Walk a publisher pitch back to customer jobs
Filter a publisher promotion through customer jobs, local evidence, and shelf role.
Buying pressure The rep's deadline is today. The offer is attractive, but the local demand signal points to practical support, not celebrity wellness. A bookstore buys for customers, not for the attractiveness of the pitch alone. JTBD buying filter Customer job -> local evidence -> shelf role Jobs to Be Done keeps the buyer anchored in why customers would hire the book. Reflex The discount is good, so take the stack. Buy the right depth for the local customer, not the pitch. Promotion is a supply signal. Customer jobs are demand signals. 01 Job 02 Evidence 03 Role Name the…
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