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" 

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

A podcast that shows you how to use jobs-to-be-done (JTBD) methods to accelerate your growth and create equity value faster. This podcast is created by thrv.com for private equity CEOs, corporate executives, and product, marketing, and sales teams. Each episode explores how to beat your competitors to create equity value faster and with less risk.

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In this episode, we talk to Dave Lucey, former CEO of Biscom, about how thrv and Biscom used JTBD and thrv's equity value creation platform to triple Biscom's revenue growth rate, leading to a successful exit in just two years. 

Key moments from today's topic on using JTBD to accelerate revenue growth:

0:00 Transforming a 30-year-old fax software company

6:16 Improving B2B software sales and marketing strategies

15:49 Transitioning the sales team from order takers to generating new sales

20:55 Using a data-driven approach to improve sales in the healthcare market

26:03 Sales strategies and product development

30:29 Aligning company goals and strategies with customer needs

34:30 Advice on using Jobs-to-be-Done ✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 

JTBD Case Study: Biscom Triples Their Growth Rate

This week, we dive into the world of Apple's latest innovation: The Vision Pro. Lauded as the pinnacle of personal electronic devices, the Vision Pro has set the tech industry abuzz. Many are left questioning its purpose - a mystery we aim to unravel using our trusted Jobs-To-Be-Done methodology. Will this enigmatic device live up to its hype, or is it a leap too far even for the giants of Cupertino? 

Jay places his bet on the Vision Pro not only succeeding, but rewriting history as the most profitable, most satisfying product ever created. A bold claim indeed, especially when contrasted with Tony Fadell, the iPod's godfather, who tweeted that Apple may have just "jumped the shark" with its steep $3,500 price tag and 2-hour battery life.

This discrepancy paves the way for an in-depth analysis - has Apple pushed the boundaries of innovation or overstepped them? Join us on this journey as we leverage the Jobs-To-Be-Done framework to dissect the Apple Vision Pro and predict its trajectory.

✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 

How Would You Beat Apple Vision Pro Using Jobs-to-be-Done?

In this episode, we'll look at how you could beat banks using Jobs-to-be-Done. Banks are in the news because of the collapse of Silicon Valley Bank and Signature Bank. Silicon Valley Bank had a $40 billion market cap that went to zero almost overnight. So what happened and can Jobs-to-be-Done help us figure out how to both create better banks and lower the risk of bank collapses that potentially become contagion and have a negative impact on the economy? Let’s find out!

✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 

How Would You Beat Banks Using Jobs-to-be-Done

In this episode, we'll look at ESG, which refers to environmental, social and governance for companies. This has been in the news lately because BlackRock, the largest asset manager in the world has adopted ESG principles in its investing. And there has been some backlash by opponents who, in summary, argue that investors should exclusively focus on shareholders. So the question is are ESG principles a good idea or a bad idea? And can Jobs-to-be-Done to help us answer this question. So there's some big questions with ESG. Can including it in your investing criteria generate better returns? Or is ESG just a cost at the expense of shareholders? And another related question is ESG a red herring or just greenwashing? 

✅ Download our Executive White Paper: "How to Use JTBD To Grow Faster" 

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

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