Enableocity sales enablement-as-a-service Blog



This Selling Early Adopters video was created following a joint Webinar with Dominic Rowsell, co-author of Why Killer Products Don't Sell. The originalwhy killer products dont sell sound-track was unusable, so I captured the elements of that Webinar and added more meat into the following two-part, narrated whiteboard video.

Buying Behavior is dependent on Risk Tolerance

Early adopters of new technology are prepared to accept more risk when buying technology than the majority of buyers. Despite the success of SaaS as a concept and the wholesale adoption of cloud based applications, the vast majority of SaaS software fails to achieve commercial success because the innovation never makes it across the chasm from the early adopters into the early majority mainstream market. The consequent massive uptake of the SaaS innovation has eluded all but a small percentage of aspiring entrepreneurs.
The following Flash videos are a 2 part series and run about 7 minutes.

Part 1. The Four Buying Cultures and the Technology Adoption Life-Cycle.

This video introduces the four buying cultures and how they map onto the Technology Adoption Life-cycle. Will be of interest to sales and marketing professionals selling B2B technology solutions or professional services based engagements.

Insight Selling is Value Created Selling

This series offers insight into buyer behavior and the process of getting your challenging idea/solution through the buying process.

Part 2. The IMPACT buying cycle and engaging early adopters.


Download script and whiteboard visual confection. 

Download the Killer Products Whitepaper

Blog article summarizing The Four Steps to the Epiphany, by Steve Blank

lean startup blog