Demand Side Sales 101, a new book on sales by Bob Moesta.

This piece of writing was enough to interest me in buying the book. It sounded great, even though I’ve never heard of Bob Moesta. These kinds of insight cut through so much of the cruft of making software:

Everyone’s struggling with something, and that’s where the opportunity lies to help people make progress. Sure, people have projects, and software can help people manage those projects, but people don’t have a “project management problem.”...Project management is a label, it’s not a struggle.

What kind of struggles do people have?

People struggle to know where a project stands. People struggle to maintain accountability across teams. People struggle to know who’s working on what, and when those things will be done. People struggle with presenting a professional appearance with clients. People struggle to keep everything organized in one place so people know where things are. People struggle to communicate clearly so they don’t have to repeat themselves. People struggle to cover their ass and document decisions, so they aren’t held liable if a client says something wasn’t delivered as promised. That’s the deep down stuff, the real struggles.