Provocative Selling in the Covid-19 world
I watched a great video interview by DreamIT Ventures of Geoffrey Moore the author of Crossing the Chasm . Crossing 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 managem...