Lenny's Podcast / episode intelligence
Speakers in the public record
Claim mix
Evidence policy
Every row below preserves an exact excerpt. Identified speakers are linked; unresolved voices are labeled and excluded from people counts.
Claim ledger
18 published records
01 / recommendation
“I would have them read Demand Side Sales, and it basically is starting from the theory of why do people buy and how do we actually understand how to flip the lens from trying to sell people things to help them buy? And ultimately it has the entire method around it kind of frame for product and for founders.”
02 / recommendation
“And so I wrote a book called Demand Side Sales that basically took the premise of stop trying to sell people and just help them make progress, help them buy.”
03 / belief
“Yep, I think that's right, I think that's right. And again, I think Ulwick's is very valuable, especially in some companies where there's lots of risk, there's regulation, there's lots of moving parts, very complicated systems, but at the same time it's so many steps.”
04 / belief
“My job to be done for this interview was to help people understand Jobs to Be Done. I think we accomplished our goal as much as we can in one hour.”
05 / commitment
“Oh, I will tell you, it's a life changer. It is one of those things where we'll do interviews and I can go do an interview and a debrief, pop in and do it.”
06 / belief
“I think the easiest way to think about it is that I'm an engineer, electrical, basically have been building product for almost 30 years and one of the lies I was told growing up was build it and they will come.”
07 / belief
“I think that the danger you run into is that when you look at the customer through the product, so if I look at the customers through the Snickers bar, then I think of Milky Way as a competitor.”
08 / belief
“As opposed to the way I look at it is basically only people have jobs, products don't have jobs, people have jobs, organizations don't have jobs, people in organizations have jobs because that's the irrational part. And so fundamentally there's that two different views of how do we look at it, but ultimately I would say Clay's approach and my approach are derived from the same dataset where Ulwick's is derived from a different dataset and a different set of experiences.”
09 / preference
“Am I not challenged enough? And you start to frame it, and when you frame it, you start to realize, I'm willing to actually take less money to be around smarter people because I want to be a founder later.”
10 / evaluation
“You have to be able to accept how people see you as opposed to how you want to be seen. So when companies will come to us and say, "All right, I want you to find these jobs for us," like, "Nope, I can't do it because it doesn't work.”
11 / evaluation
“If I talk to people about buying a pack of chewing gum, most people can't remember at all when they bought a pack of chewing gum, even if it was in the last week like, "Uh, I think so.”
12 / preference
“One of the things that I've been doing is I've been studying people for the last 10 years around why they switched from one company to another to literally understand the jobs of jobs because employees actually hire companies more than companies hire employees.”
13 / evaluation
“I think one of the biggest misconceptions around Jobs to Be Done is this notion that it's pain and gain as opposed to context and outcome.”
14 / prediction
“" But the reality is, Jobs to Be Done research is hypothesis building research. I don't know, that's part of the point is we really don't know.”
15 / commitment
“Yeah, so at the end of the night, I have this philosophy that I have the energy in your body and your brain literally you need to use every ounce of it every day because you wake up the next day with a full bank account and you can't really save it.”
16 / evaluation
“" Just because people bitch about something doesn't mean they're going to do anything about it. This is where at Basecamp, we learned the fact that everybody said, "Oh, if you had Gantt charts, I'm going to leave you if you don't put Gantt charts in or resource allocation," and as much as they all say they want it, they're not leaving because of it.”
17 / preference
“The method that I have and that I've been using mostly because I've been in the startup world and doing new to the world type stuff is it's very, very qualitative, organic, and it's a combination of a process, practice and skills.”
18 / evaluation
“It didn't do enough for us." It allows you to actually understand the struggling moment they had because, again, they were using your product and something happened and some context changed and now they struggle with it, and now they got to go find something else.”