Crossing the Chasm an Interview with author Geoffrey Moore

Geoffrey-Moore-PhotoEver wondered why  the Segway scooter  never took off?   Or QR Codes ? Have you ever wondered why the iPad became hot while the Zune Player died a lonely life? Do you look at  Google Glass and wonder “huh….is that the future”?

If  you’ve ever pondered the question why  some technologies stick,  and others fade,  it would be useful if you had a frame of mind to better understand what works and what doesn’t.  If you’re a sales professional in high tech,  you NEED a way of ensuring your stuff becomes popular and not the next  WebTV.

Today Geoffrey Moore is going to  answer these questions. Geoffrey is the author of the book “Crossing the Chasm” and today we’ll talk about how to market and sell disruptive products to mainstream customers.

Go to www.salesbabble.com/contest   Enter your name and address to  be entered in the contest!

In This Sales Episode

In this episode we discuss the following:

  • Everybody is at different spot on the Adoption curve, it’s not a moral statement!
  • Some people are early adopters for technologies, and late adopters for other. It depends.
  • Understand the stakeholders in your deals. Not everyone agrees on where the organization stands on the adoption curve.
  • Ask the question,  “Where are they on the curve when it  comes to your technology?”
    • Are they early adopters?
    • Laggards
    • Pragmatists?

Right-click here to download the MP3

 Items of Interest

Geoffrey Moore’s website is here    There is a wealth of information available here

The book Crossing the Chasm can be found here.   This is the third addition with all new examples using contemporary technologies.

Contest

Again, would you like to win a copy of Crossing the Chasm?

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by September 22nd  2014 to  place your name in a raffle  to be  announced on Tuesday September 23rd. This is a great book that any seller in technology must own.

Click here  to enter the contest!

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