Reference Sales Study Technical Review 
Both Sides of the Table
DECEMBER 17, 2013
One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. We will have to build (or buy) technology in this area.” It’s too strategic.
Startup Professionals Musings
JANUARY 30, 2022
In fact, it’s all about the “focus” required to get early stage technology products across the deadly chasm from early adopters to mainstream customers. There are other chasms out there just as deadly as the technology one, such as the ones below: Market requirements chasm. Marketing and sales chasm.
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Both Sides of the Table
MARCH 21, 2013
So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. In the Ad Tech world PS revenue often means providing “media services” as a value-add to using your product. Often your sales engineers can do the customizations without bugging the core eng team. configuration.
Both Sides of the Table
JULY 26, 2010
It influenced a generation of tech marketers. The book popularized the technology adoption lifecycle curve that originally came out of Iowa State University shown below. So the early part of a technology company is about finding your hard core group of early adopters and making them passionate about your products.
Startup Professionals Musings
APRIL 27, 2019
In fact, it’s all about the “focus” required to get early stage technology products across the deadly chasm from early adopters to mainstream customers. There are other chasms out there just as deadly as the technology one, such as the ones below: Market requirements chasm. Marketing and sales chasm.
InfoChachkie
APRIL 25, 2011
The short version of my review is: “Enchanting? It has also influenced my thoughts, as evidenced by the six infoChachkie blog entries which reference Art. I read Enchantment anticipating that it might augment my Entrepernurial Selling class, which focuses on influence and persuasion, rather than sales tactics. Tricking The Jedi.
Startup Professionals Musings
APRIL 23, 2017
In fact, it’s all about the “focus” required to get early stage technology products across the deadly chasm from early adopters to mainstream customers. There are other chasms out there just as deadly as the technology one, such as the ones below: Market requirements chasm. Marketing and sales chasm.
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