In 'Crossing the Chasm', Geoffrey A. Moore explores the Technology Adoption Life Cycle, which includes innovators, early adopters, early majority, late majority, and laggards. He highlights the significant gap or 'chasm' between early adopters and the early majority, where early adopters are willing to sacrifice for the advantage of being first, while the early majority waits for evidence of productivity improvements. The book provides strategies for narrowing this chasm, including choosing a target market, understanding the whole product concept, positioning the product, building a marketing strategy, and selecting the most appropriate distribution channels and pricing. The third edition includes new examples, strategies for digital marketing, and connections to Moore's subsequent works like 'Inside the Tornado'.
This is episode 678.
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Today’s show featured an interview with Brian Shealey, Vice President of Sales at Rohirrim, a generative AI developer of RFP response technology.
BRIAN’S ADVICE: “Be passionate about what it is that you’re doing. Always be hungry and thirsty for more knowledge and continued improvement. That is the biggest difference in my mind of some of the greatest sales leaders and salespeople I’ve worked with, is there’s a continued curiosity. Constantly improve yourself and bring new knowledge and challenge paradigms that are out there, that are dated.”
Sales Game Changers | Tips from Successful Sales Leaders 
