Sales-Driven Is Fatal at the Chasm

"To put it simply, the consequences of being sales-driven during the chasm period are fatal."

"We do not have, nor are we willing to adopt, any discipline that would ever require us to stop pursuing any sale at any time for any reason. We are, in other words, not a market- driven company; we are a sales-driven company."

"This is a classic chasm symptom, as the entrepreneurial enterprise leaves behind the latent enthusiasm of the early market. It is usually interpreted as a letdown in the sales force or a cooling off in demand when, in fact, it is simply the consequence of trying to expand too rapidly and too broadly into too loosely bounded a market."

"Can’t we go after more than one target? The simple answer is no. (The more complex answer is also no, but it takes longer to explain.)"