Nick de Cent, editor of Modern Selling recently asked me if I had any feel for how people are thinking about the economic climate and business prospects looking forward over the next few months. It gave me a chance to step back, reflect, and gather my thoughts.
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SELL THE DIFFERENCE: Establishing your Unique Solution Value
I was reflecting with a client the other day on the current economic climate, and how hard it was to recruit really good sales people, and how challenging it was to win new customers as a new technology business. It seems that these two challenges are connected.
But something has changed. The Chasm has got Closer.
At the time Crossing the Chasm was published - in the mid-90’s - it seemed reasonable to assume that Innovators and Early Adopters made up as much as 20% of the buying market. That may have been an exaggerated view even then, but the world has clearly changed, and they now typically represent a low single-digit percentage of the addressable market.