One common denominator of successful sales people is their skill in developing relationships. Part of that skill is their seemingly innate understanding of their buyers. But since most of us don’t have that innate ability, we need other ways to understand our buyers and their view of technology adoption.
One of my favorite devices for analysis is the bell-shaped curve. These curves have been used to model many different types of processes, and technology adoption is no exception. Everett Rogers generalized the concept in the early ’60s with his publication of Diffusion of Innovations. Later, Geoffrey Moore popularized the technology adoption curve in his book, Crossing the Chasm. Google “technology adoption curve” to learn a whole lot more.
