Bob Moesta is a renowned innovator and the co-creator of the Jobs to Be Done (JTBD) framework. As President of The ReWired Group and Research Fellow at the Christensen Institute, Bob has helped launch over 3,500 products. His latest book, Job Moves, offers a step-by-step roadmap for making meaningful career progress. With teaching experience at Harvard, MIT, and Kellogg School of Management, Bob equips leaders and sales professionals with the tools to understand human behavior, align roles with motivation, and foster authentic workplace success.
SHOW SUMMARY
In this episode of Selling from the Heart, Larry Levine and Darrell Amy are joined by Bob Moesta, bestselling author and co-creator of the Jobs to Be Done Framework. Bob unpacks the concepts in his new book Job Moves, discussing why people really make career changes and how sales professionals can use these insights to connect more deeply with customers and team members. From aligning jobs with individual energy drivers to redefining job descriptions, Bob shares actionable wisdom for building trust, enhancing retention, and making authentic progress.
KEY TAKEAWAYS
- Selling is about helping people make progress, not just pushing a product.
- People hire products to do a job—understanding the “why” behind decisions is key.
- Money isn’t the biggest motivator—respect, fulfillment, and alignment matter more.
- Employees know early if a job fits; leaders must notice and act accordingly.
- Negotiating the scope of work, not just pay, leads to greater satisfaction.
- Job satisfaction increases when roles match a person’s energy—not just skill set.}
- Hiring for strengths, not idealized roles, builds healthier teams.
HIGHLIGHT QUOTES
Money is not the motivator—it’s respect, fulfillment, and making progress.
There are people out there who love to do the stuff that you suck at.
Don’t settle. Look inward. Find what you're great at and passionate about.
If you just change that ratio to 50/50, you don’t even think you’re working.
📌 FOLLOW THE CONVERSATION
Connect with Bob Moesta:
➡️Bob's LinkedIn: https://www.linkedin.com/in/bobmoesta/
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCES
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
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