Breaker Show, we take a closer look at one of the skills Bob discusses in his book Prototyping to learn. Bob distinguishes between divergent and convergent prototypes and the contexts in which both can be used.You'll learn about the dimensions of prototyping. You'll learn why 80% of the code generated by some software companies doesn't make it into the product.2022-07-0525 minThe Circuit BreakerS1 E14 | Understanding Where You Need Big Data vs Small DataWhen we are at a very early stage of the development process, it is very difficult to get big data.In today's episode of the Circuit Breaker Show, we take a look at Big Data to show you how to develop better products.You'll learn why Big Data is not the answer, but only part of the answer. Bob will talk about design of experiments. You will discover why it is very important to look at the market in context. Bob will share the projects they have worked on to...2022-06-2826 minThe Circuit BreakerS1 E13 | Understanding the B2B vs. B2C and Product Development Formats“When you're actually in the B2B space, you need to satisfy both the consumer and the customer.”In today's episode of the Circuit Breaker Show, Bob and Greg discuss the distinction between a customer and a consumer and how you can distinguish the two. Bob will also explain the difference between big hires and small hires.You'll discover a unique scenario where 'Jobs To Be Done' are in conflict. You'll learn how to determine the overlap between the customer and the consumer. Bob will...2022-06-2119 minThe Circuit BreakerS1 E12 | Finding Non-Consumption to Help Your Business Grow"Another essential ingredient to non-consumption is a desire to be better."In today's episode of the Circuit Breaker Show, we dive into unpacking non-consumption and how it helps people grow their businesses. You'll learn why companies should be concerned about non-consumption.Bob will share why "blue-sky thinking" doesn't work for him. You'll discover whether big companies or startups are better at identifying non-consumption.Bob and Greg will reveal how they got out of non-consumption.Join us for this il...2022-06-1423 min
The Circuit Breaker12 | Paradigm Shifts You Need to Become Truly Customer-Centric"Instead of looking at the world through the lens of what we do or what we have, we should look at the world from the perspective of the consumer."
In today's episode of the Circuit Breaker Show, we discuss why there needs to be a mindset change if you want to use Jobs To Be Done.
You'll learn what paradigms you need to change to be truly customer-centric.
You will learn what it means to be truly customer-centric, including a real-world example.
You will learn some of the skills required to do 'Jobs To Be Done."
Join us for this...2022-06-0728 minThe Circuit BreakerS1 E11 | Unpacking the Word “New”“So the jobs existed, but the change to a new product did not change the jobs. It changed the solutions that were available to satisfy the jobs.”In today's episode of the Circuit Breaker Show, Bob and Greg chat with Matt Sheppard, Associate and Principal at The Rewired Group.You'll learn why there is no such thing as a new idea. Bob will talk about the knowledge that Jobs To Be Done is built on and how Dr. Deming influenced JTBD.You will learn about the new book Bob i...2022-05-3127 minThe Circuit BreakerS1 E10 | Paradigm Shifts You Need to Become Truly Customer-CentricIs your innovation plagued with biases that prevent you from becoming customer-centric?In today's episode of the Circuit Breaker Show, we talk about the biases innovators need to drop and the paradigm shifts they should adopt to help them use Jobs To Be Done (JTBD).You'll discover the common assumptions innovators make and why these often act as constraints to innovation.You'll discover why innovators need to spend most of their time focused on what they don't know instead of dwelling on what they already know.2022-05-2428 minThe Circuit BreakerS1 E9 | Learning Jobs To Be DoneWhile a lot of people tell us that they want to learn 'Jobs To Be Done,' this often leaves us with a tough question to answer—to what extent do they want to delve into the process?In today's episode of the Circuit Breaker Show, Bob and Greg delve into some of the challenges they see people facing when trying to learn 'Jobs To Be Done' and some of the arguments this has raised between them.You'll discover what they think learning 'Jobs To Be Done' will take vs. what most people believe and wh...2022-05-1724 minThe Circuit BreakerS1 E8 | Sneak Peek: The Five Bedrock Skills of Innovators and EntrepreneursIn 1991 one of his mentors, Dr. Genichi Taguchi told him to write a book and 31 years later, he's finally written his first book.In Today's episode of Rewire Show, we discuss Bob's upcoming book Learning To Build: The Five Bedrock Skills of Innovators and Entrepreneurs.You'll discover Bob's primary motivation for writing Learning To Build and how he was able to write the book despite being dyslexic.You'll discover the main lesson Bob learned from each of the four mentors featured in Learning To Build....2022-05-1025 minThe Circuit BreakerS1 E7 | Unpacking Jobs To Be DoneIn product design and development, the thinking is often on what's next. The challenge is defining what's next for the consumer, since most of us can't really envision how a product can be improved. In today's episode of the Rewire Show, we dive into the concept of 'Jobs to be Done,' a process for determining what the next steps are in developing new products that will help consumers solve their current problems and help them achieve more in the future.You'll learn about the concept of 'Jobs to be Done,' including what constitutes a...2022-05-0331 minThe Circuit BreakerS1 E6 | Katherine Thompson | From School Administrator to Principal at The Rewired GroupIn today's episode of the Rewire Show, we chat with Katherine Thompson, one of the Principals at The Rewired Group.You'll learn about Katherine's career background in education and how she came to join The Rewired Group.You'll learn what motivated her to enroll in business school while working a full-time job as a school administrator.You'll discover the key lessons Katherine has learned working at The Rewired Group for the past two years.You'll learn some of the ways Katherine helps the company and its clients navigate...2022-04-2625 minThe Circuit BreakerS1 E5 | Unpacking Supply And DemandWe're all