Demand-Side Selling: Creating Pull with Bob Moesta & Greg Engle
Learn Demand-Side Selling with Bob Moesta and Greg Engle. Discover how to create pull by focusing on customer progress instead of supply-side feature pushing.
Best quote from Demand-Side Selling: Creating Pull with Bob Moesta & Greg Engle
People aren't looking for products; they’re looking for progress. Demand only exists when there’s a gap between where you are and where you want to be.
This audio lesson was created by a BeFreed community member
Demand side selling
Frequently Asked Questions
Demand-Side Selling is a sales philosophy developed by Bob Moesta and Greg Engle that focuses on creating pull rather than pushing products. It moves away from supply-side thinking, where companies build things and try to shove them toward customers. Instead, it recognizes that while people do not want to be sold to, they do want to buy. By understanding the progress a customer is trying to make, you transition from a traditional salesperson into a role more like a concierge or coach.
Supply-side thinking is characterized by the "sharkskin suit" vibe, where sales feel focused on profit rather than the customer's needs. It involves pelting potential buyers with technical specs and features they may not care about. In contrast, demand-side thinking is grounded in sales psychology and the idea that customers are looking for progress. It flips the script by focusing on why a customer needs a solution, effectively removing the "ick" factor often associated with traditional sales tactics.
Theodore Levitt famously stated that people don't want to buy a quarter-inch drill; they want a quarter-inch hole. In the context of Demand-Side Selling, this means customers aren't actually looking for products or specific features. They are looking for the result or progress that the product enables. When you understand the specific "hole" a customer is trying to make and why they need it, you can better align your offering with their actual demand and help them achieve their goals.
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From Columbia University alumni built in San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
