Skip to main content
BOOK A ZOOM CALL

    Blog Category // Crossing the Chasm (2)

    Why B2B Marketers Need to Stop Claiming That Their Solution is Better

    Posted by Bob Apollo, Mar 15, 2012
    “Our Solution is Better”. It’s a claim made by many B2B technology marketers, based on a perceived feature set advantage. ...

    10 Must-Read Books for every B2B Sales and Marketing Bookshelf

    Posted by Bob Apollo, Dec 04, 2011
    We can all benefit from reading inspiring books that help us to challenge our assumptions and to take on a fresh ...

    Research Proves That Most Customers Prefer Certainty to Creativity

    Posted by Bob Apollo, Sep 13, 2011
    How many times has a customer said that they are looking for creative ideas from you? Or that they value innovation? Stop a ...

    12 Considerations That Should be on Every Chasm Crosser’s Checklist

    Posted by Bob Apollo, Aug 25, 2011
    2011 marks the 20th anniversary of the first publication of Geoffrey Moore’s ground-breaking “Crossing the Chasm” - a book ...

    B2B Sales: Top Sellers are Storytellers

    Posted by Bob Apollo, Jun 14, 2011
    Is your sales process characterised by lengthy buying cycles with the involvement of multiple decision makers? Are buying ...

    Where is Your Sales Funnel Leaking?

    Posted by Bob Apollo, May 26, 2011
    Every sales funnel leaks, but some leak more than others - and unfortunately often in the most expensive places. ...

    B2B Sales: Are Some of Your Prospects Frogs in Boiling Water?

    Posted by Bob Apollo, May 19, 2011
    You’ve probably heard the frog in boiling water anecdote. So the theory goes, a frog that is placed in cold water and gently ...

    After 20 Years: 3 Reasons Why the Chasm is Closer than it used to be

    Posted by Bob Apollo, Mar 11, 2011
    Like most high-tech marketers, I found Geoffrey Moore’s “Crossing the Chasm” essential reading. His concept of the gap that ...

    What Stops Promising Companies from Building Scalable Businesses?

    Posted by Bob Apollo, Jan 17, 2011
    Momentum. We know it when we see it, don't we? It’s the force that propels successful companies to sustainable revenue and ...

    Is your Solution a New Concept, a New Paradigm or an Established Category?

    Posted by Bob Apollo, Feb 18, 2010
    Last week I took part - together with 30+ senior sales and marketing executives from the technology sector - in an excellent ...
    Outcome-Centric Selling Academy offer
    Subscribe
    Categories