3 of 3 people found the following review helpful
A must for salespeople at the bleeding edge of technology,
By A Customer
This review is from: Crossing the Chasm: Marketing and Selling Technology Products to Mainstream Customers (Capstone Trade) (Paperback)
This book was a revelation for me. I had failed to understand the reasons that prospects didn't appreciate the latest greatest technologies and bought from vendors of outdated systems (in my opinion) instead. Crossing the chasm explains different characteristics of people and what they buy and when they buy it and the reasons behind those compulsions. It also highlights how to break into the marketplace with new products in the most efficient way and how to structure your organisation to cope with demand. I have noticed that some big organisations demonstrate the techniques from this book in their promotional literature and web sites.