Crossing the Chasm

Crossing the chasm is when you shift from business development to a sales model where you can sell with repeatability, with a consistent yield on that investment. But if you are still on te one off basis, you know, selling opportunities with highly technical people and founders in both your sti into casm, ok, you have not developed a scalable model at all. Salespeople cannot compensate for an inferior public market fit. They simply can. Founder: "They have very unrealistic expectations of what salespeople can and cannot do"