Jobs to be Done (JTBD) is an approach to sales operations focused on the clear understanding of the underserved pain points of the customer. This alone is a vast improvement over alternative approaches since it does not rely on luck and avoids wasting time and money on irrelevant or suboptimal alternatives. It’s a proactive sales approach to the tangible work your customers need to complete, focused more on the results of the partnership than the relationship itself. 

“Customers don’t want a drill, they want a hole in the wall” 

Theodore Levitt 

Our Sales advisory team help your sales leadership and sales teams to: 

• Understand that customers buy a product or service to perform a specific task. 

For example; A payroll specialist doesn’t want a computer program, she wants an easy method for tracking hourly wages. 

• Uncover the question of why? Ask yourselves why customers use your product and what tasks they want to perform with it? Consider not only the functional aspects but also emotional and social aspects.  

• Ask why not? Think about why customers don’t buy your product and also consider alternatives, competitors, or workarounds that customers use instead. Evaluate your product and alternatives in terms of customer goals and needs. 

Our Jobs to be Done (JTBD) sales framework for creating value creates the ability in your sales organisation to deeply understand what “tasks to do” a customer has in particular life situations, how he or she makes decisions about alternatives, what trade-offs are made, whether the “suffering” is so great that solutions are cobbled together and what forces are at work in making decisions for and against selecting new solutions.