This article is reprinted, with the author Ian Gotts’ permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.


The buyer of your disruptive and innovative solutions is the Early Adopter (Geoffrey Moore; “Crossing the Chasm”). Early Adopters talk to vendors at the Mentor stage & work with them through to Transaction. Sadly most early stage companies try to engage their buyers as though they were Early Majority, which is not until the Case stage. With disastrous results.

You should mirror your operational culture to the buying culture of your customer. Early Adopters need responsive, consultative selling with the entire company involved; R&D, support, sales & services. This is very different from the Early Majority where the sales team responds & wins RFPs. If you understand what is happening for your Early Adopter customer through the IMPACT cycle & how to engage with them, it all makes sense & becomes repeatable.

It is all explained in the free abridged version of “IMPACT: the technology executive’s guide for selling B2B disruptive & innovative solutions” Download it from:

Download the “My Best Tip for Sales Success” eBook for 14 more tips. 


About Ian Gotts

Ian Gotts is a serial tech entrepreneur where his passion& energy is infectious and inspiring. He is founder & CEO of Q9 Group, a global consulting firm. He was the founder & CEO of Nimbus for 15 years, which was bought by TIBCO Software. Ian is the author of 8 books & is a prolific blogger with a rare ability to make the complex seem simple which makes him a sought after & entertaining conference speaker. And he is powered by Duracell.

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