HIGH_DENSITY_DATA
FILE_REF: marketing-demand-side-sales // VERIFIED_ENTRY
ENTRY_DATE2020_01_01
Demand-Side Sales 101
01_ABSTRACT_SYNOPSIS
Demand-Side Sales 101 is helpful for PMs because it sharpens how teams think about buyer progress rather than feature persuasion. Bob Moesta and Greg Engle focus on the forces that shape purchase decisions, which makes the book valuable for product marketing, enterprise products, and onboarding-heavy categories. It pairs well with JTBD-style discovery because it follows the same logic into the commercial motion.
02_INDEX_NODES
- How customer progress thinking changes messaging and sales conversationsP.042
- Why PMs benefit from understanding the forces behind buying decisionsP.084
- A better connection between discovery insight and commercial executionP.126
- How JTBD logic extends beyond research into go-to-market clarityP.168
PUBLICATION_DATE2020
ISBN_RECORDN/A
PAGES264_UNITS
LANGUAGEENGLISH
LEVELINTERMEDIATE
RECORDS_IDmarketing-demand-side-sales
FILE_SIZE13.2_MB_RAW
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