http://alherbach.com/wordpress/index.php/2009/05/27/sales-differentiation/ Illuminating the Path to Enlightenment Fri, 22 Oct 2010 03:43:21 +0000 hourly 1 http://wordpress.org/?v= http://alherbach.com/wordpress/index.php/2009/05/27/sales-differentiation/comment-page-1/#comment-324 Ben meader Sat, 30 May 2009 16:47:10 +0000 http://alherbach.com/wordpress/?p=477#comment-324 Definitely agree on a high level with his assessment. However, I think it also depends on the kind of market you are attacking and at what stage of development that market is at. I read "Crossing the Chasm" not too long ago by Geoffrey Moore. He talks about the excitement generated at the early stages of selling disruptive products and how difficult it is to "cross the chasm" once the initial "innovators" and "early-adopters" have purchased your product. You may have a great product or service, but if you can't convince the majority users to change, your business will dry up. It involves the cliched line of "knowing your customer" and finding a way to make people who perhaps aren't enamored with your service to feel comfortable giving it a try, and then keeping them. Definitely agree on a high level with his assessment. However, I think it also depends on the kind of market you are attacking and at what stage of development that market is at. I read “Crossing the Chasm” not too long ago by Geoffrey Moore. He talks about the excitement generated at the early stages of selling disruptive products and how difficult it is to “cross the chasm” once the initial “innovators” and “early-adopters” have purchased your product. You may have a great product or service, but if you can’t convince the majority users to change, your business will dry up. It involves the cliched line of “knowing your customer” and finding a way to make people who perhaps aren’t enamored with your service to feel comfortable giving it a try, and then keeping them.

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