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The Craft of Selling Hi-tech Products and Services


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This presentation takes some principles of Geoffrey Moore\'s classic crossing the chasm and applies it to the real world. It traces the selling and marketing strategies of some of the iconic brands we all relate to. It walks through the reasons behind the success and failures and what lessons we can infer and apply.

Published in: Business, Technology
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The Craft of Selling Hi-tech Products and Services

  1. 1. Lessons from the Real World
  2. 2. A V. Vishwakiran Production Presenting : Technology Adoption Life Cycle Starring : Innovators and Visionaries, Early and Late Majority Introducing “The Chasm” Supported by: Point of Attack, Define the Battle, Launch the Invasion Art Direction: Beachhead A ‘Whole Product’ Script
  3. 3. “There are no points for second place”, from the movie Top Gun >> 0 >> 1 >> 2 >> 3 >> 4 >>
  4. 4. What Are You Going to Hear Today • Consumers who determine your fate • Why the chasm exists and what can you do about it • The Elevator Test • Why some brands become icons and others fade away