familiar with the concepts of supply and demand, at least in the abstract. However, many of us fail to understand the differences between these concepts from a product development standpoint, as well as the ways they work together.In today's episode of the Rewire Show, we dive deep and offer some insights into the concepts of supply and demand.You'll discover how supply and demand differ when placed in a product development context.You'll learn how to determine whether you're seeing the world through a supply or demand mindset, and how...2022-04-1924 minThe Circuit BreakerS1 E4 | Smell The ProgressDo you consider yourself artistic or maybe creative? They are distinctly different, if related, concepts. Sometimes, we take on new tasks or hobbies seemingly at random, as if the impulse to do a thing came from nowhere. This is flawed logic. All your actions, desires, etc. come from somewhere - there's some motivation behind it.In today's episode of the Rewire Show, we're discussing creativity and art. While many use these terms interchangeably, they are quite different in their approach.You'll discover the distinct differences between creativity and art, and how understanding these d...2022-04-1227 minThe Circuit BreakerS1 E3 | Q&A with Bob and Greg - What Debating Can Teach Us About OurselvesIn today's episode of the Circuit Breaker, the roles are reversed, and Katherine takes up the show moderator role. This is the pilot episode for a new segment whereby Greg and Bob dig into their experiences and answer different questions from their audience.You'll learn steps you can take when you get stuck and are not making progress in your work.You'll discover how to prioritize your tasks effectively and get more things done. Join us for this fascinating and insightful discussion on how we navigate some of the challenges we face in o...2022-04-0831 minThe Circuit BreakerS1 E2 | The Secret Language Of "Bob-isms""Your product is not the sandwich; it's probably the mustard."In today's episode of the Circuit Breaker podcast, we break down this aphorism and others Bob frequently refers to on this show and some of the classes he teaches.Product marketers are not going to like this, but in this episode, you'll discover why products play a much smaller role in people's lives than what we think they do. You learn why you need to be aware of the different contexts and their impact on how much value your product adds....2022-04-0526 minThe Circuit BreakerS1 E1 | Unpacking "Innovation"There's no denying that words and terms are powerful tools for communication and understanding. However, words can be overused, diluting their meaning and causing more confusion.In today's episode of the Circuit Breaker podcast, we're discussing the meaning, use, overuse and context of words and terms. You'll learn why the context in which people use words and phrases is as important as meaning in communication.You'll discover the meaning of 'innovation", as well as the reasons why it's become such a popular word in business and on Wall Street.You'll learn why overuse of the phrase...2022-04-0524 minThe Circuit Breaker0 | Welcome To The Circuit Breaker (Origin)We tend to stare at problems with the same lens over and over again and expect different results. And how can you get different results? You can't.Or at least with that frame in mind. In the very first episode of the Circuit Breaker podcast, Bob Moesta and Greg Engle share their motivation for starting this podcast and the value it will offer listeners.Bob and Greg are co-founders of The Rewired Group, a product and business development consulting firm based in Michigan.You'll discover the vision behind the Circut Breaker podcast...2022-03-3118 min
Experience LeaderBob Moesta Demonstrates Jobs to Be Done InterviewingSend us a textIn this packed episode, we invite Bob Moesta on the show to show us how to do interviews that uncover Jobs to Be Done.In this episode:Bob conducts and interview of my friend Derek on a major purchase to undercover the underlying Job to Be DoneBob and I analyze the interview and the insightsWe talk the uses of the insights that can be applied directly to sales, product development, and marketing activityKey Takeaways:Never ask what people wish existed while doing research...2022-03-031h 39
Business Vitality®111 - Innovation Teachers with The Re-Wired Group's Bob MoestaYour host, Catherine Cantey talks with Bob Moesta of The Re-Wired Group. The Re-Wired Group, the small, scrappy end-to-end innovation consulting group was founded by Bob Moesta, one of the principal architects of the Jobs to be Done theory, along with Greg Engle and Chris Spiek in 2009. They believe that consumers are always looking to make progress, to do things better, faster, cheaper. Companies and innovators are too.To learn more about The Re-Wired Group, visit https://therewiredgroup.com/If you'd like to be a guest on The Business Vitality® Podcast, click HERE2021-11-0235 min
A Sherpa's Guide to InnovationE78: Bob Moesta on Avoiding Hans, Selling Jay a Tesla & Demand-Side Sales 101Ben & Jay welcome back Bob Moesta for the third time, talking about his new book Demand-Sides Sales 101: Stop Selling and Help Your Customers Make Progress, co-authored with his partner at The ReWired Group, Greg Engle. Bob is a lifelong innovator and coarchitect of the “Jobs to be Done” theory with Dr. Clayton M. Christensen. He's a teacher, builder, entrepreneur, and co-founder at The ReWired Group, a designfirm in Detroit, Michigan. Bob has developed & launched over 3,500 products and sold everything from design services, software, and houses to consumer electronics, and investment services. He’s an adjunct lecturer at Kellogg S...2020-09-3045 minA Sherpa's Guide to InnovationE14: Proactive Health Part 2 - Creating a New FrontierYour Innovation Engine Sherpas welcome back Dr. Greg Weidner in a "How We Built This" episode on Proactive Health - primary care, reimagined. He and Ann Somers Hogg discuss how the partnership of Proactive Health and the Innovation Engine emptied the innovation toolbox, moving from theory to application in the development of a new value-based primary care model at Atrium Health.
In an extraordinary turn of events, Ann Somers actually kinda sorta pulls off a sports analogy!
Then Ben sings Pink Floyd. And they all talk about pirate ships. You just don't get that from your typical health care innovation...2018-03-0232 min