--- title: Using a Whiteboard to get your Killer Product Across the Chasm description: Whiteboard presentation discussing issues in crossing the chasm with early stage technology. image: https://www.shift90.partners/hs-fs/file-14058071-jpg/images/killer_whitepaper.jpg --- [![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ](https://www.whychangeselling.com/) #### [Sales Playbook As a Service](https://www.admarco.net/as-a-service) #### [Sales On-Boarding As a Service](https://www.admarco.net/as-a-service#on-boarding-service) #### [Sales Academy-as-a-Service](https://www.admarco.net/as-a-service#academy-service) #### [Channel Enablement As a Service ](https://www.admarco.net/as-a-service#channel-enablement-service) #### [Content](https://www.admarco.net/a-la-carte-services) #### [Sales Process ](https://www.admarco.net/a-la-carte-services#sales-process-service) #### [Training and Gamification](https://www.admarco.net/a-la-carte-services#training-gamification-service) #### [Events](https://www.admarco.net/a-la-carte-services#events-service) #### [Build](https://www.admarco.net/services-by-phase) #### [Launch](https://www.admarco.net/services-by-phase#launch-service) #### [Sustain](https://www.admarco.net/services-by-phase#sustain-service) ![zoom1920](https://www.shift90.partners/hs-fs/hubfs/zoom1920.jpg?width=1920&height=1280&name=zoom1920.jpg) # Why Change Selling Blog ##### SUBSCRIBE FOR UPDATES ###### 3 min read # [Using a Whiteboard to get your Killer Product Across the Chasm](https://www.shift90.partners/blog/using-a-whiteboard-to-get-your-killer-product-across-the-chasm) By [Mark Gibson](https://www.shift90.partners/blog/author/mark-gibson) on Oct 27, 2021 11:23:06 AM ###### Topics: [killer products](https://www.shift90.partners/blog/topic/killer-products) [whiteboarding](https://www.shift90.partners/blog/topic/whiteboarding) [lean startups](https://www.shift90.partners/blog/topic/lean-startups) ![](https://www.shift90.partners/hs-fs/file-14058071-jpg/images/killer_whitepaper.jpg) Early adopters of new technology are prepared to accept more risk when buying technology than the majority of buyers. Getting across the Chasm and selling your cool technology/ SaaS software /solution into the early majority mainstream market and consequent massive uptake of your 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 each. ### Part 1. The Four Buying Cultures. This video introduces the four buying cultures and how they map onto the Technology Adoption Lifecycle. Will be of interest to sales and marketing professionals selling B2B technology solutions. ### Part 2. The IMPACT Cycle and Engaging Early Adopters This video has been edited to run in 7 minutes and introduces the universal buying process, I-M-P-A-C-T and maps the four buying cultures onto the engagement points in the IMPACT cycle. Of particular importance for sales teams selling to early adopters is [value creation selling](https://www.shift90.partners/Value-creation/), where the sales team engages very early in the IMPACT Cycle. This video illustrates the need for Inbound Marketing and why Lead Nurturing is so important for early stage technology companies. Also asks questions about your sales and marketing value chain....does it match the way your customers want to buy your products? ## Resources | [Killer Whitepaper - 22 page summary of key points in book.](https://www.shift90.partners/hs-fs/file-1914044303-pdf/pdf-downloads/why_killer_products_white-paper.pdf) [![Killer Products](https://www.shift90.partners/hs-fs/file-14058071-jpg/images/killer_whitepaper.jpg)](https://www.shift90.partners/killer-products-whitepaper-/) | [![whiteboard whitepaper](https://www.shift90.partners/hs-fs/file-14067123-jpg/images/wp_download_button.jpg?width=201&height=130&name=wp_download_button.jpg)](https://www.shift90.partners/whiteboard-selling-whitepaper-0/) | [![whiteboard best practices](https://www.shift90.partners/hs-fs/file-14065398-jpg/images/wbs_whitepaper_button.jpg?width=180&height=127&name=wbs_whitepaper_button.jpg)](https://www.shift90.partners/whiteboard-selling-presenters-best-practices-guide-copy-0/)  | | --- | --- | --- | |  [![whiteboardselling](https://www.shift90.partners/hs-fs/file-14063905-jpg/images/talk_to_me_cta.jpg)](https://www.shift90.partners/want-to-know-how-to-use-whiteboardselling-in-your-organization/) |  [![Inbound Marketing](https://www.shift90.partners/hs-fs/file-14057442-jpg/images/inbound_marketing_white.jpg?width=201&height=198&name=inbound_marketing_white.jpg)](https://www.shift90.partners/inbound-marketing-consultation/) | [Blog article summarizing Four Steps ](http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/30634/The-Four-Steps-to-the-Epiphany-and-Key-to-Startup-Sales-Success) [![lean startup blog](https://www.shift90.partners/hs-fs/file-14055375-jpeg/images/four_stpes_cover.small1.jpeg)](http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/30634/The-Four-Steps-to-the-Epiphany-and-Key-to-Startup-Sales-Success) |   [VC's don't make bad investments and Why Killer Products Don't Sell](http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/17196/VC-S-Don-t-Make-Bad-Investments-How-to-Sell-Killer-Products) blog article Using a Whiteboard to get your Killer Product across the Chasm download - [download the script and the whiteboard presentation](https://www.shift90.partners/whiteboard-presentation-and-script-download/)  8WPHJTKWWGNT WAGRW4TCGPFB - [Tweet](https://twitter.com/share) ###### [** Previous Post](https://www.shift90.partners/blog/the-7-deadly-sins-of-virtual-selling-plus-one) [![7 deadly sins cover](https://www.shift90.partners/hubfs/Untitled%20presentation.jpg) ](https://www.shift90.partners/blog/the-7-deadly-sins-of-virtual-selling-plus-one) ###### [The 7 Deadly Sins of Virtual Selling Plus One](https://www.shift90.partners/blog/the-7-deadly-sins-of-virtual-selling-plus-one) ###### [Next Post **](https://www.shift90.partners/blog/baseline-selling-by-dave-kurlan-a-home-run-for-sales-people) [![](https://www.shift90.partners/hs-fs/file-14048480-jpg/images/baseline_selling.jpg) ](https://www.shift90.partners/blog/baseline-selling-by-dave-kurlan-a-home-run-for-sales-people) ###### [Baseline Selling by Dave Kurlan - A Home-run for sales people](https://www.shift90.partners/blog/baseline-selling-by-dave-kurlan-a-home-run-for-sales-people) ##### Title Goes Here Title Goes Here ##### Title Goes Here Title Goes Here ##### Title Goes Here Title Goes Here ##### Recent News ** ** ** ** ** ** [![CLEAN-logo-white](https://cdn2.hubspot.net/hub/507386/hubfs/CLEAN-logo-white.png?width=70&height=35&name=CLEAN-logo-white.png "CLEAN-logo-white")](https://www.Shift90.partners) Copyright © 2020 Your Company, Inc. ** [![Shift90](https://www.shift90.partners/hs-fs/hubfs/Shift90%20logo%20RGB%20copy%20Large.png?width=213&height=35&name=Shift90%20logo%20RGB%20copy%20Large.png "Shift90")](https://www.Shift90.partners) Copyright © 2022 Why Change Selling - All Rights Reserved. **