Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (Collins Business Essentials) cover
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (Collins Business Essentials)
by Geoffrey A. Moore
Description: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers (Collins Business Essentials) outlines strategies for addressing different market segments in the technology product life cycle to facilitate growth beyond early adopters
ISBN: 9780061795862
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gk1 · 2019-10-27 · Original thread
Usually some combination of marketing and high-touch sales. Marketing makes buyers want to buy the product[1], and sales converts interest into a contract.

For B2B it usually takes three months from first contact to closed deal. That means you need a healthy pipeline of deals to keep the cash flowing.

Crossing the Chasm[2] is a must-read and classic book about marketing and selling B2B software.

[1] As I say, make buyers want to pay: https://www.gkogan.co/blog/buyers/

[2] https://www.amazon.com/dp/B000FC119W/