Provocative Selling in the Covid-19 world

I watched a great video interview by DreamIT Ventures of Geoffrey Moore the author of Crossing the ChasmCrossing the Chasm is a must-read for all SaaS entrepreneurs.  He has shaped my thinking about how to target and break into markets.  He co-authored a powerful HBR article on Provocative Selling during the great recession.

The HBR article is as relevant today as it was back then.  The video provided a great discussion of selling during the Covid-19 crisis and the need to provoke your customers that you can help with their most pressing challenges.   The provocative selling approach he outlined depends upon a very consultative approach that is based upon empathy for the customer's biggest pain points.

Moore highlighted that social distancing is providing a "forecast" into the emerging digital world that will exist post-crisis.  Geoffrey's most stimulating observation was that the challenge in the new world will be "digital management".   He stated that pre-crisis management was 5% online and 95% F2F.  In the new world, how we manage digitally will have to be mastered.

The video can be found here:

DreamIT Ventures Geoffrey Moore Interview

Thanks to DreamIT and Geoffery Moore.  Enjoy.


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